How Adjustments Work

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Adjustments are the human judgment layer on top of pipeline data. They get applied at every level in the forecasting hierarchy, and each level’s final number becomes the input for the next level up. The result is a transparent, auditable forecast built from the bottom up.

How adjustments flow through the hierarchy

Consider this example with three levels:

1. Reps — Alex has an unadjusted pipeline of $450K and adjusts up to $500K. Jordan has $650K and adjusts up to $700K.
2. Manager (Mike) — Mike’s starting point is the team roll-up: $1.2M (Alex’s $500K + Jordan’s $700K). Mike adds $300K based on his judgment, bringing his forecast to $1.5M.
3. Director (Sarah) — Sarah sees Mike’s $1.5M and adds another $300K, making Mike’s forecast $1.8M as seen from above.

Each level’s adjustments build on top of what the level below submitted.

Owner adjustments vs. manager adjustments

• Owner adjustment — How you adjust your own forecast. Mike adjusting his team’s roll-up from $1.2M to $1.5M is an owner adjustment.
• Manager adjustment — How your manager adjusts your number from above. Sarah adjusting Mike’s forecast from $1.5M to $1.8M is a manager adjustment.

Visibility rules

This is a key concept: manager adjustments are only visible from above.

• Mike sees his starting point of $1.2M and his own $300K adjustment, for a total of $1.5M. He does not see Sarah’s adjustment.
• Sarah sees Mike’s $1.5M plus her own $300K adjustment, for a total of $1.8M.

This design lets managers apply judgment without second-guessing from below. Each person sees the forecast as they submitted it, plus whatever their team rolled up.

Which categories are adjustable

Adjustments apply to the standard forecast categories: Commit, Best Case, and Most Likely (if your org uses it). Closed deals are not adjustable — they reflect actuals.

Seeing adjustments in the Workbench

With adjustment indicators active in the Workbench view, pink arrows show where adjustments have been applied. An arrow pointing down means the forecast was reduced; an arrow pointing up means it was increased. Hover over any indicator to see the breakdown — unadjusted value, team roll-up, owner adjustment, and manager adjustment.

Quarterly columns aggregate adjustments across the months in that quarter, so you can see the cumulative impact at a glance.

Click on any person in the hierarchy to open the drill-down panel. The Adjustments subtab shows the full breakdown: unadjusted value, team roll-up value, and owner value.

What’s next

To remove adjustments, see Clearing Adjustments. To learn about the submission methods that create adjustments, see Deal-Based Submissions and Team Submissions.