Opportunity processing | Business Process in SAP CRM

Opportunity processing | Business Process in SAP CRM 

You use this business process to maintain and qualify opportunities, which are recognized possibilities for business, for example, the sale of products or services. An opportunity can result from a trade fair, sales deal, bid invitation, or from a lead with the status Hot. The opportunity makes up the framework for displaying sales projects from the beginning, and monitoring their success.

An opportunity goes through a sales cycle that is characterized by different sales stages. Different activities are carried out in each sales stage. The sales cycle is determined from the point of view of time, by the start date and expected end date of an opportunity.

Process

The following business process runs in SAP CRM:

1. Create opportunity
2. Maintain sales team and distribute opportunity (internally or externally)
   You put the sales team together, and enter members of the sales team in the opportunity.
   You then distribute the opportunity, either internally or externally. In internal distribution, you, for example, as the sales representative or sales manager, enter an internal employee as the employee responsible for the opportunity.
   In external distribution you, in this case, as the channel manager, enter a channel partner as a sales partner and you dispatch the opportunity for further processing for this channel partner, by setting the status to Dispatched to partner
3. Assign products or product categories
   You enter the relevant products or product categories pertaining to the prospect.
4. Plan activities per phase
   According to Customizing settings, SAP CRM creates an activity plan that proposes specific activities (business activities and tasks) for the different stages of the opportunity.
   You activate the required activities, and add new ones as required. In this way, you put together a specific activity plan for the opportunity.
5. Qualify opportunity
   You qualify the opportunity by using the opportunity assessment (questionnaire), together with the chance of success calculated by the system resulting from the assessment (questionnaire). Through Customizing, you can prompt the user with an assessment when the value of a parameter crosses a threshold value.
   On this basis, you decide whether the project is to be continued (go/no go decision).
6. Use further elements of sales methodology (optional)
   You work with other elements of the sales methodology, such as the buying center, project goals, and competitor information.