SAP CRM Sales Opportunity Management

SAP CRM Gross sales Opportunity management has the gross sales cycle of a product or a service begins with recognizing an opportunity. A chance is a risk for a business transaction, for instance, the sale of products or services. A commerce fair activity, a gross sales promotion, or a bid invitation can develop into an opportunity.Alternative management is the process of maintaining opportunities. The aim is to generate as many orders as potential inside the framework of an optimized gross sales process. Sales processes might be monitored and evaluated extra efficiently with the use of alternative management.Opportunity management types a framework to characterize sales projects from the start and observe their progress and, in this means, gives the inspiration for focused analysis and optimization of the gross sales process.Opportunity management is advisable when:
  1. A number of sales employees are concerned
  2. Giant gross sales order values are assigned
  3. The gross sales cycle is drawn out over a protracted time frame
The method ends with a gross sales order or cancellation from the customer.The sales process within mySAP CRM can begin with an opportunity. An opportunity is a possibility for a enterprise transaction, for example, the sale of merchandise or services.Leads can be created before opportunities. Leads are generated, qualified, and maintained within the marketing area. Using Lead Administration is optional and can be utilized to optimize pre-sales activities.Opportunities serve as a central hub for the sales process, from which actions, quotations,contracts, and orders can result. A possibility can help and handle all the gross sales cycle.A structured gross sales methodology can be used to enhance the standard of sales processes.

Word: Lead Management, opportunity management, and the sales methodology are non-obligatory capabilities, whose utilization is strongly decided by your enterprise-dependent processes and the trade sector wherein you work.With SAP CRM 3.0, a new perform for producing, qualifying, and managing leads in mySAP CRM is available.Lead Management helps the automation of pre-gross sales activities and frees up assets in order that the gross sales division can concentrate on promising potential consumers and opportunities.

Lead Administration is course of-oriented and is rooted in the marketing space because lead technology is carried out or initiated here.In this manner, a lead may be generated for a specific business accomplice in a particular target group in a marketing campaign. Both prospects and sales prospects can be considered as leads.The process consists of lead era, lead qualification, and lead reporting.Lead technology means the creation of leads. A distinction is made between the inbound and outbound scenarios.Lead qualification is the method of multiple lead maintenance, during which time the extent of enterprise partner curiosity must be decided and increased. Strategic reporting features within the Business Data Warehouse for Lead Management allow you to measure the lead’s success.

A chance runs through a sales cycle, which is characterized by numerous phases. The interval of a gross sales cycle is set by the start and end date of an opportunity. A phase is a bit of the gross sales cycle (for instance, identification, qualification) through which certain activities are carried out.Sales cycles and their phases might be defined in Customizing in protecting with enterprise-dependent requests (for example, a sales cycle for brand new buyer transactions).An opportunity describes the interested occasion, their product and service requirements, their budget,the potential turnover, and an estimated sales probability. This information becomes concrete throughout the course of the sales cycle and will be mapped and evaluated within the system. . From this, the following sales information might be saved in a chance:
  1. Companion information
  2. Gross sales cycle information (for example, start and finish dates, status purpose)
  3. Forecast data (expected turnover, gross sales likelihood in p.c per phase)
  4. Information about the classification of the chance (origin, precedence)
  5. Texts (for your own usage or for correspondence with enterprise companions)
  6. Organizational knowledge
  7. Products
  8. Attachments (for example, product shows)
Opportunity dealing with throughout the Folks-Centric UI is based on the everyday sample-based mostly strategy that is used in mySAP CRM.The orientation area with the search and consequence checklist is within the higher part of the screen.In the lower a part of the screen, you may show data for the selected opportunity. Tab pages let you navigate simply through the information you require.


The identical interface is used for all CRM business transactions within the SAP GUI (for example, leads, activities, alternatives, service and sales transactions, or contracts). These are always shown within the same format. You can solely change the one fields, depending on the transaction type you are processing.Transaction processing may be known as up via numerous menu options (similar to advertising, activities, sales, service, and complaints).The locator space is available for looking alternatives by utilizing totally different attributes.In the workspace space, you probably can keep header and item level information.You ought to utilize the Increase and Compress buttons to resolve which information areas ought to be displayed on the display (header or merchandise degree).Tab pages on header and item level assist you to easily navigate to the data you require.


