In any organization that conducts sales, an opportunity is the most important record for an organization to generate actual revenue. In a typical B2B agency, all business opportunities must go through a full sales cycle, starting with identifying hot leads and ending with winning or losing leads. The activities that must be completed during this sales cycle are: sending product information to opportunities, product demos, sending sales**, and business negotiations. Below we start withThe meaning of the opportunity, the information, the creation of the opportunity, the stage of the opportunity, and so onLet's talk about a few aspectsHow a CRM management system manages the opportunity stage of a business, and the key steps of opportunity stage management
Sales cycle. Opportunity sales volume (product units and **).
Sales status and projected sales likelihood for each sales stage.
Justification for the sale status (won and lost).
Competitors to business opportunities.
Sales for the next quarter**.
How do sales managers use CRM software to allocate resources efficiently?As explained in our previous article, Efficient Resource Allocation: Using a CRM System to Create a Better Sales Strategy.
Opportunity Name: Specify the name of the opportunity.
Account Name: Select the name of the customer for whom the opportunity is created.
Opportunity type: New or existing.
Contact Name: Select the contact related to the opportunity.
Estimated Closing Date: Specify or select an estimated closing date.
Opportunity stage: Select the sales stage based on the opportunity.
When the salesperson discovers the user's needs in the process of communicating with the prospect, he can immediately store these requirements in the information form, and each request will become a separate business opportunity. This approach helps us to better track each opportunity, continuously innovate the progress, and firmly grasp the progress of each opportunity, so as to manage all aspects of sales opportunities. Take CRM as an example, how to create business opportunities:
Opportunity Detail Form: The form allows you to manually fill in the opportunity details collected from different channels and **.
Import opportunities externally: You can collect data from different sources and import it into the CRM via CSV and XLS files.
Convert leads to opportunities: When you convert leads, you can create contacts, accounts, and opportunities.
The CRM system ensures that the client's background and needs are fully understood during the follow-up process. Systematic data management can automatically retrieve relevant information such as customer orders and contracts, so that sales can quickly understand the customer's purchase history and service situation, so as to follow up more targeted. We generally divide opportunities into the following phases:
Qualification Review - Needs Analysis - Value Proposal - Decision Maker Identification - Proposal ** - Negotiation Review - Win Close - Lost Close - Lost Close Due to Competition - Lost Lead - Close
Of course, the fields for these stages can be customized to your needs, which is very important for determining the performance of your sales pipeline across the agency.
The opportunity follow-up process covers the entire process from the birth of the opportunity to the closing of the opportunity. The development stages of a business opportunity can be divided into multiple stages, such as demand analysis, value proposition, decision maker, proposal, and closing. During the follow-up process, the sales team needs to update the status of the opportunity in a timely manner so that all team members can understand the progress of the opportunity and make decisions accordingly
Opportunity ViewMore than just a record board. It visualizes opportunity summaries, segments, and prioritizes by phase to keep work organized and moving. Create a custom view that focuses on the opportunities created this month, the opportunities that were completed this month, the opportunities that specific users are responsible for, and more. Drag and drop opportunities from one sales stage to another and see data changes instantly.
The Opportunity module of CRM provides two types of views – List View and Stage View. The list view shows all the opportunities one by one in the order in which you put them, while the stage view categorizes the opportunities according to their stage.
List view
The list view shows opportunities one by one row and column. A list view is helpful when you want to see as much detail as possible about your opportunity at a glance. For example, if you want to see opportunities, opportunity owners, amounts, estimated close dates, stages, leads, and so on, you can customize the list view columns and view all opportunities and their details on a separate page.
Stage view
The stage view is helpful when you specifically want to see a view of opportunities categorized by stage。A glance at the stage view will let you know which opportunities are in the won stage, how many are in the lost stage, negotiation review stage, and so on. This view also applies when you customize the opportunity stage.
The above is about the content of the business opportunity and management business opportunity stage, business opportunity is an important part of the enterprise to achieve growth, so it must be paid attention to.