Opportunity
An Opportunity is a qualified sales lead — a potential deal that has a reasonable chance of closing. Opportunities track deals through the sales pipeline from initial interest to closing.
Creating an Opportunity
- Go to CRM > Opportunity and click New.
- Select the Lead or Customer this opportunity relates to.
- Enter:
- Opportunity From: Lead or Customer
- Opportunity Type: Sales, Service, or Maintenance
- Opportunity Amount: Estimated deal value
- Probability (%): Likelihood of winning
- Expected Closing Date: When you expect to close
- Optionally add items:
- Item Code, Quantity, Rate
- This gives a detailed estimate for the customer
- Select the Sales Stage.
- Click Save.
Sales Stages
| Stage | Description |
|---|---|
| Prospecting | Initial research and qualification |
| Qualification | Confirmed need and budget |
| Needs Analysis | Understanding detailed requirements |
| Value Proposition | Presenting your solution |
| Identifying Decision Makers | Engaging with key stakeholders |
| Perception Analysis | Gauging customer sentiment |
| Proposal/Price Quote | Submitted quotation |
| Negotiation/Review | Negotiating terms |
| Closed Won | Deal won |
| Closed Lost | Deal lost to competitor |
| Closed Lost to Competition | Lost to specific competitor |
Tracking Opportunities
For each opportunity, track:
- Activities: Emails, calls, meetings, tasks
- Quotations: Linked quotations sent to the prospect
- Status Updates: Notes on progress and next steps
- Competitors: Who you're competing against
Converting to Quotation
When the customer is ready for a formal quote:
- Open the Opportunity.
- Click Create > Quotation.
- The Quotation is pre-filled with items from the opportunity.
- Send to the customer.
Opportunity Reports
- Sales Funnel: Visual pipeline showing deals by stage
- Opportunity Analytics: Win/loss analysis by salesperson, territory, or source
- Expected Revenue: Probability-weighted revenue forecast