Salesforce Exam: Certified Sales Cloud Consultant - Cloud Kicks' Forecast Exclusion

CD

To ensure that Opportunities do not contribute to Cloud Kicks' forecast during the first stage of the selling process, the following two actions should be taken:

1. Option C: Configure the first stage with the omitted forecast category.

   • This action involves setting up the first stage of the selling process with a specific forecast category called "omitted." A forecast category determines how Opportunities are included or excluded from the forecast calculations.
   • By assigning the "omitted" forecast category to the first stage, Opportunities in this stage will not be included in the overall forecast calculation. This ensures that their values do not contribute to the forecasted revenue or any other forecast-related metrics.

2. Option D: Assign 0% probability to the first sales stage.

   • In Salesforce, the probability field is used to estimate the likelihood of an Opportunity closing successfully. It represents the probability of winning the deal.
   • By assigning 0% probability to the first sales stage, you indicate that there is no probability of winning an Opportunity at this stage. As a result, the Opportunity's value will not be factored into the forecast because the forecast calculation considers the probability of winning multiplied by the Opportunity amount.

The other options are not correct:

• Option A: Requiring sales staff to enter $0 for the Opportunity amount is not the recommended approach because it assumes that all Opportunities in the first stage have no value. It might not accurately reflect the potential value of the Opportunity, especially if there are cases where the value is unknown or cannot be determined at the preliminary qualification stage.

• Option B: Requiring sales staff to enter 0% for the Opportunity amount would not be the ideal solution either. While it sets the probability to 0%, it does not address the inclusion of the Opportunity in the forecast calculation. The Opportunity's value would still be factored into the forecast calculation if the probability is not appropriately set up.

• Option E: Overriding the forecast to be $0 for first stage Opportunities manually is not a scalable or automated approach. It would require manual intervention to override the forecast for each Opportunity in the first stage, making it prone to errors and not efficient for managing a large number of Opportunities.

Therefore, options C (Configure the first stage with the omitted forecast category) and D (Assign 0% probability to the first sales stage) are the correct actions to ensure that Opportunities in the first stage do not contribute to Cloud Kicks' forecast.