How to Monitor Pipeline and Revenue in Salesforce for Cloud Kicks (CK)

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To meet the requirements stated in the question, the consultant should take the following two actions:

1. A. Import products and price books from the external platform: Since Cloud Kicks (CK) maintains products and price books on an external platform, the consultant should import these products and price books into Salesforce. This action allows CK to leverage the capabilities of Salesforce, such as reporting and tracking, while still accommodating the frequent pricing changes. By importing the products and price books, CK will be able to effectively manage their sales process within Salesforce.

2. D. Use opportunities and enable Forecasts: To monitor pipeline by sales rep and territory, report on team revenue to goal, and view order status, the consultant should utilize Salesforce opportunities and enable the Forecasts feature. Opportunities represent potential deals in the sales pipeline, and they allow sales reps and managers to track and manage the progress of sales deals. By enabling Forecasts, sales managers can gain visibility into the pipeline, track revenue against set goals, and analyze the performance of sales teams.

Explanation:

• Option A (Import products and price books from the external platform): This action is necessary to bring the products and price books from the external platform into Salesforce. By doing so, CK can take advantage of Salesforce's native features for tracking and reporting on sales deals and their associated products and pricing.

• Option B (Implement Opportunity Teams and Opportunity Splits): Although it is not one of the correct answers, implementing Opportunity Teams and Opportunity Splits could also be a beneficial action for CK. Opportunity Teams allow multiple users to collaborate on an opportunity, which can be useful for monitoring pipeline by sales rep and territory. Opportunity Splits enable revenue sharing among team members involved in closing an opportunity, providing a fair distribution of credit and facilitating accurate revenue tracking.

• Option C (Enable Optional Price Books for Orders): This option is not directly related to the requirements mentioned in the question. Enabling Optional Price Books for Orders allows users to select different price books when creating orders in Salesforce, but it does not address the specific requirements of monitoring pipeline by sales rep and territory, reporting on team revenue to goal, and viewing order status.

• Option D (Use opportunities and enable Forecasts): This is the correct answer. Utilizing opportunities and enabling the Forecasts feature aligns with the requirements specified in the question. Opportunities serve as the foundation for tracking sales deals, and enabling Forecasts allows sales managers to analyze the pipeline by sales rep and territory, report on team revenue against set goals, and view the status of orders associated with the opportunities.