Lead to close: stages, Path, approvals and orders
Design the whole lead-to-close flow as one process: leads for unqualified prospects, stages that set probability and forecast category, sales processes on record types, Path and stage-aware validation rules, contact roles, quote sync and approvals, then Orders and Contracts after Closed Won.
Given a set of requirements, construct an end-to-end sales process within Salesforce that supports the business from Lead to Opportunity to Quote to Close.
~8 min read · 16 practice questions ·
What the exam expects
- Lay out an end-to-end Agentforce Sales (formerly Sales Cloud) process from lead to opportunity to quote to close, naming the standard object and feature at each step.
- Configure opportunity stages so each one sets a default probability and forecast category, and give different selling motions their own sales process through opportunity record types.
- Choose between Path, stage-aware validation rules, record-triggered flows and approval processes for a stage requirement.
- Model the buying group with Opportunity Contact Roles, keep the accepted quote synced, and extend past Closed Won with Orders and Contracts.
Key terms: sales process (the subset of Stage values offered to an opportunity record type); forecast category (the forecast bucket a stage maps to); Path (per-stage key fields and guidance on the record page); quote sync (the one quote whose line items stay aligned with the opportunity); approval process (ordered approval steps with a locked record).
Key facts
- Detail
- Each stage value holds a default probability and forecast category
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- Set only through StageName; Probability and Forecast Category can be overridden
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- Subset of Stage values, assigned to a record type
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- Five key fields and 1,000 characters of guidance per step
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- Applies even when the field isn't on the layout or in the API call
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- Can't be reversed; converted leads need View and Edit Converted Leads to be searchable
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- Retired December 31, 2025; use Flow
Sources for this section (7)
- OpportunityStagedeveloper.salesforce.com (opens in a new tab)
- Opportunitydeveloper.salesforce.com (opens in a new tab)
- Business Processeshelp.salesforce.com (opens in a new tab)
- Create a Pathhelp.salesforce.com (opens in a new tab)
- Validation Ruleshelp.salesforce.com (opens in a new tab)
- Convert Qualified Leadshelp.salesforce.com (opens in a new tab)
- End of Supporthelp.salesforce.com (opens in a new tab)
- Why does choosing a stage fill Probability without any automation?
- When do two opportunity record types need two sales processes?
- Why use a validation rule instead of a required field for Closed Lost data?
- How many quotes on one opportunity can be synced?
- Why add an Order after Closed Won instead of a Fulfillment stage?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
Keep reading with the Agentforce Sales Consultant pack
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The pack includes:
- All 20 lessons of the Agentforce Sales Consultant guide, with reading progress
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