Manage qualified customer needs through value, probability, decision-making process, and closing plan.
A sales opportunity is a business model where a target customer's genuine need is matched with your company's solution and a specific purchase probability.
An opportunity isn't just about the estimated cost. Need, product scope, decision-makers, budget, timing, competitors, risks, and subsequent actions must all be managed together.
Opportunity basics
Customer account and related persons
Needs and job problems
Product, service or solution scope
Expected quantity, value, and currency.
Sale possibility and closing date
Sales stage
Competitors and alternatives
Source, campaign and responsible team
Sales stages
Qualification
Needs development
Creating a solution
Offer
Negotiation
Decision
Won
Lost or postponed
Opportunity health
Access to the decision-maker
Verified budget
The reality of the purchase time
Clarity of customer needs
Technical and operational feasibility
Competitor position
Last activity and planned next step
Winning and losing
When an opportunity arises, it should be linked to offer, contract, and order records; when it is lost, the reasons should be recorded in a structured manner.
Treat the opportunity not as an optimistic sales forecast, but as a business process driven by verified customer need and measurable evidence of progress.