Creating Opportunities And Tracking Deals » Week 2 » Opportunity Management In Salesforce

Q: How can a sales ops specialist help make sure that selling is not a random process for a sales team?

Yes! Clearly defined opportunity stages help make sure selling is not a random process. Structured and defined opportunity stages help account executives keep track of their opportunities.

Q: Fill in the blank: Qualifying a lead indicates that an SDR believes ________________ and ________________________.

Yes! The exact criteria for qualifying and converting leads are part of your company’s unique business process, but qualifying the lead means that there is potential for winning the deal.

Q: Which of the following are true statements about opportunities. Select all that apply.

Yes! Opportunities are deals in progress. AEs can use opportunities to track their deals and better understand who they’re selling to.

Q: How can an AE update the stage that an opportunity is in using Salesforce? Select all that apply.

Yes! The Path tool allows users to update the status of their opportunity by selecting the appropriate step and marking the status as complete.

Q: Imagine you’re an account executive who is in the process of working multiple opportunities. You’d like a simple, visual way to view all your in progress opportunities as well as the dollar amounts in your pipeline. What Salesforce tool could you use?

Yes! Salesforce’s Kanban tool allows end users to track deals in a visual, big picture way. It is organized into opportunity stages, includes the total value of each deal in the pipeline, and allows users to drag-and-drop opportunities into different stages as they progress them through the pipeline.