Improve Your Sales Processes with mySAP CRM Opportunity Management

  • by Anupam Gupta, EPM Practice Manager, The Principal Consulting
  • November 15, 2005
You can use mySAP CRM Enterprise Sales to better manage your sales processes. Learn about its opportunity management capabilities and the typical requirements necessary to implement the module.
Key Concept
Opportunity management is a key functional area of mySAP CRM Enterprise Sales that allows you to organize your sales processes from the initial sales lead to the close of the sale. It can help you keep your sales team on track by giving it a sales process and access to important sales-related information. You can also use opportunity management to identify key decision makers. Members of your sales force who travel frequently can stay in touch with defined opportunity management through the use of Field Sales (formerly called Mobile Sales).

Poor sales management systems and the lack of a well-defined sales process lose a large proportion of sales. In an effective sales process, it is critical to identify and connect with the key decision makers at the right time. It is equally important to evaluate prospective sales deals and allocate appropriate resources (time, people, or money) according to the cost justification.

Most companies use software to capture all the information regarding a potential sale and to support opportunity management, a process that links the different steps in a sales cycle. This is especially true for organizations with sales cycles that run over long periods of time and include large sales teams.

mySAP CRM Enterprise Sales provides a full set of opportunity management capabilities. I'll outline those capabilities, share insights into some of them, and discuss what to expect during the implementation of a typical opportunity management project. The system requirements for this solution depend on which mySAP CRM modules you have on your system. The scenario described in this article uses mySAP CRM 4.0, SAP Business Information Warehouse (BW) 3.10, and SAP NetWeaver Portal (formerly called SAP Enterprise Portal 6.0). In addition, for opportunity planning you should have Strategic Enterprise Management (SEM) 3.5 and BW 3.2.

Anupam Gupta

Anupam Gupta works as a practice manager at The Principal Consulting (TPC), managing its enterprise performance management (EPM) practice. He has more than 10 years of development and global consulting experience with SAP solutions in the areas of financial planning, reporting, and consolidation. He has significant experience advising clients on IT strategy and technology road maps. He is responsible for the development of EPM competencies, knowledge management assets, and TPC-developed solutions spanning a range of SAP products such as SAP NetWeaver BW, SAP BusinessObjects, SAP Business Planning and Consolidation, and SAP Strategic Enterprise Management.

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