Sales - Managing Opportunities

Purpose

The Opportunities feature is the central workspace for managing potential sales deals throughout their lifecycle.

It enables organizations to register new business opportunities, associate customers, assign responsible users, estimate revenue, monitor pipeline progression, compare commercial revisions, and maintain all supporting proposals and documents in a single location.

By centralizing commercial information, Opportunities provide better visibility over the sales pipeline, improve forecasting accuracy, and ensure complete traceability of each sales process.

Important

The values presented throughout this article (such as opportunity types, pipeline stages, probabilities, sales markets, budgets, expected values, and statuses) are examples only.

The available options depend on the configuration defined in:

• Control Center → Sales Management → Opportunity Types
• Control Center → Sales Management → Opportunity Pipelines
• Control Center → Sales Management → Sales Exercises
• Control Center → Sales Management → Opportunity Sources
• Control Center → Sales Management → Opportunity Outcome Reasons
• Control Center → Sales Management → Sales Markets
• Control Center → Sales Management → Sales Budgets

Access Path

Sales Management → Opportunities

Overview

Each Opportunity represents a potential business deal.

Throughout its lifecycle an opportunity can:

• Store general commercial information
• Be associated with customers and contacts
• Be assigned to one or more owners and managers
• Progress through configurable pipeline stages
• Record multiple commercial revisions
• Track probability and expected revenue
• Link one or more proposals
• Store supporting documentation
• Maintain a complete history of commercial evolution

Opportunities Landing Page

The landing page provides two complementary views.

List View

The List View displays all opportunities in a searchable table.

Typical information includes:

Available actions include:

• Add Opportunity
• Refresh
• Filters
• Export
• Column Selection

Board View

The Board View presents opportunities using a Kanban layout organized by pipeline stage.

Each card summarizes:

• Opportunity name
• Current Status
• Probability
• Maximum expected duration

This view allows sales teams to visualize the overall sales pipeline and quickly identify where opportunities are positioned.

Creating an Opportunity

Select Add Opportunity.

The creation wizard contains two sections.

Overview

The Overview tab defines the general commercial information.

Typical fields include:

Available actions:

• Save
• Save and New
• Cancel

Customer

The Customer tab associates the opportunity with the customer.

Depending on the scenario, users can relate:

• Person
• Company
• Contact
• Account

Customer information is reused across proposals and commercial processes.

Managing an Opportunity

After creation, the opportunity opens in its dedicated workspace.

The upper section contains the main commercial indicators.

These include:

• Pipeline Stage
• Pipeline Status
• Probability
• Expected Value
• Sales Exercise Period

General information such as name, currency, company, owners, managers and description can also be maintained from this area.

Additional actions available from the toolbar include:

• Activities
• History
• Delete

Opportunity Workspace

The workspace is organized into functional tabs.

Detail

Displays the commercial evolution of the opportunity.

Each revision stores a historical snapshot including:

• Pipeline
• Stage
• Status
• Expected Close Date
• Original Value
• Expected Value
• Real Value
• Probability
• Sales Exercise
• Sales Market
• Budget
• Comments
• Reason

New revisions can be created at any time, preserving the complete history of the opportunity.

Commercials

Contains commercial classification information.

Typical information includes:

• Opportunity Source
• Opportunity Type
• Sector Types
• Sales Market
• Sales Market Region
• Sales Budget

The section also allows competitors to be registered together with their estimated value and comments for competitive analysis.

Customer

Displays the customer associated with the opportunity.

Information may include:

• Person
• Company
• Contact
• Account
• Name
• Address
• Tax Number

Proposals

Lists every proposal linked to the opportunity.

Typical information includes:

Multiple proposals may exist for the same opportunity.

Pipeline

Provides a visual representation of the configured sales pipeline.

Each stage displays:

• Stage name
• Probability
• Maximum expected duration
• Current stage indicator

The pipeline enables users to easily understand the current position of the opportunity and its expected progression through the sales process.

Documents

Allows supporting documentation to be stored with the opportunity.

Typical examples include:

• Commercial proposals
• Contracts
• Customer documents
• Scope definitions
• Technical specifications
• Supporting files

Documents can be uploaded using drag-and-drop or the file browser.

Best Practices

• Use meaningful opportunity names.
• Assign the correct owners and managers.
• Keep commercial information updated as negotiations evolve.
• Create revisions instead of overwriting important commercial changes.
• Update pipeline stages regularly to improve forecast accuracy.
• Link proposals whenever commercial quotations are produced.
• Store supporting documentation to maintain a complete audit trail.

Related Articles

Sales Management – Opportunity Pipelines
Sales Management – Opportunity Types
Sales Management – Proposals