Opportunity Management Best Practices

Opportunity Management Best Practices

As marketing hands off qualified leads to sales and they convert them, opportunities are created in CRM. Utilizing opportunity management in CRM is a great way to align your sales and marketing teams.

At the end of the day, the number of clicks, likes, or downloads you receive doesn’t matter – opportunities created, and ultimately won, do.

Both sales and marketing put in a lot of effort from the start to get to the finish line and opportunities in CRM help you analyze and report on your wins and losses.

The data that you collect in CRM will be extremely valuable and should impact your future campaigns, strategies, and tactics.

The ability to capture an opportunity stage, age, potential revenue, products or solutions, competitors, and any hold-ups or next-step stalls, means that if you capture this information, you can view it, report on it, and produce effective business outcomes as a result.

You will become smarter salespeople, marketers, and ultimately, decision-makers.

Opportunity Management in CRM allows sales to properly forecast their pipeline and adjust their goals as they go if needed.

CRM helps you see your revenue by stage, win-rate and if the number of opportunities in your entry-stage will set you up to achieve your revenue goals and important dashboards that will not only help salespeople determine if they are on target to meet their quotas but their sales managers, making 1-on-1 meetings much more efficient over time.

CRM lets you see views, reports, charts, dashboards, and other details that can be displayed by salesperson, territory, product, or service, and what sales and marketing need to do to hit their numbers for the year.

CRM lets you see views, reports, charts, dashboards, and other details that can be displayed by salesperson, territory, product, or service, and what sales and marketing need to do to hit their numbers for the year. Click To Tweet

Knowing the time remaining in a month, quarter, or fiscal year will help to keep your teams and business on pace to achieve or even go above and beyond.

Your teams will be able to access key information on average win-rates and filter them by solution, rep, or department. You can see the estimated volume, units, or the number of opportunities needed to hit your goals.

Sales knows their quotas, but they may not really know what it takes to hit their numbers based on their current pipeline and historical success data. CRM provides just this, making the process crystal clear for your sales team.

If sales is short on opportunities (also known as Gap to Goal), they can provide this data to marketing to get their help driving new campaigns and ramping them up to help sales achieve their numbers. With real-time or daily syncs with your back-office software and CRM, you will gain critical data that will turn your salespeople and marketers into superstars!

(If you’re drooling by now, we don’t blame you.) CRM is an extremely attractive business opportunity in and of itself!


In one of our newest eBooks, we share insights on how to address common sales and marketing challenges that organizations face today, explain the benefits of and differences between CRM and marketing automation, refining your communication strategy and processes, how to define your target buyer, and much more.

Download your complimentary copy today and learn all about how CRM can be used to align your sales and marketing teams.

Download the eBook

Contact Us Today

To learn more about Ledgeview’s Expertise

Related Articles

ADDITIONAL POSTS