Improve Sales Force Processes with Opportunity Management and Automated Forecasting

  • by George Fratian, CRM Project Manager
  • May 15, 2006
SAPexperts/CRM
SAPexperts/Project Management
Company X wanted to improve its Opportunity Management and sales forecast processes. It had a manual sales process using Microsoft Excel and Word, which was insufficient for the company's needs. See how it customized a system based on mySAP CRM Opportunity Management for People-Centric User Interface to support its sales process.

Company X, described in my example as a midsize manufacturing company of computer-based solutions for the automotive industry, had an inefficient manual sales process. The sales representatives had to maintain their account profiles and opportunity data statically in Microsoft Word and Excel documents. Each time they significantly revised these documents, they had to email new versions to the relevant parties. It was easy to get out of sync — resulting in numerous calls based on the wrong version of a given document. Also, the static nature of these documents was not conducive to the new team-selling environment at Company X.

After evaluating several options, Company X implemented Opportunity Management with mySAP CRM 4.0 to enhance the sales force productivity. The new system would allow them to do what they do best: sell. Company X’s sales force automation (SFA) solution also employs an account profile component and several automated SAP Business Information Warehouse (BW) reports (e.g., Business Sales Plan). The solution implemented at Company X consisted of the following components:

  • mySAP CRM 4.0 (Opportunity Management and account profile employing People-Centric User Interface [People-Centric UI])
  • SAP BW 3.1 reports
  • SAP Enterprise Portal 5.0 (single sign-on [SSO] and role-based authentication)

George Fratian

George Fratian is a CRM project manager with more than 11 years of experience in the SAP arena (CRM and R/3). The past five years were dedicated to various projects implementing mySAP CRM systems in different industries such as Oil & Gas, Health Care, and High Tech. He has designed and implemented complex mySAP CRM-based solutions for Fortune 20 companies in the areas of Internet Sales and Online Sales, Sales Force Automation, Case Management, and Interaction Center WebClient.

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