Chapter 9. Tracking Opportunities

In This Chapter

  • Demystifying opportunities

  • Creating new opportunities

  • Changing opportunity records

  • Organizing opportunity lists and contact roles

Your sales pipeline is the lifeblood of your business. It's the list of deals that can help you achieve your sales targets. But try as you might, you can probably never close every deal in your pipeline. Things happen: Budgets get slashed, projects get tabled, roles change. So you need enough deals to give yourself the chance to hit and exceed your goals in a given time frame.

An opportunity in Salesforce is a sales deal that you want to track. The opportunity record has tools to help you efficiently track and close a sale. By using Salesforce, you can manage more opportunities at the same time and pursue each opportunity with greater precision. For example, if you're a Salesforce sales rep, you can use opportunities to follow a standard process, link distribution partners, associate products, strategize against competition, record your actions and other notes, and more. And you don't have to waste precious time updating a pipeline spreadsheet. Instead, you or your manager can generate the current pipeline with the click of a button.

In this chapter, we show you the techniques and best practices for using opportunities to track sales. First, you can find out the most reliable way to create opportunities. Then, we discuss how to view them in the manner that makes sense to you. You can also discover how to update ...

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