Opportunities

Sales Management – Opportunities

The Opportunities feature within the Sales Management module centralizes the creation, tracking, and management of sales opportunities.
It allows organizations to define potential deals, associate customers, estimate revenue, monitor pipeline progress, and maintain all related documents and proposals in a structured and auditable process.

Important

All values shown in this guide — including opportunity names, pipeline stages, amounts, customers, timelines, and deal statuses — are illustrative.
Actual values depend on the configuration defined in:

Control Center → Sales Management → Opportunity
Control Center → Sales Management → Opportunity Pipeline

Access Path

Sales Management → Opportunities

1. Purpose of Opportunities

The Opportunities feature enables teams to:

Register potential sales deals
Define expected and original deal amounts
Associate customers, contacts, and accounts
Assign owners and financial controllers
Track deal progress through configurable pipeline stages
Compare expected vs. real amounts
Attach related documents and proposals
Maintain full auditability of the deal lifecycle

This fosters transparency, structured sales follow-up, and accurate forecasting.

2. Opportunities Landing Page

The landing page provides two views:

2.1 List View

Shows all opportunities in a tabular format with key information such as:

Column	Description
Name	Opportunity title
Owners	Assigned sales representative(s)
Original Amount	Initial estimated value
Expected Amount	Calculated forecasted value
Real Amount	Realized or confirmed value

2.2 Board View

A kanban-style view grouped by the pipeline stages.

2.3 Available Actions

Add Opportunity
Refresh
Filters
Export
Columns selection

3. Creating a New Opportunity

Select Add Opportunity to open the creation modal.

3.1 Overview Tab

Field	Description
Name*	Required name of the opportunity
Currency*	Deal currency
Company	Owning company (defaulted to Tenant-Wide)

Buttons available: Save, Save and New, Cancel

3.2 Customer Tab

The Customer tab allows the user to define or select the customer associated with the opportunity.
This ensures the opportunity is linked to the correct entity (person or company) and enables seamless integration with contacts, accounts, tax details, and proposals.

Customer Fields

Field	Description
Person	Defines whether the customer is an individual person. When selected, fields below adapt to reflect person-based data.
Company	Select the company associated with the opportunity. When chosen, it automatically loads available contacts and accounts belonging to that company.
Contact	Select a specific contact person inside the chosen company (pulled from the Contacts module).
Account	Select the sales account associated with this opportunity. Useful for reporting and account-based management.
Name *	Mandatory field. Represents the customer name if no pre-existing company/contact is selected. It may auto-populate when a company or contact is chosen.
Address	Address of the customer or company. Populated automatically when possible.
Tax Number	Fiscal identification number of the customer. This supports compliance and proposal/invoice generation.

Purpose of the Customer Tab

This tab ensures the opportunity is associated with a valid customer entity, enabling:

Proper tracking of opportunities by company or account
Automatic connection to contacts and proposals
Seamless integration with invoicing and financial processes
Auditability and centralized customer data usage across the platform

4. Opportunity Details Page

Once created, the opportunity opens with multiple editable sections.

4.1 Header Information

Includes:

Field	Description
Name	Opportunity name
Type	Category/type of opportunity
Currency	Currency for financial calculations
Company	Owning business entity
Sales Exercise	Annual target reference
Sales Exercise Period	Quarter or month
Original Amount	Initial estimation
Expected Amount	Forecasted value
Real Amount	Confirmed or finalized amount
Owners	Responsible sales rep(s)
Financials	Financial approvers
Sector Types	Sales segments
Identification	Internal reference ID
Description	Free-text opportunity description

5. Pipeline Section

Displays the full opportunity pipeline as defined in Control Center.

Each pipeline stage includes:

Status (Open, Won, Lost, etc.)
Checklist items
Completion %
Estimated duration
Expected completion date

Typical stages shown in the example:

Qualification
Solution Design
Proposal
Negotiation
Approval
Closed
- Won
- Lost

Users can move the opportunity between stages as the deal progresses.

6. Customer Tab

Allows viewing or updating the customer information associated with the opportunity.

Fields include:

Person / Company / Contact / Account
Name
Address
Tax Number

7. Proposals Tab

Displays the proposals linked to the opportunity.

Column	Description
Name	Proposal name
Total Cost	Total internal cost
Effective Margin Amount	Profit value
Effective Margin Percentage	Profit percentage
Net Sell Price	Price offered to customer
Total Effort	Total hours or workload

Multiple proposals can be compared for the same opportunity.

8. Documents Tab

A dedicated space for uploading supporting documentation such as:

Proposal PDFs
Contracts
Scope documents
Quotes
Customer correspondence

Supported upload methods:

Drag & Drop
Browse

Documents are listed and stored for future reference.

9. Recommendations

Keep opportunity names clear and descriptive.
Ensure accurate financial estimates to support forecasting.
Update pipeline stages regularly for real-time visibility.
Link proposals to track profitability and cost structure.
Attach supporting documents to maintain full auditability.

10. Summary

The Opportunities feature structures the entire sales cycle — from qualification to closure — offering full financial visibility, customer linkage, proposal management, and documentation tracking.

It is essential for:

Forecasting revenue
Managing the sales pipeline
Ensuring consistent follow-up
Improving deal conversion

Sales Management – Accounts
Sales Management – Contacts
Sales Management – Proposals
Operations Management – Invoicing