The quality of the gross sales course of has a major influence on its success. A structured sales methodology lets you monitor sales initiatives optimally, due to this fact improving the quality of the sales course of dramatically.As of SAP CRM 3.zero, you'll give you the option to map and implement a sales methodology that is geared towards enterprise-particular sales processes within opportunity management. Workers are led by means of an optimum gross sales process, from recognizing a gross sales chance to closing a deal.The sales methodology is made up of:
  1. Gross sales assistant
  2. Undertaking goals
  3. Buying middle
  4. Competitor evaluation
  5. Opportunity evaluation
  6. Opportunity plan
As of release 4.0, gross sales methodology capabilities are additionally available in CRM Mobile. The gross sales assistant supplies gross sales personnel with a guidelines of duties and business activities to be carried out for each part of the opportunity.The gross sales assistant could be tailor-made to fit your company’s particular gross sales process.Gross sales employees can show prompt activities and tasks for each part and incorporate them into their personal exercise plan for every gross sales project. Workers may enhance the exercise plan with private actions at any time.The exercise plan is carefully linked to mySAP CRM exercise administration, enabling you to branch instantly from the activity plan to corresponding and observe-up activities.In the exercise plan, you probably can assign particular person processing activities to different employees within your organization.

For each exercise, the sales worker can name up hints and background data primarily based on confirmed sales practices.In the context of the sales assistant, actions are used to course of observe-up transactions.To sell efficiently, your first must establish the client and all folks involved in the gross sales course of on the client side.The buying center supports these requirements by:
  1. Figuring out people involved in the determination-making course of and the extent of their influence.
  2. Graphically presenting the interrelationship between folks involved in the sales process.
  3. Recording descriptive attributes for each particular person (for instance, perspective towards our resolution or private arguments for using it).
With the data saved inside a shopping for heart, you'll be able to map and clarify not solely the formal enterprise hierarchy, but additionally the casual structure. In many instances, these casual constructions are significantly vital for a chance’s success.Before priceless resources are used in a sales challenge, you want to ascertain whether or not the expected turnover and the prospect of success may be justified towards the required expenditure.The opportunity assessment is a pre-outlined questionnaire within the context of the gross sales methodology. It helps the sales employee when qualifying projects. The questionnaire is displayed within the alternative on the Assessments tab web page (it is only displayed if the questionnaire for use is assigned to the corresponding transaction type).

You can outline the next in Customizing:

  1. Questionnaire format
  2. Questions and potential answers
  3. Weighting of questions
  4. Points score per answer
The questionnaire must be assigned to the corresponding transaction type.On the premise of the weighted of questions and answers, the system determines the possibility of success,which gross sales employees can then use to help resolution making. Along with the chance of success generated by the system, gross sales employees can enter and file their own estimation.You need to use hierarchical opportunities to hyperlink associated alternatives or gross sales tasks to each other. This allows you to:
  1. Divide a sales undertaking into several subprojects
  2. Bundle opportunities that belong together
  3. Structure gross sales projects that include several subprojects
  4. Two forms of links are doable:
  5. A grasp opportunity is linked to a sub-alternative at header level.
  6. An item from a grasp alternative is linked to a sub-opportunity.
You may later show references and department to the referenced opportunity in each the sub- and master opportunity.This performance is on the market in both CRM Enterprise and CRM Mobile.On the Merchandise tab, you can create a brand new sub-opportunity linked to a selected merchandise within the grasp opportunity.
At header stage, you have to use the Relationships tab to create a model new relationship between opportunities. The alternatives that should be linked must already exist.So as to keep hierarchical alternatives, you want to assign object relationship profiles on transaction type and merchandise category degree in Customizing.Opportunity planning enables detailed planning of necessary sales figures, significantly for long running projects.Alternative planning lets you analyze cumulated planning figures, offering an necessary base for sales and production planning.
Planning figures can be stored straight within the opportunity, facilitating detailed sales revenue planning for the coming weeks, months, quarters, or years.Planning figures may be created for the whole opportunity (for instance, gross sales revenue, market share, sales amount) in addition to for particular person merchandise (for example, sales revenue, number of items).

