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- Sales Forecasting
- Data model
The tables behind Sales Forecasting
Sales Forecasting ships with 23 tables, grouped here by the feature that uses them. Every record your team works with lives in one of them, and you can add fields and tables in Proto.
- Tables
- 23
- Features
- 6
- Change it
- Add fields and tables in Proto
How the model is organised
Forecast calendar
Forecast periods define start date, end date, submission due at, Grain, Currency and Status. Quotas reference Period and Rep and identify quota type and Source.
Pipeline categorization
Opportunities reference pipeline stages and Users. Forecast category rules assign forecast categories. Opportunity categorization connects Opportunity, Period and Rep with Category, auto category and override evidence; category history preserves changes.
Rep submissions
Forecast submissions reference Rep, Manager and Period. Submission lines and forecast notes connect through Submission, with collection references on the header for lines and notes.
Management rollups
Forecast rollups identify Period, Scope and Owner. Adjustments reference Rollup, Period, Category and adjusted by. Users.Manager supplies the hierarchy used by rollup recomputation.
Forecast risk
Slipped opportunities retain old and new dates with from period and to period. Forecast delta references from submission and to submission. Attainment references Quota, Rep and Period. AI calls links Opportunity, Rep, Period and recommended category with model evidence.
Scenario planning and outcomes
Pipeline snapshots retain a dated opportunity baseline. Scenarios identify Period and based on snapshot date, scenario inputs supply parameters and scenario outputs record category results. Forecast variance compares final forecast and actual amounts by Rep, Period and Category.
Every table, by feature
- Forecast calendar8
- Pipeline categorization7
- Rep submissions6
- Management rollups8
- Forecast risk10
- Scenario planning8
- Forecast periods
US fiscal forecast periods on a calendar-year basis (Week, Month, Quarter) with submission deadlines and open/lock/close lifecycle.
- Forecast categories
The category taxonomy reps use to classify open opportunities: Closed, Commit, most likely, best case, Pipeline, Omitted.
- Forecast category rules
Priority-ordered auto-classification rules that map opportunity stage, probability and amount to a forecast category.
Linked to Forecast categories - Quotas
Per rep per period attainment target, sourced from territory management or entered manually by sales operations.
Linked to Forecast periods, Users - Users
Users
Linked to Users - Forecast submissions
Per rep per period forecast submission carrying the commit, best-case and pipeline call to the manager.
Linked to Users, Forecast periods, Submission lines; many, Forecast notes; many - Submission lines
One line per forecast category and revenue type on a submission, holding the rep number and the system auto amount.
Linked to Forecast categories, Forecast submissions - Forecast variance
End-of-period reconciliation of commit and best-case forecast against actual closed-won revenue per rep per category.
Linked to Users, Forecast periods, Forecast categories
- Opportunities
Open and closed sales opportunities with stage, amount, probability, expected close date and owner.
Linked to Pipeline stages, Users - Pipeline stages
Sales pipeline stage catalog with stage type (Open, Won, Lost), default probability and forecast category hint.
- Forecast categories
The category taxonomy reps use to classify open opportunities: Closed, Commit, most likely, best case, Pipeline, Omitted.
- Forecast category rules
Priority-ordered auto-classification rules that map opportunity stage, probability and amount to a forecast category.
Linked to Forecast categories - Opportunity categorization
Per opportunity per period record of the forecast category the rep placed it in, with auto suggestion and override tracking.
Linked to Opportunities, Forecast periods, Users, Forecast categories - Category history
Audit row written each time an opportunity's forecast category changes, recording promotions and demotions.
Linked to Forecast categories, Users, Opportunity categorization - Forecast periods
US fiscal forecast periods on a calendar-year basis (Week, Month, Quarter) with submission deadlines and open/lock/close lifecycle.
- Forecast submissions
Per rep per period forecast submission carrying the commit, best-case and pipeline call to the manager.
Linked to Users, Forecast periods, Submission lines; many, Forecast notes; many - Submission lines
One line per forecast category and revenue type on a submission, holding the rep number and the system auto amount.
Linked to Forecast categories, Forecast submissions - Forecast notes
Rep and manager commentary attached to a forecast submission.
Linked to Users, Forecast submissions - Forecast periods
US fiscal forecast periods on a calendar-year basis (Week, Month, Quarter) with submission deadlines and open/lock/close lifecycle.
- Forecast categories
The category taxonomy reps use to classify open opportunities: Closed, Commit, most likely, best case, Pipeline, Omitted.
- Users
Users
Linked to Users
- Forecast rollups
Derived per owner per period totals summed up the management hierarchy from Team to Region to Org.
Linked to Forecast periods, Users - Forecast submissions
Per rep per period forecast submission carrying the commit, best-case and pipeline call to the manager.
Linked to Users, Forecast periods, Submission lines; many, Forecast notes; many - Submission lines
One line per forecast category and revenue type on a submission, holding the rep number and the system auto amount.
