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What is Sales Opportunity Management?
Blog / For Sales Pros / Dec 20, 2016 / Posted by Nikolaus Kimla / 8734

What is Sales Opportunity Management?


What is a sales opportunity?

It is an account or contact that has now been qualified. They are now in your cycles cycle and, for the time being at least, are committed to working with you. You have been in touch with them and have talked at length, and you know their needs and requirements. It meets the old standard sales definition of an opportunity: “a deal that you have the possibility to close.”

Each sale you are working on is resting upon an opportunity. Since you’re in the business of selling, it is likely you and your sales team are following a sales process, that guides all salespeople through the sale. A sales process is also referred to opportunity pipeline management, or sales pipeline management.

What is opportunity management?

Opportunity management is management of a sale or an opportunity, performed using sales pipeline management methodology.

With pipeline management, you are provided with a sales road map that you can follow, that will precisely guide your sales efforts through the sales process. Pipeline management makes your sales pipeline visible in the real world, by providing a graphic view of your opportunities, and where they lie in each of your sales process steps. With a sales pipeline, salespeople gain a full understanding of their process—allowing them to greatly increase their sales.

Here are 3 primary benefits of utilizing opportunity management:

Optimize your sales process and pipeline workflow—make your sales process as efficient as possible, to maintain maximum sales velocity.

Improve your close rates—simply by always knowing what needs to happen next, and the exact ways to complete each step.

Focus insights and prioritize opportunities—keep sales attention on the most important opportunities.

Of course, securing control over opportunities and improving sales pipeline management can only be accomplished by carefully choosing the right CRM solution.

Pipeliner CRM

In Pipeliner CRM’s pipeline view, you can easily see all of your opportunities arranged along each stage of your sales pipeline. This view allows you and your sales force to instantly focus on your most promising opportunities, and is a constant path to achievement of sales targets and goals.

3 ways you can use Pipeliner CRM to improve your opportunity management efforts are:

Visualize Your Sales Pipeline—you can see all of your opportunities through sales process steps, which you can view in many different ways using different filter and view options.

Drag and Drop Opportunities—you can hover over any opportunity for its details, then drag and drop it to a different stage when needed.

Provide Actionable Guidance—provide proactive guidance to your sales team by attaching any type of document, image or other resource to any sales process stage to which it applies.

Proper opportunity management allows you to keep all relevant information organized and in one place.

About Author

CEO and partner of and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

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