Schedules on the Product object allow users to track the revenue and quantity of products over time, such as for subscription or installment payments. Schedules can be enabled for any product that has a schedule type of Revenue or Quantity, and they can be customized to match the payment terms of each opportunity.

To ensure that sales reps are negotiating with contacts who have the authority to make decisions, the consultant should recommend requiring sales reps to add the stakeholder as the decision maker on each opportunity before they can progress the stage. This approach enforces accountability and ensures that sales reps are identifying and engaging with the appropriate decision-makers early in the sales process. Implementing such a requirement helps reduce the risk of negotiating with non-decision makers and increases the likelihood of successful deals.

Implementing Platform Events to publish opportunity wins to the ESB, which will call back for account, contact, and opportunity information and automatically update the ERP accordingly is the best option to meet the requirement of updating the ERP system with information from Salesforce when a new Account has its first closed/won opportunity. Platform Events are events that are published and consumed by applications inside or outside of Salesforce using an event-driven architecture. An ESB (Enterprise Service Bus) is a software component that connects different applications and systems using common standards and protocols. By implementing Platform Events to publish opportunity wins to the ESB, Cloud Kicks can trigger an event whenever an opportunity is closed/won for a new Account in Salesforce, and send it to the ESB. The ESB can then call back for account, contact, and opportunity information from Salesforce using APIs (Application Programming Interfaces), and automatically update the ERP system with this information accordingly. This way, Cloud Kicks can ensure data synchronization and accuracy between Salesforce and the ERP system without having to use third-party tools or manual processes.

These three reasons could explain the sales rep’s experience of being able to edit some opportunities associated with accounts they own, but not others. If the organization-wide defaults for opportunities are set to Private, then the sales rep can only edit the opportunities that they own or that are explicitly shared with them. If all provisioned Opportunity object permissions enable Read access with all accounts the sales rep owns, then the sales rep can view but not edit any opportunity associated with their accounts, regardless of who owns the opportunity. If some opportunities associated with the sales rep’s account are owned by other users, then the sales rep can only edit those opportunities if they have been shared with them or if they have a higher role in the role hierarchy than the owner.

Enabling Sales Forecasting helps provide consistent updates and reliable information about the pipeline to leadership. Salesforce's Sales Forecasting feature allows sales teams to predict and plan for future sales outcomes based on current pipeline data. It aligns processes by standardizing how sales data is reported and ensures that all teams are using the same criteria and metrics for reporting progress on deals.

References:

Sales Forecasting Overview

Implementing Sales Forecasting

Schedules on the Product object allow users to track the revenue and quantity of products over time, such as for subscription or installment payments. Schedules can be enabled for any product that has a schedule type of Revenue or Quantity, and they can be customized to match the payment terms of each opportunity.