An opportunity in Annata 365 Sales represents a potential sale and can be tracked through a sales process to completion. Estimating the value and closing dates of opportunities provides a sales pipeline forecast.
Annata 365 Sales includes a predefined sales process with several steps, allowing opportunities that come from qualified leads and manually created opportunities to follow the same, defined process. You can choose to use this process, extend it or configure your own using business process flows.
When following up on an opportunity with a customer, multiple internal and external activities (such as tasks, phone calls and emails) can take place and they can all be associated with the opportunity. This allows for a single view of all engagements related to the opportunity and visibility of how it is progressing.
Monitoring opportunities in the sales pipeline can easily be done using dashboards in Annata 365 Sales. They also allow users at different levels in the organization to break the sales pipeline down by:
- Responsible business, facility or operations (such as by dealer)
- Type of interest (new, or used)
Create an opportunity from the Opportunities list
- In the Sales area of the site map, select Opportunities.
- If you have qualified a lead to an opportunity, open the opportunity from the list (see Capture, qualify and convert leads for qualifying leads).
To create a new opportunity, on the command bar, select + New.
- In the opportunity form, make sure that your potential customer's important details are captured as well as basic data. If you have qualified a lead to an opportunity, most of the fields will be automatically populated from the lead record.
- Est. Close Date: An estimated date by which the opportunity is expected to close
- Est. Revenue: The estimated value of the potential sale which is the opportunity. This will be automatically calculated and updated when you create deals under the opportunity.
- Est. Revenue Accessories: The estimated value of accessories included in the potential sale.
- Est. Trade-in Value: The estimated value of a trade-in device the customer plans to offer as part of payment.
- Status: The status the opportunity is in.
- Owner: Indicates the owner of the opportunity. By default, this will be the user that creates the opportunity, but you can assign the opportunity to another user or a team.
- Topic: A descriptive text which identifies what the opportunity is to make it easily identifiable from a list of other opportunities.
- Currency: This is the currency the amounts in the opportunity are calculated in.
- In the Branding section, add information about the type of device the customer is interested in:
- Interest: Indicates how the customer plans to pay for the device.
- Brand, Class, Model, Model Code, and Variant: Specifies the type of vehicle the customer is interested in. In the early stages of the opportunity, you may not know this in full detail, but may provide more details as you understand the customer's interest better.
- Once you know the specific device to be sold to the customer, you can provide details in the Device specifics section:
- Device: The device reserved for or to be sold to the customer.
- Scheduled Delivery Date: The day you plan to deliver the device to the customer.
- In the Assignment section, specify which part of your organization should be responsible for the opportunity:
- Business: May indicate the responsible dealer or dealer group in your network. Can also be an importer, national sales company or other business entities that are responsible for the opportunity at a given time.
- Business Facility: The physical location of the business.
- Business Operation: The specific operation responsible for the opportunity, for example, new device sales or pre-owned sales.
- Save the record. This enables other sections on the opportunity form.
Now you are ready to manage the opportunity and move it through the sales process.
Track the opportunity through the sales process
Follow the process bar at the top of the opportunity to move it to the next stage in the sales process. The stages help you track how far each opportunity has progressed, may indicate or require fields to be filled in and signal where in the sales pipeline your opportunities are.
Stages in the sales process are in the following order:
- Qualify: This stage will show if you start the sales process with a lead that will then be qualified to an opportunity.
- Interest: This is the first stage of an opportunity and indicates that there is qualified interest from a real prospect or existing customer.
- Quotation: Once you start discussing pricing or build an offer for a customer, move the opportunity into this stage.
- Contract: Use this stage to signal that the customer has approved an offer and contracts are being prepared and signed.
- Delivery: Delivering the device is the final stage of the sale.
Once you have successfully completed the sale and delivered the product, choose Close as Won.
However, if the customer decides not to go ahead with the purchase, you can close the opportunity as canceled or lost by selecting Close as Lost.
Note: Depending on the needs of your organization, you may choose to use the sales process as is, extend it or configure your own sales process. For further information, see Business process flows overview in the Microsoft Dynamics 365 Customization Guide.
Add engagements and activities to the opportunity
While following up with the customer and progressing the opportunity through the sales pipeline, the following engagements and activities may take place:
Microsoft Dynamics 365 Sales user guide: Create or edit opportunities (Dynamics 365 Sales) | Microsoft Docs