How should the sales process be adjusted to ensure opportunities are not double-counted in the pipeline?

In order to prevent double-counting of opportunities in the sales pipeline, it is essential to implement a clear strategy for managing duplicate entries. Changing the forecast category to "Omitted" on duplicate opportunities effectively signals that these entries should not be included in any pipeline reports, ensuring that only unique, legitimate opportunities are counted toward sales forecasts and metrics.

This method helps to maintain the integrity of the sales data by clearly identifying which opportunities are active and valid, thereby allowing sales teams to focus their efforts on genuine leads while avoiding confusion and potential discrepancies in reporting.

The other strategies proposed, while potentially useful in different contexts, do not adequately address the concern of double-counting in a straightforward manner. By designating duplicates as omitted, you have a clearer and more efficient approach to maintain accurate sales forecasts and pipeline management.