Using Opportunity Management

Use the Opportunity Management application to create and manage opportunities, schedule meetings, and track related activities.

The Opportunity Management interface has tabs that help you create and manage your opportunities.

Table 1. Opportunity Management tabs

Opportunity Management tab	Description
Details	Add details of the opportunity such as account, sales cycle, and stage information.
Catalog	Use the product catalog to add line items to the opportunity.
Needs	Add more accurate information about your customer's business requirements to the opportunity.
Line Items	Add opportunity line items.
Competitors	Add competitors information to your opportunity.
Tasks	Create opportunity tasks.
Team	Create opportunity team members.
Contacts	Create opportunity associated contacts.
Emails	Create emails to send to the required stakeholders.
Quotes	Create quotes directly from the Opportunity.
Meetings	Schedule and view client meetings linked to the opportunity. When you schedule a meeting from an opportunity, the system automatically associates the meeting with that opportunity. The tab also displays meetings linked to the opportunity's touchpoints.
Related Channel Partners	Add authorized service organizations or partner entities (for example, referral or influencer partners) linked to a customer opportunity. Related channel partners can be: Authorized organization: Full permissions to access, view, edit, or modify opportunity details Listed organization: Only for tracking purpose. No permissions to view, access, edit, or delete opportunity details

• Create an opportunity
  Create a new product opportunity in the Opportunity Management application by entering the details, such as account, sales stage, sales cycle type, and deal size.
• Add and view the details of an opportunity
  Use the Details tab to add and view information about your opportunity, including the source and competitor.
• Get product recommendations for opportunities using needs analysis
  Choose a needs template from the product selection guide in the product catalog to get product recommendations for sales opportunities.
• Add line items to an opportunity
  Create a new product line item for your opportunity by entering the details, such as product offering and quantity.
• Manage allocations
  Allocate and track sales credit across opportunity team members to recognize individual contributions, improve transparency, and support accurate revenue attribution.
• Manage touchpoints on an opportunity
  View, create, and delete touchpoints associated with an opportunity from the touchpoints related list.
• Add competitors to an opportunity
  Capture competitor details for your opportunity so that you can have winning sales conversations with your customer.
• Add opportunity tasks
  Create opportunity tasks to capture additional details of your customer's requirements.
• Add a new opportunity team member
  Create an opportunity team member for a structured collaboration among multiple users.
• Add an opportunity associated contact
  Create opportunity for associated contacts to identify each contact’s role when multiple stakeholders are involved.
• Compose emails
  Create an email to communicate to your customer the product information that meets their business requirements or the product demo as required by your customer.
• Schedule a meeting from an opportunity
  Schedule a client meeting directly from an opportunity record to associate it with the opportunity.
• Use guided selling on an opportunity
  Track stage exit criteria, complete playbook activities, and manage deal-related actions on an opportunity to advance deals through the sales cycle.
• View an existing opportunity
  View an existing opportunity to make changes, such as updating its status or additional details.
• Track opportunities using Kanban view
  Personalize and manage the opportunities information that is most relevant to you and your stakeholders using the Kanban view.
• Export opportunities
  You can export an opportunity as a JSON file in Opportunity Management and provide it to a customer. The export opportunity feature in Opportunity Management exports a list of all opportunities.
• Create a quote from an opportunity
  Create a quote directly from an opportunity as a sales agent or with integrated roles.
• Sync quote and opportunity
  Sync quote information from the quote record to an opportunity record. This keeps the quote data consistent and accurate across both the records and enables sales agents to track revenue from opportunities accurately.
• Collaborate with stakeholders by using the sidebar
  Initiate a discussion with internal and external stakeholders, such as sales agents, solution consultants, and subject matter experts using sidebar integration with Microsoft Teams.
• Location-based transactions for Opportunity Management
  Agents can create opportunities and support product configurations and services for different locations.

Related concepts

• Using Lead Management
• Using Customer Engagement Sequences
• Using Buying Group
• Using Sales Forecasting
• Using Sales Territory Management​
• Using Activity Management