Deal-Based Submissions

docs

Deal-based submission gives you full control over your forecast at the individual deal level. Review every opportunity, drag deals between periods and categories, adjust amounts, and submit a forecast that reflects your judgment — not just the raw pipeline data.

Getting oriented

Start your submission and choose Review Deals. The page shows one column per forecasting period (current month plus future months). Each column header displays the current commit forecast and a progress bar showing attainment against quota.

Within each column, deals are grouped by forecast category — Commit, Best Case, and Pipeline. Expand a category to see the individual deals.

Adding and removing columns

Click the arrow in the top-right corner of the rightmost column to add future months. Click the X in the top-left corner of any added column to remove it. You can also add past months — useful for cleaning up deals from a prior period that need to be moved into the current forecast.

Drag and drop

Move deals by dragging them between columns and categories:

• Drag a deal from May to June to push the close date
• Drag from Best Case into Commit to promote a deal
• Drag from Commit back to Pipeline to demote a deal

As you drag, the column header numbers update in real time. Adjusted deals are marked with a pink indicator in the upper-right corner of the deal card.

The deal side panel

Click any deal to open the side panel with six tabs:

• Adjustments — Edit the close date, forecast category, and forecast amount for this deal. This is an alternative to drag and drop for making precise adjustments.
• Insights — AI-generated insights about the deal.
• Details — The full opportunity record. Editable fields can be updated directly from here, and those changes do write back to Salesforce.
• History — Stage history timeline showing how many times the deal has been pushed, how long it’s been open, and the size of each push.
• Timeline — Full activity history including tasks, events, and call notes.
• Sales Process — If your team uses MEDDPICC or a similar methodology, the scoring and qualification details appear here.

Submitting

When you’re done making adjustments, click Submit. A summary screen shows the final numbers by period and category with the option to make last-minute tweaks. Add your submission comments, then click Submit.

All adjustments are tracked as part of the submission audit trail. After submitting, the Cadence and Submission widget on the Home tab shows an AI-generated digest summarizing the overall impact of your adjustments, notable deals that were moved, and the quota impact of your changes.

What’s next

For team-level submissions, see Team Submissions. To understand how adjustments layer through the hierarchy, see How Adjustments Work.