How does collaborative forecasting work for B2B, including opportunity splits and overlay splits?

Collaborative Forecasting provides a hierarchical view of pipeline and revenue predictions aggregated up the role hierarchy (or territory hierarchy).

Forecast Categories: Opportunities roll into forecast categories: Pipeline, Best Case, Commit, Closed Won (and Omitted). Each stage maps to a category; sales managers track the hierarchy roll-up per category.

Opportunity Splits: Allow the opportunity revenue to be split among multiple team members. The split percentages must total 100%. Revenue splits affect each team member's individual forecast — their quota attainment is based on their split amount, not the full opportunity value. Useful for co-sold deals.

Overlay Splits: For sales engineers, solution consultants, or overlay reps who contribute to a deal but are not the primary owner. Overlay splits can exceed 100% and do not reduce the primary rep's credit. They feed separate overlay forecast roll-ups. Useful for tracking SE contribution to revenue.

Forecast Adjustments: Managers can adjust the rolled-up forecast for their team (manager adjustment) without changing the underlying opportunities. Adjustments are visible in the forecast grid with audit trail.