Opportunity aging doesn’t make sense

Opportunities that have been open for years? Let’s take a look at opportunity aging.

Overview

Odds are your deal lifecycle is know, yet sometimes opportunities are open for far too long. Sales representatives may forget to close them or not want to let go of items that should be removed from their pipeline.


Impact

Without an accurate view of your current pipeline, revenue, strategic planning, and targeting may be based on false information.


Steps to resolution

Determine Approach 🎯

When determining approach for old opportunities, understanding the acceptable amount of time that opportunities can be open is key. Closing open opportunities could be detrimental.

In some cases creating tasks or cases for people to update the opportunities is the best approach instead of outright closing the item.

Navigate to an Example 🕴

Once the window has been decided, find an opportunity that has aged out of the acceptable range and look at the page layout.

Prompt the Assistant 💬

Prompt the adq assistant on the problem (e.g., “all opportunities should be less than 2 years old”) and the solution (e.g., “close lost should be the updated stage name for all opportunities that older than 2 years”). Press analyze once the system has been prompted.

Validate Results ✅

Spot check some of the similar records and suggested changes in the editor to ensure that it is returning accurate fixes. If you find any discrepancies, adjust the prompt and try again.

Enjoy the Success 🎉

Sit back and watch as the changes get pushed into Salesforce! You did an awesome job! 🚀