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Premium forecasting helps sellers and managers improve their forecast accuracy by providing forecast projections based on data. To achieve this, premium forecasting uses AI-driven models that look at historical data and the sales pipeline to predict future revenue outcomes.
Important
Premium forecasting requires a specific Dynamics 365 Sales license and is not available in all regions.
- Check whether your license includes premium forecasting: Dynamics 365 licensing guide
- Not available in: Government Community Cloud (GCC), France, and India
- Not sure if you have the right license? Contact your Microsoft representative or check your subscription in the Microsoft 365 admin center.
Prerequisites for premium forecasting
Before you begin, ensure that you have the following prerequisites in place:
Forecasting is enabled. More information: Configure forecasts in your organization.
More than 10 closed opportunities with Actual Value, Actual Close Date, Estimated Value, and Estimated Close Date filled in. (Fewer opportunities means less training data, which results in lower prediction accuracy.)
Open opportunities with Estimated Value and Estimated Close Date filled in. (These are the records used to forecast future revenue.)
Real data that reflects actual usage — for example, opportunity created date should be before the close date. (Test or dummy data skews the prediction model.)
A larger volume of closed opportunities with complete field values results in more accurate predictions. The AI selects the best model based on the available data.
Additional filters applied to the forecast don't negatively affect the prediction model.
For best results, consider enabling predictive opportunity scoring, which improves the underlying model quality. See Predictive opportunity scoring.
How to enable premium forecasting
Once your data meets the prerequisites above, you can enable premium forecasting:
Go to Sales Hub > Change area > App Settings.
Under Performance management, select Forecast configuration.
Select your forecast and go to the Layout step.
Add a Prediction column to the layout. This column is only available when premium forecasting is licensed.
Note
- Prediction column is now available for all hierarchies with rollup entity as Opportunity.
- All underlying opportunities must have system users as owners for predictive forecasting to consider while generating the values.
Save and activate the forecast. After activation, the Prediction column displays data within approximately two hours.
Turn on Prediction factors in the Advanced step to see the top factors influencing the prediction for each forecast row. This helps sellers understand why a certain revenue is being predicted and take action to improve it. Learn more in View prediction factors.
Can't find the feature in your app?
There are a few possibilities:
- You don't have the necessary license to use this feature. Check out the comparison table and the licensing guide to see which features are available with your license.
- You don't have the necessary security role to use this feature.
- To configure or setup a feature, you need to have the Administration and customization roles
- To use sales-related features, you need to have the Primary sales roles
- Some tasks require specific Functional roles.
- Your administrator hasn't turned on the feature.
- Your organization is using a custom app. Check with your administrator for exact steps. The steps described in this article are specific to the out-of-the-box Sales Hub and Sales Professional apps.
Related information
System and application users who can push data to Dataverse
Install and configure premium Sales Insights features
Blog: Predictive sales forecasting in Dynamics 365 Sales