Opportunity Management

What is an Opportunity?

An opportunity represents a qualified sales prospect with defined revenue potential, decision timeline, and probability of closure. Opportunities move through stages from initial contact to closed won/lost.

Opportunity Lifecycle

Stage 1: Prospecting (10% probability)

• Initial contact made, basic needs identified
• Competitors unknown, budget not confirmed
• Action: Schedule discovery call, send product overview

Stage 2: Qualification (25% probability)

• BANT criteria validated (Budget, Authority, Need, Timeline)
• Decision-makers identified, competition researched
• Action: Technical demo, requirements analysis

Stage 3: Proposal (50% probability)

• Formal quote submitted, ROI analysis provided
• Stakeholder buy-in obtained
• Action: Address objections, provide references

Stage 4: Negotiation (75% probability)

• Pricing, terms, and contract details being finalized
• Legal review in progress
• Action: Discount approval, finalize MSA

Stage 5: Closed Won/Lost (100% / 0%)

• Won: Contract signed, hand off to fulfillment
• Lost: Document loss reason for future analysis

Key Opportunity Fields

• Revenue: Expected deal value (products + services)
• Close Date: Anticipated decision date
• Sales Stage: Current position in pipeline
• Probability: Auto-populated based on stage
• Weighted Revenue: Revenue × Probability (for forecasting)
• Competitors: Who else is bidding?
• Sales Team: Primary owner + support roles
• Next Step: Immediate action required

Products & Activities

Example: Enterprise Mobile Deployment

• Account: HealthCorp (2,000 employees)
• Revenue: $450,000 (mobile devices + unlimited plans)
• Products: 500× iPhone 15, 500× Unlimited 5G Plans, MDM Software
• Stage: Negotiation (75% probability → $337,500 weighted revenue)
• Close Date: March 31
• Competitors: Verizon, AT&T
• Next Step: Executive presentation to CFO on pricing