---
sourceDocument: Australia Sales Customer Relationship Management
sourceDocumentLink: https://www.servicenow.com/docs/r/australia/order-management

 Release :

    - australia

ft:locale :

    - en-US

ft:publication_title :

    - Australia Sales Customer Relationship Management

ft:clusterId :

    - omgmt

bundleId :

    - omgmt

workflow :

    - Customer and Industry


---

# Terminologies

# Sales Forecasting terminology {#ariaid-title1}

Release version: Australia  
Updated March 12, 2026  
![](https://www.servicenow.com/docs/portal-asset/ico-clock) 2 minutes to read
Summarize  
![AI sparkle icon](https://servicenow.com/docs/portal-asset/ai-sparkle-icon) Summarized using AI  
This content was generated using new OpenAI-powered functionality. Results are provided on an as is basis and are not guaranteed to be accurate or complete.  

## Summary of Sales Forecasting terminology

This content provides key definitions and explanations related to Sales Forecasting in ServiceNow's Australia release.
It helps customers understand the essential concepts, components, and configuration options available for forecasting sales performance based on current opportunities and historical data.
Show full answer Show less  

## Forecast Model

The Forecast Model is the method used to predict future sales. ServiceNow offers a single Forecast Model called the Opportunity Amount Forecast, which estimates sales for active opportunities in the system. Forecast submissions are required by default, with configurable submission frequencies such as weekly, monthly, or custom periods aligned with business calendars.

Forecasts are displayed by **Sales Team** by default, but customers can switch to view forecasts by **Territory** after configuring territories in the system.

## Forecast Category

Opportunities are categorized based on their likelihood of closing, providing a structured way to assess sales pipeline status. The forecast administrator can configure these categories, with six default classifications:

* **Won:** Opportunities already closed and won.
* **Commit:** Opportunities sales reps are confident will close in the forecast period.
* **Strong Upside:** Opportunities with high potential but some uncertainty.
* **Upside:** Opportunities with potential but lower certainty.
* **Pipeline:** Early-stage opportunities with uncertain closure.
* **Omitted:** Opportunities excluded from forecasts due to insufficient data.

## Forecast Rollup Method

This defines how opportunities from different forecast categories are aggregated into forecast totals. Two rollup methods exist:

* **Single:** Each forecast category is shown separately, with only the opportunities in that category included.
* **Cumulative:** Categories are aggregated cumulatively, where each higher-level category includes opportunities from all lower categories. For example, "Open pipeline" includes Pipeline, Upside, Strong Upside, Commit, and Won opportunities combined.

## Forecast Schedule

The forecast schedule automatically retrieves all current opportunities in the system and generates updated forecast data according to the configured submission frequency.

## Sales Quota Management

Sales quotas can be assigned to sales representatives and managers based on roles, hierarchies, and forecast periods, enabling goal setting and performance tracking within the forecasting framework.  
Use the following list of terms to gain an understanding of Sales Forecasting concepts, components, and configuration.

## Forecast Model {#sales-forecasting-terminology__section_nfs_313_v2c}

The Forecast Model is a framework or method used to predict future sales based on historical data, current sales activities, and other relevant factors. It helps businesses estimate the expected sales figures over a specific period,
such as a quarter or year. Only one forecast model, Opportunity Amount Forecast is available to the users. You can forecast the sales for the current opportunities in the system. The Submission Required option is
enabled by default. From the Submission Frequency list, select weekly, monthly, or configure a customized time period to submit your final forecasts. For more info, see [Creating business calendars](https://www.servicenow.com/docs/access?context=business-calendars&version=australia&pubname=australia-platform-administration&ft:locale=en-US). By default, Sales Team is selected in the Forecast Hierarchy Type list and the Sales Forecasting dashboard displays the forecasts based on sales teams. To view forecasts by regions or
territories, select Territory from the Forecast Hierarchy Type list. To configure a territory see, [Configuring the Territory](https://www.servicenow.com/docs/PP5wfrvHsA9JMrQ4~07Vdw "Create territories to optimize the assignment of a territory to CRM data. Map these territories to the territory model and levels to maintain the hierarchy. Provide conditions for automated assignments, and onboard members with role-based access in a territory for restricted permissions."). For more info, see [Sales Territory Management​](https://www.servicenow.com/docs/6qn18RTk50PL5QvYs_r4Aw "Sales territory management enables you to structure and optimize the sales efforts of your organization based on territories. It focuses on dividing CRM entities, such as accounts, leads, opportunities, and consumers, into manageable segments (geographical, product, or industry-based) to promote efficient coverage and accountability.").

