Salesforce Opportunity Types


In Salesforce, a web-based customer relationship management service, an opportunity represents a potential sale to an existing account. In most sales environments, a sales representative records each new potential sale in its own opportunity record. Management can then run reports and analysis on the success of these opportunities over time, according to different criteria. Opportunity type is one such criteria, used to indicate what category a potential sale falls under, such as new business or existing business.

Default Types

  • A default Salesforce installation has four choices for opportunity type: "Existing Customer - Upgrade," "Existing Customer - Replacement," "Existing Customer - Downgrade," and "New Customer."

Indicating Type

  • You can specify opportunity type for a new opportunity by selecting from the "Type" drop-down menu on the "Edit" screen. By default, this field is just underneath the "Account" field.

Changing Types

  • Your organization can change the default opportunity type picklist to whatever values work best. Remove, replace and add picklist values by clicking your username in the top right corner and clicking "Setup." You must have administrator privileges or at least privileges to modify Opportunity fields. Under "App Setup," expand "Customize," then "Opportunities." Click "Fields." Click "Type" in the "Standard Fields" section. Click "New," "Reorder" or "Replace" to make changes to this field.

Requiring Type

  • By default, Salesforce does not require that end users to specify an opportunity type. If tracking and reporting on type is important to your organization, you can require that every end user choose a type in order to save the record. This ensures data purity; otherwise, reports on opportunity type could reflect only a subsection of all opportunities, especially if only a handful of employees fill out the "type" field when it's optional.

    To require the "Type" field, choose "Setup" > "App Setup" > "Customize" > "Opportunities" > "Page Layouts." Click "Edit" next to the first layout. Double-click on the "Type" field within the layout. Check "Required" and click "OK." Repeat for all opportunity layouts that require a type entry.

Reporting on Types

  • Click the "Reports" tab to generate a new report. Include "Type" in any opportunity report by dragging the "Type" field from the list of available fields into your report columns. Once you run the report, click the "Type" column heading to sort all results by type. Click the "Add Filters" button to narrow report results to only specific opportunity types, such as only upgrades.

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