An opportunity is a potential purchase of your service or product by a customer added to the system to track progress on the potential deal.
Configure the SharePoint connection with your instance for the functionality to work correctly.
There are two ways to create an opportunity:
- From a qualified lead. When you create an opportunity from the Lead record, the Opportunity field values are filled in automatically with the values from the Lead record.
- From the Opportunities list.
Role required: crm_admin, crm_sales, crm_manager.
To create an opportunity, complete the steps below:
- Navigate to CRM → Sales → Opportunities.
- Click New and fill in the fields.
- Click Save or Save and exit to apply the changes.
Opportunity form fields
| Field | Mandatory | Description |
|---|---|---|
| General tab | ||
| Name | Y | Add the title of the opportunity. |
Opportunity probability, % | N | Specify the probability of making a deal on the opportunity in percentage. This value needs to be changed to further move the opportunity by the stages. |
Estimated close date | N | Specify the expected closing date of the transaction. |
Service or product | N | Specify the service or product that interested the lead. |
Current situation | N | Specify the current situation with the opportunity. |
| Vendor | N | Speicfy the company that provides the service. |
Registration of transaction with vendor | N | Specify the registration status of the possible transaction with the vendor. Available options:
|
Selling direction | Y | Specify the selling direction for which the opportunity is added. |
Estimated revenue | N | Specify the estimated revenue from the opportunity. |
Estimated margin | N | Specify the estimated marginal revenue from the opportunity. |
Procurement procedure | N | Specify the procurement procedure used by the potential customer. Available options:
|
Procurement procedure (Other) | Y | Describe the procurement procedure. The field is only available if you selected the Other in the Procurement procedure field. |
Type of sale | N | Specify what your company offers to the potential client in this opportunity. Available options:
|
Potential customer | Y | Specify the potential customer company. |
City | N | Specify the potential customer company's dislocation. |
Customer contact | N | Specify the contact that communicates with you in the potential customer company about the opportunity. |
Current solution | N | Add the description of the current solution used by the potential customer company. |
Decision maker | N | Specify the contact of the person of the potential customer's company that makes decision on the opportunity. |
| Documents | N | Specify a link to the documents folder. |
Competitors | N | Specify the competitors for the opportunity. |
Partner | N | Specify the partner for the opportunity. |
Description | N | Add a description of customer's demands. |
Partner contact | N | Specify the contact from the partner company. |
| Responsible | N | Specify the employee responsible for the opportunity. |
Originating lead | N | Specify the lead that the current opportunity is related to. |
| Contract | N | Specify the contract on the basis of which the potential deal can be conducted. |
| Account entry tab | ||
| Receptivity | N | Specify the contact from the potential customer company that is ready to cooperate. |
| Dissatisfaction | N | Specify the contact from the potential customer company that is critical of the opportunity. |
| Power | N | Specify the contact from the potential customer company that has the most power to make the decisions on the opportunity. |
| Needs tab | ||
| Pains | N | Specify the potential customer's pain points. |
| Qualification tab | ||
| Goal | N | Specify what problem is going to be solved within this request, and what is wrong with the current situation. |
Implementation options | N | Specify other implementation options considered by the potential customer. |
Budget is set | N | Select the checkbox if the customer's budget is set. |
| Budget | N | Specify the exact amount of the customer's budget if it is set. |
Estimated amount | N | Specify the estimated amount of the customer's budget. |
Terms (comments) | N | Add comments about the terms. |
Terms | N | Select the time period within which the potential customer expects to receive the solution to his query. Available options:
|
Customer contact | N | Specify a person from the potential customer company that communicates with you on the opportunity. |
Contact person level | N | Specify the contact person level in the potential customer company. Available options:
|
Decision level | N | Select who will make the decision on the opportunity in the potential customer company. Available options:
|
Influence of contact person on decision-making | N | Specify the influence of the contact person on the decision-making process in the potential customer company. |
Decision maker | N | Specify the person that makes decisions in the potential customer company. |
Channel | N | Specify the channel used by the potential customer to contact your company or keywords used in the search. |
Selection criteria | N | Add information about the potential customer's criteria for selecting a service provider. |
Compliance with criteria | N | Specify ways to show that you meet the potential customer's selection criteria. |
Evaluation tab | ||
Crucial criteria | N | Specify the criteria that are crucial for the potential customer when selecting a service provider. |
Incidental criteria | N | Specify the additional criteria by which the potential customer evaluates a service provider. |
Documents tab | ||
Link to document folder | N | Specify a link to the document folder for the opportunity in the connected SharePoint instance. |
Link to proposal | N | Specify a link to the proposal for the opportunity in the connected SharePoint instance. |
Link DRD Draft | N | Specify a link to the DRD draft for the opportunity in the connected SharePoint instance. |
Link to agreement draft | N | Specify a link to the agreement draft for the opportunity in the connected SharePoint instance. |
Link to agreement scan | N | Specify a link to the agreement scan for the opportunity in the connected SharePoint instance. |
Link to closing accounting documents | N | Specify a link to the closing accounting documents for the opportunity in the connected SharePoint instance. |
The record contains the following related lists:
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