Opportunity management
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Sales pipeline management involves tracking prospects, goals, and quotas to understand which deals need attention. The document discusses objectives for managing a sales pipeline such as having enough leads and ensuring the pipeline is moving. It also discusses practices for "pipeline hygiene" like identifying outdated opportunities. The opportunity management process involves identifying, analyzing, handling, and monitoring opportunities. Key aspects are developing strategies to optimize opportunities based on importance and likelihood, and regularly evaluating methods and performance of the opportunity management process.
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【业务选择办理准则】
一、工作未确定，回国需先给父母、亲戚朋友看下文凭的情况，办理一份就读学校的毕业证【微信：A575476】文凭即可
二、回国进私企、外企、自己做生意的情况，这些单位是不查询毕业证真伪的，而且国内没有渠道去查询国外文凭的真假，也不需要提供真实教育部认证。鉴于此，办理一份毕业证【微信：A575476】即可
三、进国企，银行，事业单位，考公务员等等，这些单位是必需要提供真实教育部认证的，办理教育部认证所需资料众多且烦琐，所有材料您都必须提供原件，我们凭借丰富的经验，快捷的绿色通道帮您快速整合材料，让您少走弯路。
留信网认证的作用:
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2:同时对留学生所学专业登记给予评定
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4:这个认证书并且可以归档倒地方
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我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子 我给客户的都是第一手的代理价格，因为我想坦诚对待大家 不想跟大家在价格方面浪费时间
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[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This presentation is a curated compilation of PowerPoint diagrams and templates designed to illustrate 20 different digital transformation frameworks and models. These frameworks are based on recent industry trends and best practices, ensuring that the content remains relevant and up-to-date.
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Opportunity management
- 2. Business Function Marketing Captured Leads Marketing Qualified Leads Lead gen rep determines match Sales Qualified Leads Prospect Criteria Sales Opportunity Sales reps manages cycle Won “Closed/Won” Lead Management Marketing Delivery Opportunity Management Sales Account Management
- 3. Pipeline Hygiene Sales pipeline management is the organization and tracking of prospects, goals, and quota – as well as understanding whether certain deals need special attention. Objective & Conditions: Do I have enough prospects at each stage of the pipeline? Is my pipeline moving? Do I have enough leads at the first stage to hit my target? Do I know which deals to focus on? Is my pipeline accessible and up to date? How do we qualify leads?
- 4. Practices to manage Pipeline Hygiene : Identifying sales opportunity that doesn’t have realistic expected closed dates. Identifying sales opportunities that are duplicates. Identifying opportunities that haven’t advanced in a long time (Past due opportunities), probably dead and need to be closed out. Identifying Deals in your pipeline Identifying Stage-duration (average time spent in each stage) Impression per stage Average Cost per opportunity The percentage of leads that historically turn into opportunity (conversion rate) Average churn rate per month or quarter (If sales team work on churn) Sales velocity (time it takes to close a deal) Lead conversion rate
- 5. Opportunity Management Model: - There is an opportunity when there is a likelihood that a favorable opportunity will occur and have a positive effect on the performance of the business. Good opportunity management ensures the optimal, balanced and sustainable performance of the company.
- 6. Opportunity Management Cycle & Opportunity Management Process Opportunity Planning Opportunity Identification Opportunity Analysis Opportunity Handling Opportunity Monitoring Identify opportunities • What are the changes? • What are the potential opportunities? • What are the opportunities that can arise? • Identify the level of opportunities: Importance & Probability. Evaluate the opportunities • Evaluate opportunities according to their importance and likelihood. Analyze the opportunities • Where do the opportunities come from? • What are the causes and consequences of opportunities? • What are the uncontrollable opportunities? • DevelopAction Plans Possible actions: • Maximize opportunities of high importance and probability. • Check for opportunities that are high in importance and low probability. • Analyze opportunities of low importance and high probability. • Temporarily ignore opportunities whose importance and probability are low.
- 7. Objectives & Conditions Objectives: Ensure optimal, balanced and sustainable performance of the company Develop a comprehensive, systematic, integrated and flexible method of identifying, evaluating, analyzing and managing opportunities Develop best practices for managing opportunities Identify the best opportunities Better manage change Conditions: Opportunity management must be aligned with the company’s strategy Opportunity management must support performance management Opportunity management should focus on the same management activities as performance management, performance tools, performance conditions, management skills, stakeholder satisfaction The opportunity assessment system should focus on the most important opportunities The opportunity management process must be simple and remain simple and flexible
- 8. Practices Develop opportunity optimization strategies based on opportunity assessment levels. Reassess and regularly improve the methods for identifying, evaluating, analyzing and optimizing opportunities. Perform extreme situation simulations to measure the effectiveness of methods for optimizing opportunities. Organize refresher training managing opportunities. Develop information systems to provide all the information needed to manage opportunities. Regularly evaluate the performance of the opportunity management process. Identify correct account and create opportunity. Identifying open opportunities with past due close date & closed won opportunities without order mapping with sales team.
- 9. Thank You !