Opportunity
Management System
(OMS)
Maryam Bakht
ECE dep.
University of Tehran
Agenda
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Sales Management
Sales cycle management
– Lead Management
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Opportunity
Opportunity management
OMS
SAP OM
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Sales management
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Planning
Strategic planning
 Sales planning
 Marketing planning
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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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Sales Cycle management
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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 :
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Sending information material
customer visits
product presentations
quotations and contractual negotiations
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Sales Cycle management
(cont.)
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Sales pipeline continually done
Sales cycle steps :
replenish the source of prospective customers
 qualify prospects to determine their eligibility
as customers
 study the needs of each prospect and
propose solutions to prospects problems

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Sales Cycle management
(cont.)
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Lead Management
A component that does the pre-sales process
and is a link between marketing and sales
Functionalities :
 Capture of Lead information like:
Lead source, Area of Interest, Contact details,

Capture details of all prospects interaction
at the lead stage like:
Phone calls, Email, Meetings, etc
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Lead Management (cont.)
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Lead Qualification based on some predetermined rules
processing leads and making sure they
are passed to the right people
(Territory Management)
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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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Opportunity Management System
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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 System

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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Opportunity Management System
The idea is to Close the sale as
soon as the opportunity has been
identified
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OMS functionalities
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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
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(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.)
provides reports about:
– Opportunity Pipeline
– Expected sales volume (by date, phase,
sales rep., region, etc.)
– Win/Loss-Ratio (by status reason, sales
rep., region, etc)
– Forecast Reliability (probability, closing
date)
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SAP CRM solution
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SAP OM Processes
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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 SAP Business Warehouse
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(SAP BW).
SAP OM Processes (cont.)
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Sales Team
Allows for flexible definition and extension of
sales teams, which should drive the opportunity
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Competitors
Employees can track competitor information, and
easily analyze the competitor involvement in
other opportunities within the company.
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Product Notes
Maintains additional information of the
proposed product to the customer
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SAP OM Processes (cont.)
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Individual Sales
Defines and adapts customer specific sales
cycles and phases for a sales cycle
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Automatic Partner Determination
Finds and enters the partners involved in a
transaction automatically. Allows the user to
manually one or more partners, and enters the
others automatically through partner
determination.
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SAP OM Processes (cont.)
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Automatic Organizational Data
Determination
Determines responsible organizational units
automatically according to predefined rules.
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Pricing
Determines and calculates prices, taxes and
discounts.
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SAP OM Processes (cont.)
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Follow-Up Documents
Generates follow up documents and leads to
next step in document flow processing, e.g.,
from activity to opportunity.
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Product Configuration
Compiles a product variant from many variants.
Assigns values to the identifying characteristics
of the underlying standard product.
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SAP OM Processes (cont.)
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Expected Product Value
Provides the expected value of products that
the employee hopes to sell once the opportunity
has been won. Contains details about the
products in the opportunity as well as their
values, the net value of the opportunity and the
average value of the products.
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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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SAP OM Processes (cont.)
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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
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Project Milestones
Defines project milestones (Integration Date
Management).
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SAP OM Processes (cont.)
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Lead to Opportunity Workflow
Delivers workflow with the standard system.
Generates an opportunity automatically for the
responsible sales employee when a lead is
qualified as hot. Allows the sales employee to
accept or reject the opportunity or forward it to
a colleague.
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SAP OM Processes (cont.)
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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
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personal value proposition
SAP OM Processes (cont.)
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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.
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Competitor Analyses
Records competitive information within the
opportunity on header and on item level to help the27
sales employee define an effective counter strategy
SAP OM Processes (cont.)
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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.

Project Goals Definition
Records both the customers’ goals and the user’s
goals in predefined formulas, which all employees
involved in the sales process can access.
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SAP OM Processes (cont.)
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Sales Project Management
Carries out professional project and resource
management for a sales project via cProject, a new
application in CRM, by creating and structuring
projects in phases. Integrates opportunities with a
project to optimize the structure of sales projects
and to assure effective project management.
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Opportunity Hierarchies
Enables opportunity hierarchies to break down
huge opportunities into smaller, easier manageable
parts.
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SAP OM Processes (cont.)
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Document Flow
Displays interlinkages, for example, preceding
and subsequent documents for a selected
transaction in the form of a list.
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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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SAP OM Processes (cont.)
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Opportunity Pipeline Analysis
Provides an overview of the current status of the
opportunities, displays how many opportunities are
in which phase, and what the planned closing date
is. Monitors current and planned business
development.

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 Processes (cont.)
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Expected Sales Volume Analysis
Enables sales managers to view the predicted
sales volumes that should result from
opportunities created by employees in their
sales or service organizations. Displays the
sales volumes as monthly total values.

Forecast Reliability Analysis
Provides an important basis for planning the
entire sales and future product strategies.
Reports how much of the estimated sales
volume has been won, and how reliable the
sales volume estimations have been
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SAP OM Processes (cont.)
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Opportunities Results Analysis
Lists the opportunities that have been closed or
completed within a certain time period.
Includes the status of the opportunity so that
users can see, for example, whether the
opportunity was won or stopped. Gives sales
professionals a 360-degree view into a sales
opportunity by providing complete visibility into
an opportunities history, milestones, progress,
and key decision makers.
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SAP OM activities
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