A sales team knows the importance of building an accurate forecast.

A sales process is a set of steps and stages that guide the sales team from prospecting to closing deals. A sales process helps ensure data quality across teams by providing a common framework, language, and methodology for managing opportunities and forecasting. A sales process also helps align the sales team with the customer’s buying journey, and enables them to track and measure their progress and performance. A sales process can improve the accuracy, consistency, and completeness of the data in the pipeline, and help the sales team make better decisions and predictions. References:

Cert Prep: Salesforce CertifiedSales Representative, unit “Assess Risks and Opportunities”

[Sales Rep Training], unit “Create Effective Selling Habits”

Salesforce Certified Sales Representative ExamGuide, section “Assess Risks and Opportunities”