Planning relies on mySAP Strategic Enterprise Planning (SEM) and is absolutely built-in with mySAP Enterprise Intelligence (mySAP BI).You make settings in Customizing for the SEM system to outline how planning is structured, and which guidelines ought to be used. This means you define the planning profile in the SEM system.You then assign this planning profile to the respective transaction kind in Customizing for CRM, and make settings for system communication.Alternative planning is obtainable in both CRM Enterprise and CRM Mobile. Opportunities will be linked with a Mission Management system with a function to:
  1. Improve undertaking qualification in gross sales initiatives
  2. Enhance planning and structuring of sales projects through which a lot of gross sales employees are involved
  3. Gross sales projects will be built-in with Venture Administration:
  4. At header degree
  5. At merchandise degree (for instance, when individual Challenge Management is required for promoting every item)
In order to have the flexibility to work with the mission system, you will require the cProjects Suite 3.00 as an add-on to your CRM system. In the event you additionally want to work with resource planning in the undertaking system,you will require WFM Core 1.00 as an add-on to your CRM system.You'll find a way to solely link opportunities with the venture system in CRM Enterprise. Relationships created in CRM Enterprise are due to this fact not displayed in CRM Mobile.

Two-way information exchange between CRM Enterprise and CRM Cellular is supported. Customizing settings for alternatives in CRM (for example, sales cycles, phases) could be transferred to CRM Cell Sales.Information change of alternatives from SAP CRM to SAP R/3 is just not doable, as this transaction type just isn't available in SAP R/3.Opportunity-specific system settings might be structured into three sections:
Sales cycle and phases On this section, enterprise-particular sales cycles and phases are defined. Phases are assigned to the sales cycles. A sales cycle is assigned to the required transaction type.Classifications : On this part, various opportunity groups, priorities, and types of origin are defined. The saved priorities and origins are then supplied for choice within the enter assist in the document. The opportunity group assigned to the transaction sort is automatically set in the utility while you create a corresponding opportunity.


Status settings:You can management user-defined standing profiles as nicely as standing causes in this section.Moreover if you wish to use hierarchical alternatives, you should set up both Copying Control for Alternative Merchandise to Alternative and Object Relationship Profiles.Do you could have to continue to use the sales methodology, you must perform extra settings, such as Outline and Assign Assessment Questionnaires and Set Up Gross sales Assistant Actions Utilizing Actions.It is suggested that you just access the mandatory customizing settings utilizing the SAP Resolution Manager. Alternatively, you can perform your settings through the use of the Implementation Information (IMG).In most cases, transactions have two levels:
  1. Header degree
  2. Merchandise degree
For each of those levels, a control size is required, with which the business context for the applicable transaction/merchandise might be mapped.The Customizing object of the transaction sort is used for this at transaction level.The merchandise level is managed in Customizing through the merchandise category.The transaction sort defines the traits and attributes for a chance and determines the control attributes (for example, textual content determination procedure, companion determination procedure,standing profile, organizational knowledge profile, motion profile, number vary task).You arrange the corresponding transaction types and item sorts for opportunity administration in Customizing activities underneath Transactions. The customizing settings you could make listed beneath are legitimate for all transaction varieties, akin to gross sales order, quotations or contracts.The relevant settings happen in three steps:
  1. Transaction sorts are stored and the suitable management elements are entered, reminiscent of textual content determination process, associate dedication procedure, and action profile.
  2. Potential enterprise transaction categories are assigned to a transaction type.
  3. Control elements similar to gross sales cycle, alternative group, the evaluation questionnaire, and a planning profile are stored on the Customizing header level.
Item-specific settings are essential for these who work with products in opportunities.When working with opportunities, you typically need to retailer the merchandise for which you see a selling potential. This means you need to implement one other management instrument at merchandise stage much like the transaction sort at header level for transactions.The merchandise category defines the characteristics and attributes of a transaction merchandise and, in doing so, controls merchandise processing.First you assign an item object type to the merchandise category. This determines the enterprise context in which an item category is used. At this level, further basic assignments (comparable to textual content dedication process, partner dedication procedure, quantity ranges) are controlled for such items.In step two you assign the possible enterprise transaction classes to an merchandise category. This defines the enterprise utilization and value of such items is defined. Examples of business transaction categories are alternative, gross sales, complaint or contract.Relying on the chosen enterprise transaction category, numerous areas and fields can be found for maintenance at merchandise customizing level. For example, when working with merchandise classes which can be only used for alternatives, solely the block of pricing-related knowledge is obtainable, as a consequence of such gadgets are not related for billing.

