Configure forecast categories
Choose whether GTM Engine forecasts from CRM forecast categories or opportunity stages, then map source values to GTM Engine forecast buckets.
Forecast category mapping tells GTM Engine how to group open opportunities for Sales Forecast and Renewal Forecast. The setup is organization-wide: one configuration applies across every pipeline and forecast view.
Before you start
Open Settings → Fields → Opportunities and map the Forecast Category field to the matching CRM field if your team maintains forecast categories in HubSpot or Salesforce.
After that field is mapped, GTM Engine shows the forecast category setup directly underneath it.
Choose the source
Use the source toggle at the top of the forecast category setup:
- Use CRM forecast category when sellers already maintain forecast categories in HubSpot or Salesforce.
- Use opportunity stages when forecast confidence should be derived from each pipeline's active, open stages.
Changing the source changes which values appear in the mapping dropdowns, but it does not change your CRM data.
Map source values to GTM Engine categories
Each row starts with a GTM Engine forecast category:
- Commit — expected to close.
- Upside — possible additional close.
- Stretch — ambitious upside scenario.
- Pipeline — open deals not yet forecasted.
- Omitted — intentionally excluded from forecast calculations.
Use the dropdown on the right side of each row to select the CRM forecast category values or opportunity stages that belong in that GTM Engine category. You can assign multiple source values to the same GTM Engine category.
Source values that are not selected in any row are treated as Not used. Opportunities with those values stay uncategorized and are excluded from configured forecast totals.
Save the configuration
Click Save configuration after reviewing the mappings. The saved configuration immediately applies anywhere GTM Engine resolves forecast categories, including forecast totals, filters, opportunity tables, and forecast history.
If a CRM value or stage disappears later, GTM Engine keeps the saved mapping visible as a stale value so you can review it instead of silently dropping it.