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What is a Sub-Category?
A Sub-Category is a secondary classification applied at the record level during a forecast submission. Where a Category defines the forecast type, a Sub-Category captures how confident the rep is that this particular deal will close as submitted.
Sub-Categories also support individual amount adjustments. If a rep believes a deal will close at a lower value than the CRM shows, they can adjust the amount at the sub-category level without changing the underlying record. This keeps forecast accuracy high without creating data hygiene issues.
