Alternative opportunities enrollment

2 min read

Overview

The Alternative Enrollment for Opportunities feature allows managers of all team members involved in an opportunity to gain valuable insights and maintain visibility into the sales pipeline, similar to the opportunity owner’s manager. This feature enables more effective collaboration and management by allowing users to select alternative enrollment options based on specific roles within the opportunity team.

Business Value

Closing deals is a collaborative effort involving various roles within the sales department, including Sales, Account Executives, CSM, and CSE. While the forecast table provides pipeline visibility and forecasting tools for opportunity owners’ managers, managers of other team mmbers often lack the same level of insight. This feature addresses this gap, ensuring that all managers receive equal value and can contribute effectively to the sales process.

Key Features

• Enrollment Options: Users can select alternative enrollment options using the ‘TeamMemberRole’ picklist field from the OpportunityTeamMember standard Salesforce object. The system enrolls the user in all opportunities where the related OpportunityTeamMember object has a ‘TeamMemberRole’ that matches the selected role, and the ‘UserId’ is the user’s ID
• User Interface: Users can select alternative opportunities enrollment directly on the Forecast table page. All columns, logic, and calculations in the forecast table remain consistent across all enrollment options. By default, opportunities are enrolled by the Object Owner. When a non-object owner enrollment is selected, a disclaimer is displayed: “If there are two users with the selected role on the opportunity team, the opportunity will duplicate.”
• Forecasting: Adjusted forecasts are universal per user and do not depend on the enrollment option for the selected opportunities. Users can select forecasting types with any opportunity enrollment option.

How to Use

1. Navigate to the Forecast table page.
2. Select the alternative opportunities enrollment option from the provided list.

3. View and analyze the pipeline with the new enrollment settings, ensuring all team members’ contributions are visible and accounted for.
4. Be mindful of the disclaimer regarding potential duplicates if multiple users share the same role on an opportunity team.

Benefits

• Enhanced visibility for managers of all team members involved in opportunities.
• Improved collaboration and communication within the sales department.
• Consistent and accurate forecasting regardless of the enrollment option selected.

This feature ensures that all managers have the tools to manage and close deals effectively, leading to a more collaborative and successful sales process.