Show TOC

Process documentationOpportunity Processing in CRM Locate this document in the navigation structure

 

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 sales stages. Different activities are carried out in each sales stage. The sales cycle is determined from the point of view of time by the start and expected end date of an opportunity.

Process

This graphic is explained in the accompanying text.

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, as 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 Note

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

    End of the note.

  3. Assign products or product categories

    You enter the relevant products or product categories pertaining to the prospect.

  4. Plan activities per phase

    According to Customizing settings, SAP CRM creates an activity plan that proposes specific activities (business activities and tasks) for the different stages of the opportunity.

    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. Qualify opportunity

    You qualify the opportunity by using the Opportunity Assessment (questionnaire), together with the chance of success calculated by the system resulting from the assessment (questionnaire). Through Customizing, you can prompt the user with an assessment when the value of a parameter crosses a threshold value.

    On this basis, you decide whether the project is to 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.

More Information