In a Structured and Goal-Oriented Sales Process, the Consistent Recording, Management and Evaluation of Business Opportunities Is Essential. Based on the inquiry, which has already been pre-qualified in lead management, the business opportunity represents the next process step. It is a concrete sales opportunity that is expected to result in a decision in the foreseeable future. It is used for the structured recording of all relevant contact people, the documentation of all correspondence and other activities, and the storage of relevant documents. The information thus combined in a business opportunity is used for structured tracking and processing.
It is part of the sales pipeline or sales funnel and helps to adequately map this early phase of a sales process. It is the basis of business opportunity management, which aims at the successful transition to a business deal. The information stored in PisaSales CRM helps you to evaluate the individual business opportunity, to determine the ideal procedure, but also to evaluate the forecast. Questions such as: “Who is the decision maker?”, “What is the probability of closing a deal?”, “What products / services did the customer inquire about here?” or “How much potential does sales area XY actually have at present?” can be answered quickly and on a factual basis.
A consolidated, centralized list of all business opportunities is of great value for the individual sales employee, but especially for the sales management. This serves on the one hand for self-organization, but also for an overall view of the possible turnover potential in a definable period of time. This is what makes sales planning and also turnover planning possible in the first place.
The analysis of the individual transactions, especially in the event of a loss (lost order analysis), helps with consistent sales orientation, but also with optimizations in product management and marketing. A centralized business opportunity management also helps marketing and sales staff to provide targeted support in their regions when they have too few qualified inquiries in their personal sales pipeline.