Sales Opportunity

A sales opportunity in CRM refers to a potential business deal that arises from a lead and is actively pursued by sales. It contains important information such as product interest, expected revenue, probability of closing, and estimated closing date.

Sales opportunities are managed in various phases – e.g., qualification, proposal, negotiation – and help to steer the sales process in a structured manner. Systematic management of sales opportunities allows for the creation of forecasts and increases pipeline transparency.

CRM systems like Dynamics 365 enable automatic evaluation of sales opportunities through lead scoring and AI-powered forecasts.

Characteristics

• Qualified Lead: A sales opportunity arises from a qualified lead, which is already considered a Sales Qualified Lead (SQL) and has signaled genuine purchase interest.
• Clearly Defined Need: There is a clear pain point or need with the potential customer that can be solved by the company's product or service.
• Purchase Interest: The prospect shows active interest in the offer, for example, by requesting pricing information, a demo, or a trial version.
• Expected Revenue and Probability of Closing: For the sales opportunity, an expected revenue and a probability of closing the deal are estimated, which is important for revenue forecasting.

The sales opportunity is the core of the CRM sales process. It connects customer interest with concrete sales activities and forms the basis for proposals, orders, and revenue forecasts. At Aproda, it is systematically managed, documented, and integrated into forecasts – with your active participation.