Purpose

Opportunities represent potential business deals that are being pursued by the organization.

The Managing Opportunities feature allows sales teams to create, track, and update opportunities throughout the sales lifecycle, from the initial contact to a successful closure or a lost deal.

Maintaining accurate opportunity information improves pipeline visibility, forecasting accuracy, and sales performance reporting.

Access Path

Sales Management → Opportunities

This area is typically used by sales representatives, account managers, business developers, and sales managers.

Overview

Each Opportunity centralizes the information required to manage a sales process.

An Opportunity combines previously configured master data, such as:

Opportunity Type
Opportunity Pipeline
Opportunity Source
Sales Exercise

As the sales process evolves, users update the Opportunity to reflect its current stage, expected revenue, probability of success, planned activities, and other commercial information.

Process Overview

Managing an Opportunity typically follows these steps:

Create a new Opportunity.
Complete the opportunity information.
Assign the appropriate Pipeline, Type, Source, and Sales Exercise.
Update the Opportunity as it progresses through the sales stages.
Close the Opportunity as Won or Lost.

Opportunity Lifecycle

Create Opportunity
        │
        ▼
Qualify Opportunity
        │
        ▼
Manage Sales Activities
        │
        ▼
Advance Through Pipeline
        │
        ▼
Won ───────── Lost

Each Opportunity progresses through the configured pipeline until a final outcome is reached.

Opportunity Information

When creating an Opportunity, users typically provide information such as:

Information	Description
Opportunity Name	Identifies the commercial opportunity.
Customer	Organization or prospect associated with the opportunity.
Opportunity Type	Classifies the type of business opportunity.
Opportunity Source	Indicates how the opportunity originated.
Opportunity Pipeline	Defines the sales workflow being followed.
Sales Exercise	Associates the opportunity with a reporting period.
Expected Revenue	Estimated business value.
Probability	Estimated likelihood of winning the opportunity.
Expected Closing Date	Planned closing date.
Owner	User responsible for managing the opportunity.

Note: The available fields may vary depending on the organization's configuration.

Managing the Sales Process

Throughout its lifecycle, an Opportunity should be updated whenever relevant changes occur.

Typical updates include:

Advancing to the next Pipeline stage.
Updating the expected revenue.
Revising the probability of success.
Recording customer interactions.
Updating the expected closing date.
Closing the Opportunity as Won or Lost.

Keeping Opportunity information up to date ensures that dashboards, forecasts, and sales reports accurately reflect the current commercial situation.

Opportunity Status

The Opportunity Pipeline represents the current stage of the sales process.

As users progress through the pipeline, the Opportunity status reflects its commercial maturity until it reaches its final outcome.

Typical examples include:

New
Contacted
Qualified
Negotiation
Closed Won
Closed Lost

The available stages depend on the configured Opportunity Pipeline.

Best Practices

Create Opportunities as soon as a potential business opportunity is identified.
Keep Pipeline stages updated to reflect the real sales progress.
Review expected revenue and closing dates regularly.
Record significant customer interactions throughout the sales cycle.
Close Opportunities promptly when they are won or lost.
Use standardized Opportunity Types and Sources to improve reporting quality.

💡 Tip

An Opportunity should always represent the current commercial reality. Regular updates improve forecasting accuracy, pipeline visibility, and management reporting while helping sales teams prioritize their activities effectively.

Sales Management Overview
Sales Management – Initial Setup Guide
Sales Exercise
Opportunity Type
Opportunity Pipeline
Opportunity Source

Sales - Managing Opportunities (Summary)