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Sales Opportunity Management
Opportunity management enables sales teams to work together to close deals faster by providing a single place for updating deal information, tracking opportunity milestones, and recording all opportunity-related interactions.
The Opportunity Management system can be customized to fit your internal sales methodologies and processes, making it easier for managers to monitor their sales pipelines.
Benefits:
- Standardize sales processes and methodologies
- Identify bottlenecks and shorten sales cycles
- Proactively counter competitive threats
- Facilitate collaboration across your teams
- Effectively manage multiple deals simultaneously
- Track deal progress and milestones
- Close more deals and increase sales productivity
Details:
- Opportunity Tracking
Centrally track all opportunity-related data, including milestones, decision makers, partners, customer communications, and all other custom information unique to your company.
- Sales Methodologies
Use built-in support for branded sales methodologies such as Miller Heiman, or set up your own customized sales methodology or sales process.
- Multiple Sales Processes
Set up different sales processes and page displays for different sales situations, whether it be different business units, different product lines, or different sales channels.
- Product Tracking
Track product-level information on each sales opportunity, including quantity, standard price, quoted price, and product codes. Additionally, set up revenue and quantity schedules for each product to mirror payment and delivery terms.
- Opportunity Update Reminders
Ensure sales teams keep opportunity information up-to-date with scheduled email reminders. Managers can set up automatic, recurring emails for themselves and their teams.
- Competitor Tracking
Track the competition and key competitive issues on each deal. Roll up competitive data in win-loss reports to understand competitive trends and emerging threats.
- Opportunity Analysis
Easily analyze your sales pipeline so you can quickly identify and eliminate any bottlenecks in the sales cycle or determine the cause of downgraded sales opportunities.
The opportunity management capabilities of the Opportunity Management system give sales professionals complete visibility into each sales opportunity. Capabilities provide the ability to capture, manage, and monitor the business contact and account information of potential opportunities, including identifying key decision makers, sales histories, milestones, progress, outbound activities, and internal tasks.
Opportunity Management CRM provides sales reps with a framework for managing sales projects from the very start and tracking their progress to the very end. This enables more control over the sales cycle maximizing the changes of winning customers and dramatically lowering sales times. With the opportunity management capabilities of CRM, sales professionals can easily:
Plan sales approaches
- Assign and manage critical tasks and activities
- Identify key decision makers, influencers, and critical relationships
- Manage competitive threats while pursuing add-on revenue
- Promote team selling and sales coaching
- Estimate closing dates and sale volumes
Opportunity Management capabilities also allow organizations to:
- Determine an opportunity’s sales planning figures and revenues. The opportunity management capabilities enable users to define planning figures such as market share, sales revenues, and quantities for the complete opportunity. They can also determine sales revenues and quantities for individual projects. Organizations can analyze cumulative planning figures, which they can use to plan sales and production.
- Create opportunity hierarchies linking related sales opportunities and projects. Organizations can structure master sales projects into several sub-projects, allowing for separate opportunities for subsidiaries, divisions, or separate departments within the same master project.
Manage complex sales projects more effectively by seamlessly integrating project and resource management capabilities. Sales reps can plan each project, define and manage each task, and allocate resources more effectively with easy access from the sales rep portal to project management capabilities.
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