Updating the opportunity’s stage and forecast category to reflect therecent progress is what the sales
rep should do to ensure accurate forecasting. An opportunity is a qualified prospect who has a high
probability of buying the product. An opportunity stage is a measure of how far along the
opportunity is in the sales process, such as prospecting, qualification, proposal, negotiation, etc. A
forecast category is a measure of how likely the opportunity is to close as won, such as pipeline, best
case, commit, closed, etc. Updating the opportunity’s stage and forecast category helps to reflect the
current status and potential outcome of the opportunity, as well as to provide a realistic and reliable
prediction of future sales revenue.Reference:https://www.salesforce.com/resources/articles/salesforecasting/#sales-forecasting-definition
