How should a consultant troubleshoot this issue efficiently?

After completing a successful Sales Cloud rollout to a new business unit at Universal Containers, sales forecasting within Salesforce is inaccurate. Upon closer inspection, some opportunities appear in the incorrect forecast category.

How should a consultant troubleshoot this issue efficiently?
A . Write a conditional validation rule on the Forecast Category field.
B . Make the Forecast Category a required field on relevant Opportunity page layouts.
C . Create a report to determine the number of opportunities in each forecast category.
D . Verify the Stage to Forecast Category Mappings on the Opportunity object

View Answer

Answer: D

Explanation:

This is the step that the consultant should take to troubleshoot the issue of inaccurate sales forecasting. Stage to Forecast Category Mappings are settings that determine how each opportunity stage is mapped to a forecast category, such as Pipeline, Best Case, Commit, or Closed. These mappings affect how opportunities are rolled up and calculated in forecasts. If some opportunities appear in the incorrect forecast category, it may indicate that the mappings are not configured correctly or consistently for each stage.

Verified Reference: [Set Up Stage to Forecast Category Mappings]