Opportunity Management

What does opportunity management do in SERP?

An opportunity represents a qualified sales requirement that needs continued commercial follow-up. SERP connects this work with CRM, so users can review its operational context through the related records.

Business problem it addresses

A list of names does not show which requirements are progressing or which conversation should happen next.

Key functions

• Review opportunity records through Opportunities Inquiry.
• Use configured sales stages to describe commercial progress.
• Keep proposal and activity discussions connected to customer context.

How the workflow works

1. Qualify a lead.
2. Review the opportunity.
3. Maintain the sales stage.
4. Record follow-up.
5. Continue to a proposal or sales discussion.

Example business scenario

A prospect confirms a requirement but needs a technical review before a quotation. Sales records the opportunity stage and next activity so another team member can continue the discussion with the right context.

Controls and availability

CRM proposals and Sales quotations are separate records. Do not treat a CRM stage as proof of an approved quotation or booked revenue.

How to assess the result

Open Opportunities Inquiry and review the relevant sales stage and activity history. Identify the next commercial action and responsible colleague. When a proposal or sales document follows, inspect that record separately instead of treating the opportunity stage as evidence of posting.

Connected SERP capabilities

Read the CRM module guide for the wider process and SERP reporting for the distinction between a transaction document and an analytical report.