Cloud Kicks (CK) has implemented different sales stages across its varied product lines. CK wants to deploy Collaborative Forecasting to all sales users.
Which two statements should a consultant consider when enabling forecasting? (Choose two.)
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A. B. C. D.BC
When enabling forecasting in Salesforce, there are several factors to consider. Here are detailed explanations for the two statements that should be considered when enabling forecasting:
A. Multiple Forecast Types must be created and activated: In Salesforce, a forecast type represents a unique forecasting model that defines the structure and behavior of a forecast. Different product lines within Cloud Kicks may have distinct sales processes or metrics that need to be tracked separately. By creating and activating multiple forecast types, Cloud Kicks can tailor the forecasting methodology to each product line's specific requirements. For example, a software product line may have different stages and sales cycle duration compared to a hardware product line. By creating separate forecast types, the forecasting system can accommodate these differences and provide accurate forecasts for each product line.
B. Opportunity Splits must be enabled at the same time: Opportunity splits allow the distribution of sales credit and revenue among multiple sales team members involved in closing a deal. When enabling forecasting, it is important to have opportunity splits enabled simultaneously. This ensures that sales credit and revenue are accurately attributed to the appropriate team members involved in the sales process. By enabling opportunity splits, Cloud Kicks can accurately track and distribute credit for closed deals, which is crucial for forecasting accurate sales performance.
C. The Forecast tab should be visible to easily view the forecasts: The Forecast tab provides an intuitive interface for sales users to access and view their forecasts. By making the Forecast tab visible, sales users can easily access their individual forecasts, review their sales pipeline, and make informed decisions. This visibility empowers sales representatives to stay updated on their progress and plan their activities effectively. It also enables sales managers and executives to gain insights into the overall sales performance and make data-driven decisions to drive revenue growth.
D. A Single Category or Cumulative Forecast Rollup should be defined: A single category or cumulative forecast rollup defines how forecast data is aggregated and presented at higher levels, such as team or territory forecasts. This allows management to view and analyze consolidated forecasts from multiple sales representatives or regions. A single category rollup aggregates forecasts based on a predefined category field, such as product line or industry, providing a consolidated view across different dimensions. Cumulative forecast rollups, on the other hand, provide a cumulative sum of forecasts over a specified time period. The choice between single category or cumulative rollups depends on the specific reporting and analysis needs of Cloud Kicks.