Linked to Forecast categories, Forecast submissions - Adjustments
Manual numeric overlays by manager, director or VP on top of rolled-up child submissions, kept separate for audit.
Linked to Forecast rollups, Forecast periods, Forecast categories, Users - Forecast categories
The category taxonomy reps use to classify open opportunities: Closed, Commit, most likely, best case, Pipeline, Omitted.
- Forecast periods
US fiscal forecast periods on a calendar-year basis (Week, Month, Quarter) with submission deadlines and open/lock/close lifecycle.
- Users
Users
Linked to Users - Forecast notes
Rep and manager commentary attached to a forecast submission.
Linked to Users, Forecast submissions
- Slipped opportunities
Opportunities whose close date moved out of the current period, surfaced for manager review and forecast delta.
Linked to Opportunities, Users, Forecast periods - Forecast delta
Computed change between the current and prior forecast submission for the same rep and period.
Linked to Users, Forecast periods, Forecast submissions - Attainment
Computed per rep per period snapshot of closed versus quota and commit versus quota with attainment percentages.
Linked to Forecast periods, Quotas, Users - Quotas
Per rep per period attainment target, sourced from territory management or entered manually by sales operations.
Linked to Forecast periods, Users - AI calls
AI-predicted close likelihood per opportunity with score, confidence band, recommended category and cited reasons.
Linked to Opportunities, Users, Forecast periods, Forecast categories - Opportunities
Open and closed sales opportunities with stage, amount, probability, expected close date and owner.
Linked to Pipeline stages, Users - Opportunity categorization
Per opportunity per period record of the forecast category the rep placed it in, with auto suggestion and override tracking.
Linked to Opportunities, Forecast periods, Users, Forecast categories - Forecast submissions
Per rep per period forecast submission carrying the commit, best-case and pipeline call to the manager.
Linked to Users, Forecast periods, Submission lines; many, Forecast notes; many - Forecast periods
US fiscal forecast periods on a calendar-year basis (Week, Month, Quarter) with submission deadlines and open/lock/close lifecycle.
- Pipeline snapshots
Frozen daily snapshot of every open opportunity used for trending, forecast delta and scenario baselines.
Linked to Forecast periods, Opportunities, Users, Forecast categories
- Scenarios
What-if planning headers capturing the question being asked and the scenario lifecycle status.
Linked to Users, Forecast periods, Scenario inputs; many - Scenario inputs
Parameters a scenario varies: category multipliers, slip assumptions, amount haircuts, AI thresholds and manual adds.
Linked to Forecast categories, Scenarios - Scenario outputs
Computed scenario results per category with baseline amount, projected amount and delta amount.
Linked to Scenarios, Forecast categories - Pipeline snapshots
Frozen daily snapshot of every open opportunity used for trending, forecast delta and scenario baselines.
Linked to Forecast periods, Opportunities, Users, Forecast categories - Forecast categories
The category taxonomy reps use to classify open opportunities: Closed, Commit, most likely, best case, Pipeline, Omitted.
- Forecast periods
US fiscal forecast periods on a calendar-year basis (Week, Month, Quarter) with submission deadlines and open/lock/close lifecycle.
- AI calls
AI-predicted close likelihood per opportunity with score, confidence band, recommended category and cited reasons.
Linked to Opportunities, Users, Forecast periods, Forecast categories - Forecast rollups
Derived per owner per period totals summed up the management hierarchy from Team to Region to Org.
Linked to Forecast periods, Users
Keys and references
Preserve existing identities when importing or extending records. Period code, submission number, adjustment number and scenario number help the operating team identify work. Configure the user management chain without cycles before using it for review and rollup scope.
Period opening uses the rep-period identity to avoid duplicate submissions. Rollups update by Period, Scope and Owner. Categorization updates by Opportunity and Period; snapshots distinguish Opportunity and snapshot date. Keep those identities stable when replaying a scheduled operation.
The header collections and child Submission references should resolve to the same records. Calculated fields such as weighted amount, variance percentages and scenario deltas store text values. Confirm their numeric meaning and formatting before using them to sort, compare or aggregate results.
Migration order
- Establish Users and validate the Manager chain.
- Prepare pipeline stages, forecast categories, forecast category rules and forecast periods.
- Load Quotas and Opportunities with their correct owners and period basis.
- Establish opportunity categorization and preserve category history and dated pipeline snapshots.
- Reconcile forecast submissions with submission lines and forecast notes before recomputing forecast rollups.
- Reconcile Adjustments, Attainment, forecast delta, slipped opportunities and AI calls with their source records.
- Link Scenarios, scenario inputs and scenario outputs to the intended baseline, then preserve final forecast variance evidence for closed periods.
Set up Sales Forecasting your way.
Start free, then use Proto to change fields, steps and approvals before your team goes live.