One of the key features of Salesforce Opportunities is the ability to establish an Opportunity Management process for each type of Opportunity.
The first part of defining this structure, is to define a series of Stages related to that specific type of opportunity. The definition of these Stages will have been done for you already and when you open an opportunity you will be able to see the path of these stages displayed across the top of the opportunity.
One way to signify that an Opportunity is progressing along its assigned path is to use this control. If you wish to adjust the Stage which an opportunity is currently at, click on the Relevant Stage and then click on the Save or Mark Stage as Complete button.
Current Stage: Open
This is also represented in the path control.
You can change it to Closed Won via this pull-down list.
Or you can change it via the path control.
In some types of Opportunity, you can skip stages in the path while other Opportunity pathways force you to go through each stage in that particular opportunity’s path. Please refer to your system administrator to find out how your Opportunities have been structured.
Another key function of Opportunities in Salesforce is to provide what is referred to as a Guidance for Success. This is a series of steps or procedures that you should or must follow at each stage of Opportunity. For example, on the screenshot below you will see a series of tasks that needs to take place for an opportunity at this particular stage.
Often, these guidances are also supported by a series automated events and tasks that would be created for you by the Salesforce platform. Again, this is uniquely configured for your organisation’s requirements so please check with your administrator. Here’s an example of a task that has been set up automatically by such a process.
This sequence is usually continued for an Opportunity until the Opportunity is completed one way or another, either it is Won or Lost. In either scenario you update the stage and status of the opportunity appropriately.
In some cases, such as Bequests, this process may kick off subsequent processes. For example, the closure of the Bequests Opportunity might result in the need to create a new opportunity for the Estate so the gift can be secured and processed.
We’ll have a look at these processes in the next section.