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SAP CRM concepts
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Knowledgebase » Volume 6 (2010) » Update 1 Quick Tip:
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SAP CRM offers a flexible and easy-to-implement mechanism for opportunity qualification based on questionnaires you can configure to follow your company's particular sales methodology. Learn about the logic behind the calculated chance of success that can help steer and better focus the use of resources during a sales pursuit. |
Categories: CRM, Opportunity Management, Sales
Sales methodology is the structured way in which organizations expect their sales employees to work. It offers the “what” and “how” that provide consistency in the process of interacting with clients and documenting activities during a sales cycle. The use of a good sales methodology not only increases the chances for success of a sales pursuit, but it also offers a consistent way to forecast and measure results while increasing the effectiveness of the sales force.
You can completely configure the sales process in SAP CRM — from identifying a lead to closing the sales. As a core part of the sales cycle, Opportunity Management allows for the flexible modeling of sales methodologies in order to satisfy requirements that are most effective for your customers, products, and sales team. In the SAP CRM WebClient UI, access the transaction for Opportunity Management via the menu option Sales Cycle. This menu is available under the sales professional role. Note that this article refers to SAP CRM 2006s and higher.
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