Opportunities

This represents the potential revenue that sales representatives can track through different stages of the sales process until the deal is either won or lost. Opportunities come with multiple sales-related features, as follows:

• Building your company's pipeline
• Forecasting the revenue and determining the next steps to move forward in the sales cycle

In combination with products, price books, and price book entries (prices), opportunities can add a great level of detail to what you are selling to your customers.

The opportunity object comes with some specific features, as follows:

• Opportunity teams: This is very similar to account teams; they allow you to add other users to work on the same opportunity with a specific role and access right. In the user record list, it's also possible to add a default opportunity team.
• Opportunity splits: If opportunity teams are enabled, then you also enable opportunity splits. These are used to share the revenue of an opportunity between multiple users. In this way, they all contribute to win the deal. This means that the opportunity team members, who are collaborating to win an opportunity, will individually get credit in the pipeline reports, and this will contribute to them achieving their quota. Note that this is not really something that you must know for the exam, so if you want to learn more about this topic, then you can read more at https://help.salesforce.com/articleView?id=teamselling_opp_splits_overview.htm&type=5.
• Collaborative forecasting: This feature will help you predict the pipeline. A forecast represents the expected revenue based on the sum of the total set of opportunities. They can be adjusted by managers in order to get a more accurate forecast without effectively changing the underlying opportunity's amounts. They are split up by the forecast category, time period, and, optionally, by product.