A sales opportunity is the possibility of acquiring a prospective customer for a product or service as an actual customer. A sales opportunity is therefore part of customer acquisition and should always be the beginning of a sales process. Sales process during which the potential customer is to be convinced of the run.
SAP Business One offers tools for managing, analysing and optimising sales opportunities in order to effectively control and continuously improve the sales process.
Opportunity in SAP Business One
Definition of a opportunity:
- Documents potential sales opportunities (e.g. from trade fairs, sales meetings, requests for quotations).
- Can be created for customers/prospects (sales) or suppliers (purchasing).
- Leads with "hot" status can be converted into opportunities.
Management and functions:
- detailsContains type, business partner, Contact Person, amount, sales employee, status (open, won, lost), probability of closing and linked documents.
- Phases/stagesRepresent the progress, with assignment of probabilities and amounts per level.
- summaryStatus overview with option to mark as "won" or "lost" (incl. reasons for loss).
- AttachmentsSupport for file attachments.
Analysis and reports:
- ReportsOpportunity report, forecast, forecast history, pipeline, dynamic analysis, opportunities won/lost.
- Pipeline analysisGraphical funnel display of open opportunities with size factor per level.
- Filter optionsBy business partner, employee, time period, etc.
- Dynamic views: Tabular, graphical or map view.
- Key Metrics:
- Probability of closing weights the value of the opportunity.
- "Opportunity Win Rate" measures the success rate.
- Overview of open opportunities for the sales employee.
Additional notes:
- CRM integrationOpportunities are part of the CRM module and can be linked to activities.
- Maintenance effortRecommendation to define a few levels and regularly adjust probabilities.
- OptimisationContinuous analysis of lost opportunities for process improvement.
- Pipeline-ManagementRegular filling of the pipeline for a stable sales flow.
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