SAP Sales Cloud capability to handle a specific type of opportunity.

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September 18, 2019 – Damian Rutkowski, Senior SAP CRM Consultant

Opportunity Management is a part of Customer Relationship Management that enables you to control your sales process. An opportunity is a recognized possibility for an enterprise for the sale of products or services.

In my example, I will demonstrate how a survey in SAP Sales Cloud can be used to involve Sales Managers in the opportunity process.

The process:

Sales Representative

1

A Sales Representative is working on an opportunity where, from his point of view, support from Sales Management is required.

2

While in the opportunity, he fills out the mandatory “Qualification Survey”, ticks the “Sales Manager Support Request” checkbox, and saves the object. The “Qualification Survey” contains point-valued questions, which after calculation determine whether this opportunity qualifies for management support. The “Sales Manager Support Request” checkbox has an email workflow configured, where:

Westernacher article Customer Experience: SAP Sales Cloud capability to handle a specific type of opportunity
Westernacher article Customer Experience: SAP Sales Cloud capability to handle a specific type of opportunity

IF “checkbox” is checked AND after “save”, an email notification is sent to the manager.

Westernacher article Customer Experience: SAP Sales Cloud capability to handle a specific type of opportunity
Westernacher article Customer Experience: SAP Sales Cloud capability to handle a specific type of opportunity
Westernacher article Customer Experience: SAP Sales Cloud capability to handle a specific type of opportunity
Westernacher article Customer Experience: SAP Sales Cloud capability to handle a specific type of opportunity
Westernacher article Customer Experience: SAP Sales Cloud capability to handle a specific type of opportunity

Sales Manager

3

The Sales Manager receives an email notification: “There is an opportunity in SAP Sales Cloud that requires Sales Manager involvement.”

4

She opens SAP Sales Cloud, finds the opportunity and checks the point score of the “Qualification Survey”.

5

If the point score is satisfactory, she assigns herself to “Involved Parties” as a Sales Manager, which indicates that she will be involved in this opportunity.

Westernacher article Customer Experience: SAP Sales Cloud capability to handle a specific type of opportunity
Westernacher article Customer Experience: SAP Sales Cloud capability to handle a specific type of opportunity

To get in touch for a more detailed discussion on the topic, please reach out to our Customer Experience Team and we will be happy to help you get started.