Viewing Opportunity Details

Viewing Opportunity Details

You can view details for any opportunity in the current Sales Process Funnel display by hovering the mouse over an opportunity circle. An information box similar to the following appears:

Fig. 80, Opportunity Detail 

The following are explanations of the items in this box:

Score

The Total Score (Business Score plus Opportunity Score) from the applicable Funnel ScoreCard®.

Account

The name of the Account from the associated opportunity.

Opportunity Revenue

The revenue amount from the associated opportunity.

Close Date

The close date from the associated opportunity.

Stage Days

The number of days the opportunity has been in the current sales stage.

Days Opportunity Open

The number of days the opportunity has been open.

Opportunity Owner

The salesperson who owns the opportunity.

Position in Sales Funnel

The current sales stage from the associated opportunity.

Number of buying influences involved

If your organization is also using Blue Sheets, displays the number of Buying Influences identified in the associated Blue Sheet.

Launch Blue Sheet

If your organization is also using Blue Sheets, click to launch the associated Blue Sheet. If your organization is not using Blue Sheets, this item appears grayed-out in a new browser window.

Launch Funnel ScoreCard®

Click to launch the Funnel ScoreCard® for the associated opportunity in a new browser window.

Launch Opportunity

Click to launch the associated opportunity from the CRM in a new browser window.

If an opportunity circle is green, this indicates that the opportunity details are on track.

If an opportunity circle is red, this indicates that one or more opportunity details is off track. The associated information box highlights the off track details as in the following example:

Fig. 80a, Detail with issues highlighted

In this example, the score is too low for the associated sales stage and the number of days the opportunity has been in the current sales stage is too great. These opportunity values are compared to the threshold values set by your System Administrator according to your sales organization's preferred guidelines.

What causes a Single Sales Objective to turn red?

1.  Funnel ScoreCard® score is too low:

i.       Is the information in Funnel ScoreCard® correct? Maybe the true score is higher than the score reflected here but the salesperson has not updated the Funnel ScoreCard®.

ii.      If the score is correct, then the Single Sales Objective could be at risk and the salesperson may need to take action to find out information or eliminate Red Flags around Business and/or Opportunity Criteria. It could also be that the salesperson doesn’t fully understand or has misapplied the criteria to the Single Sales Objective.

iii.     Is the Single Sales Objective positioned in a later funnel stage than it should be? Should it be moved back up to an earlier funnel stage?

2.   Funnel ScoreCard® score is too high:

i.       Is the information in the Funnel ScoreCard® correct? Maybe the true score is lower than the score reflected here but the salesperson has overestimated or doesn’t understand the criteria they’ve answered yes to. You may need to test these answers.

ii.      If the score is correct, then the Single Sales Objective potentially should be in a later funnel stage. Check the Minimum Action Requirements (MARs) and the Blue Sheet to determine if this opportunity is really further along than the salesperson is reflecting.

3.  The Single Sales Objective is large and has no blue sheet.

  • Should this SSO have a Blue Sheet?
  • Without a strategy are you as likely to win this deal?

4.  The Single Sales Objective has been in its current funnel stage longer than the prescribed guidelines:

  • Have MARs been met that would justify moving the Single Sales Objective to a later funnel stage?
  • Is there a Blue Sheet? Has the salesperson had any actions around the Single Sales Objective in the past 30 days?
  • Looking at the Blue Sheet is the Single Sales Objective advancing as expected? Should it be moved to an early stage or advanced based on the information known?

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