Opportunity Management

An Opportunity in economic terms refers to a potential business deal that can generate commercial profits. In ShareCRM, the Opportunity module not only helps enterprises manage key sales funnel (Sales Pipelines) metrics like sales teams, products, forecasted amounts, expected closing dates, and win probabilities, but also supports the entire Opportunity lifecycle—from lead conversion and Opportunity creation to follow-up, closure, and Sales Order generation—covering pre-sales, sales, and post-sales processes.

Opportunity Creation and Identification

Prevent duplicate Opportunities and improve sales resource efficiency by setting up deduplication rules in the Opportunity backend object management before creating new Opportunities.

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Rule Logic Explanation:
- Deduplication Logic: Consistent with PaaS platform standards for new, imported, or deduplicated records.
- Deduplication Rules:

Opportunity Approval Workflow:
Configure approval processes for Opportunity creation in the backend.

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Approval Workflow: Uses PaaS platform’s unified approval capabilities.

Opportunity Pipeline Management

A highly configurable sales pipeline to standardize processes, embed best practices, and increase win rates.

Pipeline Creation and Configuration:

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Opportunity Stage Configuration

Configuration Notes:
1. Stage Types:
- Active: Ongoing stages in the pipeline (non-final).
- Closed (Won/Lost/Invalid): Terminal stages.
2. Validation:
- Stages with existing Opportunity data cannot be deleted.
- Active stages must precede closed stages.

Pipeline Setup:
- Navigation: Admin > Process Management > Pipeline Management.
- Key Fields:
- Pipeline Name: Maps to the “Sales Pipeline” field in Opportunities.
- Object/Field: Defaults to “Opportunity 2.0” with “Opportunity Stage” as the immutable field.

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Stage-Specific Settings:
- Active Stages:
- Duration Limits: Set max time per stage with timeout alerts.
- Approvals: Trigger workflows upon stage completion.
- Skipping: Configure if stages can be bypassed.
- Entry/Completion Conditions: Define prerequisites (e.g., decision-maker details).

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• Closed Stages:

  • Bypass Rules: Skip validation for Deal Lost/Invalid stages.

  • Actions: Require reasons for lost/invalid statuses.

Task Configuration:
- Edit Objects: Update Opportunity-related fields.
- Create Associated Objects: Generate linked records (e.g., Quotations).
- Batch Edit Sub-objects: Modify Sub-objects (e.g., line items).

Opportunity Stage Analysis

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Key Metrics:
- Total Opportunities/Amount: Count and forecasted value (Amount × Win Rate).
- Avg. Stage Duration: Format: “X days, Y hours”.
- Churn/Churn Rate: Lost/Invalid Opportunities vs. total.
- Sales Cycle: Avg. time from creation to close for won deals.
- Avg. Deal Size: Won Opportunity value average.
- Conversion Rate: (Stage Opportunities / Initial Stage Opportunities) × 100%.

Configuration:
Add the “Opportunity 2.0 Stage Conversion Analysis” Chart to the CRM homepage via preset modules.

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Chart placement in CRM Homepage Configuration

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Select “New Opportunity Insights” > “Opportunity 2.0 Stage Conversion Analysis”

Opportunity Capacity Limits

Optimize resource allocation by capping the number of Opportunities per salesperson.

Configuration:

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Rule Logic:
- Capacity Definition: Set conditions (e.g., “Active” status) for qualifying Opportunities.
- Employee/Group Limits: Assign caps per individual, Dept., or team. Variables (numeric fields) can dynamically adjust limits.

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New Capacity Rule Setup

Validation:
- Multiple rules apply the strictest limit during assignment/import.

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