Key information on the Opportunity

The key information on the opportunity is as follows:

• Opportunity Type: differentiates existing and new business
• Amount: the amount is the expected amount to be contracted when the opportunity closes. This should be the realistic case.
• Sales Stage: defines where this opportunity is currently in the sales process. It highlights also the current phase in the sales guide and the checks performed to guide the user and assure the key process steps are completed.
• Probability: is the probability to close the business. The probability is set when the sales stage changes but it can be overridden by the user.
• Expected Close Date: is the estimate by when the customer is supposed to close the business.
• Include in Forecast: for forecasting purposes users should set this flag on the deals they believe they will close and thus achieve their sales quota. The forecast flag allows to cross check pipeline reports and help to drive forecast accuracy in the forecasting process.
• Customer Budget: is the budget that is assumed or known to be allocated for this purchase on customer’s side.
• Best Case: is the maximum amount that the account team believes that can be closed. This includes the realistic case as well as potential additional elements the customer might buy.
• Worst Case: represents the downside of an opportunity. Typically in a sales process the customer might choose a less expensive offer that might provide some options.
• Business Needs, Pain Points, Solution Proposal & Value Proposition: are key fields where the account team should document the information gathered on the customer and support the process of building the value proposition towards the customer.

All Information is entered in the Edit View of the opportunity.