Opportunity Management

Any sales request from existing or potential customers or any sales idea created without a request can be defined as an opportunity. By recording the opportunities in the market, marketing strategies can be developed, competitors can be analyzed, and future sales policies can be determined by examining the reasons for gains and losses.

Opportunities are used with the business object of opportunity in Workcube. Process definition - authorization, parametric definitions, and data entries are required for the use of the Opportunities business object.

• Process definition – authorization is done on Dashboard > BPM > Processes > Sales Opportunity page. All standard processes are defined in Workcube. If there are stages other than registration in the process to be used, it should be defined. Authorizations are given by adding users to stages.

When adding processes, make your Related Company definitions and Fuseaction definitions. Otherwise, the relevant process will appear unauthorized.

After the Process has been defined, the second step is to create the Stages.

In the screenshot above are;

1. After saving the relevant stage, you can choose what kind of actions you want from this stage from the check-boxes.
2. You can define the employees to be authorized for the processes with the + icon.
3. You can add authoritative positions.
4. You can add employees who will receive notification and approval.
5. You can also register the employees who will be informed when there is a situation in the stages.

• Parametric definitions are made under the Sales Opportunities section under the CRM on the Dashboard > System > Parameters page.

Opportunity Categories

Route: Dashboard > System > Parameters > Opportunity Categories

Opportunity categories are used according to the separation of the opportunities of the services or product groups that are sold. Definitions such as corporate sales, additional product sales, after-sales services, and new product sales can be made.

Probability Rate

Route: Dashboard > System > Parameters > Probability Rate

Probabilities can be defined according to the percentage of opportunities that turn into sales. The probability field can be used with definitions such as 100%, 80-100%, 60-80%.

Communication Method

Route: Dashboard > System > Parameters > Communication Method

It is used for the information on which channel the created opportunity was created. Definitions such as internet, face-to-face, e-mail, SMS are made.

Reasons to choose competitor

As a result of losing the opportunity to the competitor, strategic decisions can be taken by examining the reasons for the competitor's preference. Definitions such as higher production capacity, low price, global brand, reference, product-service quality can be made.

Opportunity Detail

Opportunity records can be created in detail with details such as customer, contact person, subject, estimated cost, estimated income, salesperson, application date, and date of acquisition.

Records of expenses can be made with references in relation to the project record opportunity detail, which is related to the transition to a proposal stage with customer request or the determination of a product to be R&D.

Detailed interviews in the details of the opportunity are recorded in the follow-up area, and the scope of the sales or project, important notes about the opportunity can be shared with the relevant employees and managers within the company.

You can save task shares about the opportunity and who your competitors are in your system.