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Opportunity Management System (OMS)
Opportunity Management System (OMS)
Maryam Bakht
ECE dep. University of Tehran
Agenda
Sales management
Planning
Strategic planning Sales planning Marketing planning
Territory management Sales cycle management Competency creation and motivation Performance measurement
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Territory management
managing a sales area by sales representatives who are allocated there There can be different criteria to form territories:
Product/Service Customer Geographical location .
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The sales cycle of a product or service begins when a opportunity for sales is recognized The process ends with a sales order or a rejection from the customer Various sales activity such as :
Sending information material customer visits product presentations quotations and contractual negotiations
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Lead Management
A component that does the pre-sales process preand is a link between marketing and sales Functionalities : Capture of Lead information like:
Lead source, Area of Interest, Contact details,
Lead Qualification based on some prepredetermined rules processing leads and making sure they are passed to the right people (Territory Management)
Opportunity
Opportunity is a recognized sales possibility for an enterprise An opportunity described with : the customers (sales prospects). the requested products and services of the customer. the potential sales volume. an estimated sales probability.
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A system that stores sales opportunity and related information A component provides the framework for presenting sales projects from the very start, and tracking their progress.
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Opportunity Management component in CRM allows sales to actively manage the progress of opportunities through entire sales cycle, hence enabling to control the sales process :
first contact presentation quotation phase contractual negotiation
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The idea is to Close the sale as soon as the opportunity has been identified
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OMS functionalities
capable of organizing and tracking the selling process Pipeline management to track the opportunity life
sales quotation sales order contract or lost opportunity
Proposal management
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OMS functionalities
(cont.)
Opportunity assessment and qualification Milestone management for sales processes Managing the sales forecast depending on the decision, date, etc
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OMS functionalities
(cont.)
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SAP OM Processes
Opportunity Planning
Stores planning figures directly in an opportunity, enabling detailed sales revenue planning for the coming weeks, months, quarters, or, if appropriate, years. Creates planning figures for the complete opportunity. e.g., sales revenue, market share, and sales quantity, as well as for individual products, e.g., sales revenue or number of pieces. Bases opportunity planning on SAP Strategic Enterprise Planning (SAP SEM) and is fully integrated with 18 SAP Business Warehouse (SAP BW).
Sales Team
Allows for flexible definition and extension of sales teams, which should drive the opportunity
Competitors
Employees can track competitor information, and easily analyze the competitor involvement in other opportunities within the company.
Product Notes
Maintains additional information of the proposed product to the customer
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Individual Sales
Defines and adapts customer specific sales cycles and phases for a sales cycle
Pricing
Determines and calculates prices, taxes and discounts.
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FollowFollow-Up Documents
Generates follow up documents and leads to next step in document flow processing, e.g., from activity to opportunity.
Product Configuration
Compiles a product variant from many variants. Assigns values to the identifying characteristics of the underlying standard product.
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Attachments
Attaches unstructured data such as documents or graphics to a transaction, which can be exchanged between the different channels, e.g., Enterprise Sales/Field Sales.
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Competitor Products
Allows a sales employee to search for competitors products corresponding to his firm s own products in the opportunity, and can transfer these competitors products with special indicators to the opportunity. Provides an overview of the firm s own products and of all related competitors products in the opportunity for the competitor analysis
Project Milestones
Defines project milestones (Integration Date Management).
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Status and Reason Evaluates the result of an opportunity (won, lost), and, depending on the result, documents and evaluates the reasons in order to achieve a quality analysis of opportunities. Uses the reason for status of the opportunity at header or item level Buying Center Creates an extensive project organization chart by identifying all roles in the decision and each person s degree of influence, displaying the relationship network, and storing key attributes for each individual, e.g., the opinion of your solution and 26 personal value proposition
Assessment (Survey)
Helps the sales employee to qualify the opportunity via an opportunity assessment questionnaire, which identifies risks proactively. Estimates the chances of winning a sale by weighting the questions individually., Calculates the chance of success based on the answers via my SAP CRM, which helps the sales employee make his decision.
Competitor Analyses
Records competitive information within the opportunity on header and on item level to help the27 sales employee define an effective counter strategy
Sales Assistant
Leads the sales employee through a structured sales process, and supports him in planning his sales activities. Provides the sales employee with a checklist of recommended activities and tasks that he should execute in this phase.
Opportunity Hierarchies
Enables opportunity hierarchies to break down huge opportunities into smaller, easier manageable parts. 29
Document Flow
Displays interlinkages, for example, preceding and subsequent documents for a selected transaction in the form of a list.
Opportunity Plan
Combines all the key information about a sales opportunity. Can be printed and provides the sales employee with an extensive overview of the current status of the project. Serves as a basis for presentations or discussions during internal project meetings.
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Win/Loss Analysis
Analyzes the cause of a win or loss, and displays all the won and lost opportunities, as well as the exact reasons for the success or failure.
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SAP OM activities
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