I’ve seen many Salesforce admins and business analysts struggling with defining salesforce opportunity stages and the associated probability values. Why is it important?
Well, one of the core purposes of a CRM system is forecasting. This means the company needs to understand as accurate as possible how much money they are going to make and thus how much money they can afford to spend. This is called "revenue forecasting". Other forms of forecasting are "post sales resources forecasting" (e.g. how many deployment specialist are we going to need) or "supply chain forecasting". Here are two two simple measures to get to a significantly better forecast accuracy, without even having to use the newer and much more complex forecasting feature.Read More