The term "Opportunity Management" refers to the structured process of capturing, evaluating, tracking, and managing business opportunities within a company's sales process. The goal of opportunity management is to systematically identify and qualify potential sales opportunities and guide them efficiently through the sales funnel – from initial contact to successful deal closure. It ensures that valuable sales chances are not lost and that resources are focused on the most promising leads.
Capture and Qualification of Opportunities: Structured entry of leads and evaluation based on defined criteria (e.g., budget, need, decision timeline).
Pipeline Visualization: Graphical representation of the sales process with all active opportunities sorted by phase and probability of closing.
Sales Stage Management: Support for segmenting and managing opportunities across defined sales stages (e.g., first contact, proposal, negotiation).
Probability Analysis and Forecasting: Calculation of closing probabilities and revenue potential for sales forecasting.
Activity Tracking: Linking tasks, emails, appointments, and notes to individual opportunities.
Collaboration Features: Team-based opportunity handling with role-based access and permission controls.
Reporting and Dashboards: Generation of reports and analyses on success rates, revenues, and opportunity performance.
CRM Integration: Seamless integration into CRM modules for end-to-end support of the sales process.
A key account manager logs a new inquiry from a major customer and marks the opportunity as high priority.
An opportunity progresses through the stages "Lead Qualification," "Proposal Submitted," and "Negotiation" to a successful close.
A sales director uses a dashboard to analyze all open opportunities in the current quarter.
A team uses collaborative tools to jointly manage a strategically important opportunity.
The system automatically reminds users of pending actions to move an opportunity forward in the decision process.
The forecasting feature indicates that out of ten active opportunities, three are expected to close next month.
