OpportunityProcessing in CRM 

Purpose

You use this business process to maintain and qualify opportunities. An opportunity is a recognized possibility for business, for example, the sale of products or services. The opportunity makes up the framework for displaying sales projects from the beginning, and monitoring their success.

An opportunity goes through a sales cycle that is characterized by different phases. Different activities are carried out in each phase. The sales cycle is determined from the point of view of time by the start and expected end date of an opportunity. The sales process ends with an order, a contract or a cancellation.

Process Flow

The following business process runs in SAP CRM:

       1.      Create opportunity

       2.      Maintain sales team and distribute opportunity (internally or externally)

You put the sales team together, and enter members of the sales team in the opportunity.

You then distribute the opportunity, either internally or externally. In internal distribution, you, for example, the sales representative or sales manager, enter an internal employee as the employee responsible for the opportunity.

In external distribution you, in this case, as the channel manager, enter a channel partner as a sales partner and you dispatch the opportunity for further processing for this channel partner by setting the status to Dispatched to partner.

Note that in the standard delivery, the Customizing is set up so that you can only assign one channel partner for each opportunity.

       3.      Assign products or product categories

You enter the required products or product categories of the prospect.

       4.      Plan activities per phase

The SAP CRM System creates an activity plan according to the Customizing settings that proposes specific activities (business activities and tasks) for the different phases of the opportunity. You can find more information in the Sales Assistant documentation.
You activate the required activities, and add new ones as required. In this way, you put together a specific activity plan for the opportunity.

       5.      Quality opportunity

You qualify the opportunity using the Opportunity Assessment, together with the chance of success calculated by the system resulting from the assessment. On the basis of this, you decide whether the project will be continued (“Go/No Go decision”).

       6.      Use further elements of sales methodology

You work with other elements of the sales methodology, such as the buying center, project goals and information.

You can also create a quotation in SAP ECC from your opportunity in SAP CRM. For further information, see Creating a Quotation in SAP ECC from an Opportunity