The sales managers at Universal Containers (UC) believe that many of the sales reps' deals that are being lost to competitors are getting less attention than deals that are won.
What should a consultant build so management can assess whether its belief is correct and monitor it going forward?
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A. B. C. D.B
To assess whether the belief of the sales managers at Universal Containers (UC) is correct and monitor it going forward, the consultant should recommend building a report on Opportunities and Activities. The correct answer is B.
Here's a detailed explanation for this choice:
A. Building a report on Leads and Activities (Option A) would provide information about leads and the activities associated with them. However, since the concern is specifically about lost deals, focusing on opportunities would be more relevant. Leads are typically converted into opportunities, and analyzing opportunities directly would provide a clearer picture of the deals being won or lost.
B. Building a report on Opportunities and Activities (Option B) is the most appropriate choice for addressing the sales managers' concern. By analyzing opportunities and their associated activities, management can gain insights into the sales reps' efforts and identify any discrepancies between deals won and deals lost. This report can provide visibility into the level of attention given to each opportunity, enabling management to assess whether the belief that lost deals receive less attention is accurate.
C. Installing an AppExchange app for tracking Lead conversion (Option C) may be useful for managing the lead conversion process, but it does not directly address the concern of sales reps' deals being lost to competitors. Lead conversion is only the initial stage, and the focus should be on the opportunities and their activities to evaluate the attention given to deals throughout the sales cycle.
D. Creating formula fields on Opportunity and Activity (Option D) would allow for additional calculations or data transformations within those objects. While this could be valuable for customizing data representation, it does not directly address the concern of lost deals receiving less attention. Formula fields alone would not provide the comprehensive visibility and analysis needed to monitor the belief of sales managers.
In summary, building a report on Opportunities and Activities (Option B) is the most appropriate choice as it allows management to assess the attention given to deals won versus those lost and monitor this going forward.