Opportunities

Introduction

An Opportunity is opened when sales opportunity opens with a Contact. This object within Salesforce is designed to guide you through the iotaSciences Opportunity Process, gathering and inputting data into the CRM along the way. Probability is a field which assigns a % probability to an opportunity turning into an order. This is a metric which can only be calculated accurately if opportunities are treated in the same way by following the established process. When a number of opportunities have been tracked through this process and turned into orders we will be able to accurately assign real probabilities to each stage. A number of other important sales metrics can also be derived from the dataset generated from guiding opportunities through a standardised opportunity process.

Opportunities Related Lists

The Objects related to Opportunities are displayed on the right hand side of the page, these are lists of the records which are linked to the Opportunity.

• Contact roles - This is the list of Contacts which are linked to the opportunity. The primary contact is the person with whom you coordinate most activity however there are various Contact Roles which can be assigned to a contact.
  • User
  • Influencer
  • Buyer
  • Initiator
  • Decider
  • Gatekeeper
  • Evaluator
  • Other
• Products - These are the products added to the opportunity which feed into the related Quote object.
• Quotes - The Quotes associated with the opportunity.
• Notes & Attachments - Any attachment you may want to add (.docx, .pdf, etc)
• Stage History - This tracks the length of time and specific stages an opportunity has been through, this enables reporting on sales velocity and sales cycle
• Partners - The partners object is rarely used but can be used to combine multiple accounts to an opportunity, for example the opportunity may be assisted by a distributor or friendly customer account.

Creating an Opportunity

Records can be created in many ways in Salesforce but the best place to start from is from a Contact record view.

1. Click the Create New Opportunity button from the top right
2. A modal screen will popup, with fields to populate.

• Opportunity Name - This has been populated for you, it is not recommended this is changed.
• Primary Campaign Source - Add the campaign source from which this opportunity initiated the opportunity (buying process)
• Opportunity Currency - The currency, relating to the contacts location.

3. Click save
4. You may want to enter the opportunity record now and complete more fields.

Moving an Opportunity through the Opportunity Process

To view the Opportunity Process Business Process please CLICK HERE, this article demonstrates software instructions only.

Using the Path buttons across the top of an opportunity record you can move the opportunity through the different stages. For each stage the will be Key Fields which are the fields necessary to be completed before you can move the opportunity to the next stage, relating to the criteria outlines in the opportunity process for this stage. Next to the Key Fields is the Guidance for Success which are a description of and instructions for the opportunity stage.

An opportunity can easily be moved between stages by clicking on the opportunity stage of your choice and then using the Mark as Current Stage button to confirm.