Salesforce Sales Cloud Consultant Part 6: Opportunity Management

This topic includes the following objectives: 

• Given a set of requirements, determine how to support different sales process scenarios for an Opportunity.

• Summarize the relationships between sales stages, forecast, and Pipeline Inspection.

Various features can support a sales process in Salesforce, which can be used in different scenarios. A sales process consists of different opportunity stages, and an opportunity moves through these stages while a sales representative works on closing a sales deal. An org can have different types of sales processes based on business requirements.

It is important to understand the relationships between opportunity stages, forecast categories, and the opportunity pipeline in Salesforce because they have many use cases when it comes to Sales Cloud functionality. Opportunity stages are typically used to track and manage a sales process. A sales pipeline includes all open opportunities which can be tracked in Salesforce to recognize where they are in the sales process. In addition to influencing the sales pipeline, opportunity stages also have an impact on forecasting.

This category also discusses the main features of Collaborative Forecasts, how it can be set up and used, and its use cases based on different business requirements. Forecasts represent expected sales revenue and utilize the gross rollup of opportunities. Quotas can be used with forecasts to define sales goals, and adjustments allow sales reps and their managers to adjust the forecast amounts.