Sales leadership at Universal Containers is concerned that sales reps are negotiating deals
with contacts without the authority to make a decision, resulting is lost deals.
What should the consultant recommend to resolve the issue?
A. Allow sales reps to mark the contact on each opportunity as ‘’Primary’’ to indicate the
decision maker
B. Require sales reps to add the stakeholder as the decision make on each opportunity
before the rep can progress the stage.
C. Enable Opportunity Teams so sales reps can track the decision maker for each opportunity.
B. Require sales reps to add the stakeholder as the decision make on each opportunity
before the rep can progress the stage.
Explanation: To avoid lost deals due to negotiating with non-decision makers, requiring
sales reps to identify and designate a contact as the decision maker on each opportunity
ensures that the appropriate stakeholders are involved. This approach enforces the
validation of the decision maker role, which can help prevent deals from stalling or being
lost due to lack of authority on the contact's part. Salesforce allows configuration of
required fields or processes to make sure critical information is captured before advancing
stages, helping align the sales process with effective decision-making structures.
Refer to Salesforce's Opportunity Contact Roles documentation for further insights on
managing contacts in opportunities.