Setup

The forecast answers "are we going to hit the number this month?" It compares the quota against closed-won + weighted pipeline.

Closed-won = the value of quotes/deals that have reached a stage marked as a closed-won stage type (or status = won), dated in the period.
Weighted pipeline = each open deal's value × its stage probability (from pipeline settings).
Forecast = closed-won + weighted pipeline. Attainment % = forecast ÷ quota.
Status = Exceeded / On Track / At Risk / Behind.

What counts as "closed" is configurable. In your pipeline stage settings, mark a stage as a closed-won stage type (the is_won flag). The stage can be named anything — "Closed Won", "Implementation", "In" — and any stage you mark counts toward forecast, target attainment, and commission. Mark lost stages as is_lost. If your closed deals are not counting, check that their stage is flagged as a closed-won stage type.

The Forecast tab (CRM → Sales Management → Performance → Forecast):

KPI cards: Quota, Closed won, Weighted pipeline, Forecast + attainment.
Click the Closed or Weighted-pipeline cards to open a pop-up listing the actual deals (no navigation away).
A burn-up "pace to target" chart, a "what makes up the forecast" stage breakdown with the uncovered gap, a "close the gap" required-activity list, and a forecast-by-rep table.
A rep filter; click a rep row to focus the page on that rep.

If a deal closed this month but is not showing: confirm its stage is a closed-won type and its close date falls in the selected period.