During a workshop to understand Universal Containers’ current sales process, there seems
to be some disagreement between the North America and EMEA sales teams about the
steps required to close a sale.
What should the business analyst do to gain consensus on the current opportunity
process?
A. Postpone the discussion and email the sales team leadership to clarify the opportunity
stages
B. Create a Process Map detailing opportunity stages, then schedule a meeting with the
sales teams for review.
C. Open the production org, navigate to Sales Processes in Setup, and review the
opportunity stages.
B. Create a Process Map detailing opportunity stages, then schedule a meeting with the
sales teams for review.
Explanation:
Creating a Process Map and involving stakeholders is the best way to achieve consensus:
Visualization: A process map graphically illustrates the current opportunity stages,
helping stakeholders visualize and understand discrepancies in their practices.
Collaborative Review: Scheduling a meeting allows team members to align on
agreed stages, fostering cooperation. Salesforce Business Analysis guidance
encourages such collaboration to resolve conflicts and drive unified processes.
Foundation for Updates: This approach provides a baseline for refining Salesforce
configurations, ensuring the solution reflects unified sales workflows.