Within transactions at item level, the suitable merchandise class should be routinely determined by the system when entering a product. For this to work, that you must make settings for merchandise class determination.The main influencing factors throughout dedication are the transaction kind and the merchandise class group. The item class group is a area saved in the product master. In the event you retailer an opportunity for a product with the item category group NORM (gross sales merchandise), the system routinely determines the related merchandise category.In particular circumstances, the merchandise class usage or the merchandise category of the upper-level item can nonetheless be relevant.You may outline which various item categories might be entered manually, and which merchandise class is recommended by the system. Merchandise categories and merchandise class determination are related for all CRM transactions. You make the necessary settings in Customizing below Transactions Æ Fundamental Settings.

SAP CRM gross sales copying management

The document move shows the hyperlinks inside a enterprise transaction. It also exhibits documents which may be linked together in the system.When processing enterprise transactions, you can show the document circulation for a single selected transaction. This offers you an overview of the paperwork which are linked to the current transaction.This lets you see, for instance, to which transactions a specific commonplace order relates.A typical document circulate may include a process, a quotation, and a sales order. For those who were to show this doc flow by branching to it from the quotation, the duty can be a previous document,and the gross sales order can be a comply with-up document.

In copying management for transaction sorts, you can make settings to discover out which current transaction sorts could be transferred to which different transaction types. The next are some examples:
  1. Lead (LEAD) to Opportunity (OPPT)
  2. Opportunity (OPPT) to Quotation (AG)
  3. Citation (AG) to Telesales (TA)
The following examples are, nevertheless, excluded:
  1. Opportunity (OPPT) to Returns (CRMR)
  2. Citation (AG) to Complaints (CRMR)
You'll give you the option to set details of the copy course of in copying control.You could make settings in copying control for copying transaction types and their item categories. To make these settings, you should enter a supply transaction kind and a target transaction type and set the related circumstances for this combination.In addition, you can specify a duplicate procedure. Clients with specific requirements for copying management can prolong the conditions to suit their needs. It's also potential to write individual data switch procedures using BAdI strategies (Enterprise Add-In strategies).Copy procedures themselves are maintained in Customizing under Buyer Relationship Administration-Transactions-Primary Settings-Copying Control for Business Transactions-Enterprise Add-in for Copying Control.You can also use transaction SE18 (BAdI Builder) and BAdI CRM_COPY_BADI.The procedure for item categories is much like that for transaction types.

If no entry is found for copying management in this table, the merchandise category is found within the goal transaction using normal merchandise class determination.Right here, you may find a selected item category dedication that is executed during copying. The target item category is found based mostly on the merchandise category in the source transaction and the transaction type of the target transaction. Therefore, the transaction sort of the supply transaction shouldn't be relevant for merchandise class determination.Example: You use two merchandise categories (ZAG1 and ZAG2) in a single quotation. When making a observe-up transaction of type sales order, you would like to mechanically use corresponding item categories ZTA1 and ZTA2.The system creates a replica of the at the moment referred to as-up transaction and shows it for processing. When saving the copied transaction, the doc stream isn't updated; that's, the copied transaction has no connection to the reference document.Choose this process when no reference is to be created between the source and target transactions.The source transaction is used as the info template for the target transaction.

Follow-up Transaction

The system copies the information from the present transaction and the goal transaction is displayed. If there are items out there in the transaction (for instance, in a gross sales transaction or a service transaction), you may select which gadgets ought to be transferred from the supply transaction to the goal transaction. The document circulation is then up to date; that is, the link between the transactions is documented. You'll have the option to create a sales order on the topic of a citation, for example. On this method,you probably can recognize the link between both transactions and any doable differences between them after the quotation has been completed.You can too create a observe-up transaction on the topic of a variety of transaction documents.Here, the header information is transferred from the first transaction, and the merchandise information from all transactions is collected and transferred to the Item Selection tab page. To do that, use the locator.

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