Sales Opportunities

Overview

Sales opportunities allow you to register all stages of the sales process, starting from the moment of a potential customer registration to the moment of shipment of goods to the customer (successful completion of a sales opportunity). The system can record every stage your customer passes as well as at which stage the client "falls off".
To enable sales opportunities in the system:
  1. Go to Master data and settings > CRM and Marketing.
  2. Under CRM settings, select Sales opportunities.

Creating Sales Opportunities

Creating Sales Opportunities from Scratch

To create a sales opportunity from scratch:
  1. Go to CRM and Marketing > Sales opportunities.
  2. Click Create.
  3. On the General information tab, fill in the working name in the Description field.
  4. Select the Partner and Terms of sales (if there are any).
  5. Select the Person responsible.
  6. Estimate the customer's budget and enter it in the Revenue expectations field.
  7. Specify the initial Probability of converting an opportunity into a sales order.
  8. Set the In progress status.
  9. On the Parties tab, click Add and specify a Partner (Counterparty) and a Contact person.
  10. Add additional information in the Comment field.
  11. Click Save.

Creating Sales Opportunities Based on Interactions

To create a sales opportunity:
  1. Go to Quick menu > Business interactions.
  2. Open the required business interaction.
  3. Click Generate > Sales opportunity.
  4. On the General information tab, fill in the working name in the Description field.
  5. Select the Partner and Terms of sales (if there are any).
  6. Select the Person responsible.
  7. Estimate the customer's budget and enter it in the Revenue expectations field.
  8. Specify the initial Probability of converting an opportunity into a sales order.
  9. Set the In progress status.
  10. On the Parties tab, click Add and specify a Partner (Counterparty) and a Contact person.
  11. Add additional information in the Comment field.
  12. Click Save.

Sales Opportunity Stages and Kinds

You can create sales opportunity kinds with stages to track what stage you are on right now and take the required actions.
To specify sales opportunity stages and kinds:
  1. Go to Master data and settings > CRM and Marketing.
  2. Under CRM settings, select the Opportunity management checkbox.
Once sales opportunity management is enabled, you can use the predefined sales process stages (new sales opportunity, prepare proposal, and other) or create your own stages.
To create sales process stages:
  1. Go to CRM and Marketing > Settings and catalogs > Sales process stages.
  2. Click Create.
  3. Enter the stage Description and Details.
  4. Click Save and close.
To create a sales opportunity kind:
  1. Go to CRM and marketing > Settings and catalogs > Sales opportunity kinds.
  2. Enter the Description.
  3. Select the Sales opportunity type:
  • Standard sale. In this case, the list of stages is fixed and cannot be changed in the system (but you can change it in Designer). The sequence of stages should be exactly the same as on the Process stages tab, you cannot skip any stage or change their sequence.
  • Other sales opportunity types. There are no stages in this sales opportunity type. You can't see at what stage the customer is or generate a sales funnel.
  • Custom. You can select the stages you need. For example, the sales opportunity might consist of three stages: Sales quotation generation, Harmonization of terms, Liability fulfillment.
  1. To allow using this sales opportunity kind in sales opportunities, select the Allowed checkbox.
  2. To record primary demand for this sales opportunity kind, select the Record initial request checkbox. For more info on recording primary demand, see Specifying Primary Demand.
  3. If required, specify the stages on the Process stages tab.
  4. Click Save and close.
You can specify the created sales opportunity kind on the General information tab of your sales opportunities. The system automatically creates Tasks in accordance with your Business process.

Specifying Primary Demand

You can record what exactly your customer wants and track sales opportunity fulfillment.
To enable this in the system:
  1. Go to Master data and settings > CRM and Marketing.
  2. Under CRM settings, select the Record primary demand checkbox.
To specify the primary demand in the sales opportunity:
  1. Go to CRM and Marketing > Sales opportunities.
  2. Open the required sales opportunity.
  3. Go to the Primary demand tab.
  4. Add a new line and describe all the goods, services, and other components of the request.
  5. Enter the price expectations in the Amount field.
  6. Add additional information in the Comment field.
  7. Click Post.

Specifying Initial Request

You can specify the channel and source of advertising impact in the sales opportunity. This will help you to understand where this potential customer came from.
To enable this in the system:
  1. Go to Master data and settings > CRM and Marketing.
  2. Under CRM settings, select the Record lead sources checkbox.
This enables the Channel and Source field on the General information tab of your sales opportunities.
Channel is an Advertising channel. To create it:
  1. Go to CRM and Marketing > Advertising channels.
  2. Click Create.
  3. Enter the Description.
  4. Select the Impact type (User, Counterparty, Contact person and so on).
  5. Click Save and close.
Source is based on an impact type value specified for your channel. If the impact type is partner, it will be a particular partner from the Partners catalog. If your impact type is a marketing activity, it will be a particular marketing activity and so no.

Closing Sales Opportunities

You can win the sales opportunity if the customer buys your product or service, or you can lose it. Anyway, you need to register the result in the system.
If you win the sales opportunity:
  1. Go to CRM and Marketing > Sales opportunities.
  2. Open the required sales opportunity.
  3. On the General information tab, select the Won status.
  4. Select the Closed checkbox next to the Status field.
Note: If the sales opportunity is close, you cannot generate other documents based on it.
If you lose the sales opportunity:
  1. Go to CRM and Marketing > Sales opportunities.
  2. Open the required sales opportunity.
  3. On the General information tab, select the Lost status.
  4. Select the Reason for losing. To create your own reason, go to CRM and Marketing > Settings and catalogs > Reasons for losing sales opportunities.
  5. Select the Closed checkbox next to the Status field.