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Platform Administrator
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Given a scenario, identify the capabilities and implications of the sales process
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Given a scenario, apply the appropriate sales productivity features using opportunity tools
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Sales dashboards for pipeline visibility
Learn this conceptOpportunity scoring versus grading
Learn this conceptForecast categories versus opportunity stages
Learn this conceptForecast users, hierarchy, and quotas
Learn this conceptTerritory management versus role hierarchy
Learn this conceptTerritory models and assignment
Learn this conceptDescribe the capabilities of lead automation tools and campaign management
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A forecast adjustment is a judgment overlay on a rolled-up forecast total: a manager or sales user raises or lowers Best Case, Commit, or Most Likely when they expect the opportunity math to come in high or low. The opportunities themselves do not change; the adjustment sits on top of the gross rollup and does not appear in reports. Who can apply that overlay, and whose numbers they can change, depends on Forecasts Settings and the person's place in the forecast hierarchy.