Opportunity Assessment/Questionnaire 

Use

You can assign several questionnaires to an opportunity that can be found according to different criteria (status, priority, phase, opportunity group, origin, sales organization, distribution channel, division). You make settings for determination and criteria for determination in Customizing. You can use questionnaires in opportunities, for example, for project qualification, or to analyze won or lost opportunities.

You can use questionnaires within the framework of sales methodology for opportunity assessment. This kind of assessment can be used for project qualification. Project qualification is used primarily to assess the costs and values of a project; before considerable resources are invested in a sales project, it is necessary to assess whether the expected sales revenue and chance of success balance against the necessary investment.

You should decide with your sales team which questions must be answered for the opportunity to be correctly qualified.

Asking these questions early in the sale helps you to identify risks proactively and to define corrective actions before embarking on an expensive sales project.

Chance of success calculated by the system

You can use one questionnaire to determine the chances of success as calculated by the system.

Based on the weighting of the questions and answers, the system calculates the chances of success. The sales employee can use this information to help him make a decision.

You can specify various questions for each answer when defining the questionnaire in Customizing. You can also specify the same answers for all the questions.

The questions must be weighted for the chance of success calculated by the system. Enter a weighting factor for each question (for example, 1 = normal weighting, 2 = very important, high weighting).

Specify a number of points for each answer: for example, yes = 3 points, no = 0 points.

The system then calculates for each question: weighting factor x points. The result is calculated for all the questions, and is then compared with the “ideal” result to be reached. The sales employee then receives the following message in the opportunity assessment:
"225 points were reached from a maximum of 250 possible points. This corresponds to 90%"
That means, in this case the chance of success is 90%.

The chance of success calculated by the system is displayed in the opportunity on the Details tab page next to the sales employees estimated chance of success.

Prerequisites

The questionnaire is implemented with the CRM Survey Tool. You define questions, their answers and weighting in Customizing. Further information on the CRM Survey Tool is available under Survey Tool.

Make the settings for the questionnaire in Customizing under Customer Relationship Management ® Transactions  ® Settings for Opportunities ® Sales Methodology ® Define Questionnaire.

You also make settings for questionnaire determination in Customizing under:

·         Customer Relationship Management ® Transactions  ® Settings for Opportunities ® Sales Methodology ® Opportunity Assessment ® Define Determination for Questionnaires.

·         Customer Relationship Management ® Transactions  ® Settings for Opportunities ® Sales Methodology ® Opportunity Assessment ® Define Determination Criteria for Questionnaires.

 

You can only use one questionnaire when the system calculates the chance of success. You must not only define the determination in Customizing, but you must also assign it to the required transaction type in Customizing.

Example

The following graphic shows an example of a questionnaire: