Procedures

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Create a Sales Opportunity

Sales opportunities allows sales personnel to better manage their prospects, provides management the ability to track activity within the sales department.

To create a sales opportunity, complete the following steps:

1. Go to Sales > Customer, and open a Customer record.  Click the Opportunities tab, then click the Add icon
2. In the new record, fill in these recommended fields for Sales and Labor (labour) forecasting:
   • Interest | business Opportunity Prospect is interested in; determines default Sales Funnel Template, if configured
   • Value | amount of the Sales Opportunity
   • RMR | amount of Monthly Recurring Revenue, if applicable
   • Close Date | date you expect a decision to be made and close out the opportunity
   • Install Date | date you expect the Project to be “substantially completed,” if applicable
   • Sale Type* | specified line of business of this Sale to be reflected on the linked Quote / Order
3. Fill in Scope of Work details in the SOW tab
4. Click the Save icon
5. Once saved, verify the following:
   • Opportunity tab > Funnel subtab
     • • The grid will pre-populate with the default Sales Funnel template steps – if configured for the “Interest” value of this Sales Opportunity
       • If the “Interest” was not configured – or you wish to select a different Sales Funnel template – you still have the option to do so by clicking the Funnel grid “Link…” icon

      

   • Team tab
     • • Optionally, you may include the names of key stakeholders related to this Opportunity as they become known, e.g. Employees (e.g. Sales Engineer) and / or Contacts (e.g. Prospect decision maker)

      

Note:  Selection of the Sales Opportunity Sale Type value impacts whether a Call / Project / Service Contract is created on approving the corresponding Sales Order, with values dependent on your system configuration (General Code Unified Type “UNIFIEDTYP”).  For instruction on creating Sale Types, check out Opportunity Sale Types (Unified Types)

See additional key fields, definitions, and video in article Sales Opportunity Form Key Fields