## Forecast Category {#sales-forecasting-terminology__section_o4z_l13_v2c}

The classification of opportunities is based on the level of certainty regarding their closure. The longer a sales prospect progresses along the sales pipeline, the better their chances of converting.  The forecast admin can configure these categories. By default, these six categories are available:

* Won:  Opportunities that have already been closed and won.
* Commit: Opportunities that sales representatives are confident will close in the forecast period.
* Strong upside:  Opportunities with greatest potential to close but have some minor uncertainty.
* Upside: Opportunities with potential to close but with lower level of certainty.
* Pipeline: Opportunities in the early stages of the sales process with uncertainty if they will be closed deals.
* Omitted:  Opportunities that are excluded from forecast due to lack of data.
{#sales-forecasting-terminology__ul_tpl_p13_v2c}

## Forecast rollup method {#sales-forecasting-terminology__section_wkw_x13_v2c}

The forecast model defines how opportunities in different categories are aggregated into a forecast. ​There are two primary types of rollups: single and cumulative.  
When you select Single, this rollup method ensures that each forecast category is represented in its own column, with only the opportunities in that category being included.{#sales-forecasting-terminology__table_m3b_npg_1fc__entry__2}

| Column Name on Forecast page | Opportunities that roll up to it from a forecast category |
|-|-|
| Pipeline | Pipeline |
| Upside | Upside |
| Strong Upside | Strong Upside |
| Commit | Commit |
| Won | Won |
[Table 1. Single rollup method]

{#sales-forecasting-terminology__table_m3b_npg_1fc}  
When you select Cumulative, this rollup method aggregates forecast categories in a cumulative manner, where each subsequent category includes the opportunities from the previous categories. Each cumulative rollup method aggregates opportunities from higher order forecast categories.{#sales-forecasting-terminology__table_ymm_xpg_1fc__entry__2}

| Column Name on Forecast page | Opportunities that roll up to it from a forecast category |
|-|-|
| Open pipeline | Pipeline + Upside + Strong Upside + Commit + Won |
| Cumulative Upside | Upside + Strong Upside + Commit + Won |
| Cumulative Strong Upside | Strong Upside + Commit + Won |
| Cumulative Commit | Commit + Won |
| Won | Won |
[Table 2. Cumulative rollup method]

{#sales-forecasting-terminology__table_ymm_xpg_1fc}

## Forecast schedule {#sales-forecasting-terminology__section_hyp_2b3_v2c}

The forecast schedule fetches all the opportunities in the system and generates the latest forecast data.

## Sales Quota Management {#sales-forecasting-terminology__section_hsm_gb3_v2c}

You can assign sales quota targets to sales representatives and managers based on their hierarchy, role, and forecast period.

## What to explore next {#sales-forecasting-terminology__section_related_links_sf_terminology}

* [Configure Sales Forecasting](https://www.servicenow.com/docs/U9CULp~XGP85wEC7DeLRFA "Use the Sales Forecasting application to project your future sales volumes and revenue based data from opportunities and pipeline analysis.")
* [Using Sales Forecasting](https://www.servicenow.com/docs/rVjDbfjWj21HxQajBWaTBA "Sales Forecasting uses the current opportunities in the system to predict future opportunity amounts.​ The Opportunity Management application contains the list of opportunities created for the customers and each of these opportunities are in different stages of the sales cycles.")
{#sales-forecasting-terminology__ul_related_links_sf_terminology}