Opportunities

Opportunities

Overview

  • Sales Stages

Actions

Field Descriptions

Sub-panels/Related Information

Availability
  • Standard
  • Professional
  • Enterprise

Overview

Use the Opportunities module to create and manage sales Opportunities generally derived from qualified Leads, and view related records.

An Opportunity specifies the estimated amount of a sales deal and is tied to a sales stage. A sales stage, such as Qualification, Closed Won, or Closed Lost identifies how close you are to making the sale. The estimated amount can vary depending on the sales stage.

Sales stages

Based on the sales stage, the system calculates the probability of a sale. For example, at the Proposal sales stage, the system calculates the probability as 65%, and at the Negotiation sales stage, probability increases to 80%. These numbers are used to forecast sales for a specified time period. For more information, see Forecasts Module.

The following are the default sales stages in ProTracker:

  • Prospecting. This is the first stage in the sales process and indicates that the opportunity with this prospect is new and needs to be qualified by a sales representative.
  • Qualification. The sales representative is currently interacting with the prospect to determine if a sales opportunity exists.
  • Needs Analysis. The sales representative uncovers the prospect's needs (having determined that the prospect is interested in the products or services).
  • Value Proposition. The sales representative maps the company's products and/or services to the prospect's business problems and describes the value of the solution (having uncovered the prospect's business problems).
  • Identify Decision Makers. The sales representative identifies the decision makers necessary to close this opportunity (having determined that there is a match between the prospect's needs and the firms's products and/or services).
  • Perception Analysis. The sales representative analyzes the prospect's perceived value of the company's solution to prepare the appropriate combination of products and services for a sales quote.
  • Proposal/Price Quote. The sales representative delivers the proposed contract or price quote to the prospect.
  • Negotiation/Review. The sales representative reviews and negotiates the proposal with the prospect.
  • Closed Won. The sales representative has won this opportunity and the company can now bill the customer.
  • Closed Lost. The sales representative has lost this opportunity.
  • Inactive. The opportunity is inactive, but not won or lost.

You can associate an opportunity with only one client but you can associate it with multiple leads and contacts.

You can associate an opportunity with a campaign to track the campaign's effectiveness in generating opportunities for your organization. Any campaign-related opportunity that generates revenue is reflected in the campaign's ROI (Return on Investment) chart. For more information, see Viewing a Campaign's Return on Investment.

Note: You can associate an Opportunity with only one Campaign.

Actions

Follow the instructions below to perform tasks such as creating, editing, and exporting Opportunity records.

To…

Then…

Create an Opportunity record

  1. Access the Opportunity Create form using one of the following:
    • Click Sale & Marketing > Opportunities > Create Opportunity from the Navigation menu.
    • Click Opportunity on the Quick Create menu.
    • Click Create New on the Opportunities List View.
  2. Complete the Opportunity Create Form. See Field Descriptions for information about each field. Fields that have an asterisk (*) are required; you must enter data in the field to save the record.
  3. Click Save to save the record and view its detail page, or click Cancel .
    The opportunity is now listed not only on the Opportunities home page but is also listed in the Forecasts worksheet under the appropriate time period. For more information on forecasts, see Forecasts.

Display a list of Opportunities

Click Sales & Marketing > Opportunities > View Opportunities.
The Opportunities List View displays.

Display the details for an opportunity

Click the Opportunity name in the Opportunities List View.
The Opportunity Detail View displays.

Edit opportunity information

  1. Access the Opportunities Edit View by doing one of the following:
    • Click Edit in the Opportunity Detail View.
    • Click the edit icon (pencil) associated with the Opportunity record in the Opportunities List View.
  2. Update the information. See Field Descriptions for information about each field.
  3. Click Save to update the record.

Suppress one or more Opportunity records

  1. In the Opportunities List View, click the Selection box associated with the record(s) you want to suppress.
  2. Click Suppress.
    A confirmation box displays.
  3. Click OK.
    The records are suppressed.

You can also suppress a single Opportunity record by clicking Suppress on the Opportunity Detail View.

Manage records in a sub-panel

See Manage related information in sub-panels.

Update information related to multiple opportunities

  1. In the Opportunities List View, click the Selection box associated with the records you want to update.
  2. Click Mass Update in the Actions dropdown.

For more information, see Editing and suppressing multiple records.

Duplicate opportunity information

Click Duplicate in the Opportunity Detail View. Duplication is a convenient way of creating a similar opportunity. You can change and save the information in the duplicate record to create a new record.

Find and merge duplicate records

Follow the instructions in Merging duplicate records.

Import Opportunity records

  1. Click Sales & Marketing > Opportunities > Import Opportunities from the Navigation menu.
  2. Follow the instructions in Importing data.

Export records

  1. In the Opportunities List View, click the Selection box associated with the records you want to export.
  2. Click Export in the dropdown and follow the instructions in Exporting data.

Field Descriptions

Fields that have an asterisk (*) are required; you must enter data in the field to save the record.

Client Name*

Enter the name of the Client related to the opportunity. This is a mandatory field.

Assigned to

By default, the record is assigned to the creator of the Opportunity record. To change the assignment, click the user on the Users Popup List View (displays upon clicking the Selection arrow) or the list of users matching the character(s) you enter.

Opportunity Name*

Enter a name for the opportunity. This is a mandatory field.

Campaign

Click the Campaign name on the Campaigns Popup List View (displays upon clicking the Selection arrow) or on the list of Campaigns matching the character(s) you enter.

Opportunity Amount

Enter estimated amount of the sale.

Type

Click the dropdown item to specify whether the opportunity is from an existing customer or a potential customer.

Sales Stage*

Click the current status of this opportunity from the dropdown. The value specified for the Sales Stage determines the default value displayed in the Probability field on the Opportunity page. This is a mandatory field.

Lead Source

Click the dropdown item to specify the lead source such as Trade Show or Cold Call.

Probability(%)

ProTracker determines the values for this field based on the selected Sales Stage value. For example, if the Sales Stage value is Closed/Won, then the probability changes to 100%. You can manually change the Probability% value..

Expected Close Date*

On the Date Selector click the expected or estimated close date for this particular opportunity. This is a mandatory field.

Next Step

Enter the next step in closing a sale.

Competitors

Enter the competitors.

Description

Enter a brief description of the opportunity.

Teams*

By default, your private team is assigned as the primary team. To change the primary team assignment, click the team on the Teams Popup List View (displays upon clicking the Selection arrow) or the list of teams matching the character(s) you enter.

To assign additional teams to the Opportunity record click add (+) and click the team as described above. For more information on assigning teams, see Assigning Users and Teams to Records.

This is a mandatory field; you must assign a Team.

Sub-panels/Related Information

Sub-panels include:

Activities

Contacts

Documents

History

Projects Tags    
Have more questions? Submit a request

0 Comments

Please sign in to leave a comment.