Opportunity Management: How to Track Deals That Haven't Closed Yet

Say you have a lead that's demonstrated a very real interest in your product. Theyneed您提供的产品类型，有预算为其付款，希望以合理的时间表购买，并有权为其公司做出这些决定。raybet电子竞技

At that point, that lead is no longer a lead — they've become an机会。Now, the efficacy of your sales process is put to the test. It's a real "put up or shut up" moment for how you handle your sales efforts.

But let's say you have no overarching structure, milestones, or reference points for converting that opportunity to a customer? And what happens if you have multiple opportunities to keep track of? Would you be putting yourself in the best position to handle those kinds of situations?

如果真是这样，您将出售自己，您的业务和销售流程，这都是因为您不练习合理的机会管理。

Effective sales opportunity management can be a significant, multifaceted asset to your business. For one, it allows you to better understand your potential customers and prioritize your interactions with them based on their business potential.

它还可以帮助您根据他们所展示的兴趣以及与您公司的关系的阶段来确定与他们联系的最佳方法。raybet电子竞技最后，它可以帮助揭示销售流程中的缺陷，从而使您能够始终如一地改善与潜在客户的互动方式。

考虑到机会管理能够为您的业务做多少合理的机会，重要的是要对如何正确做到一些概念。在这里，我将提供一些从哪里开始的看法。

How to Start Opportunity Management

1.建立您的管道。

The basis of all sales opportunity management is a well-defined, functional sales pipeline. But determining what yours will look like can be a tough process to navigate. There's no be-all-end-all model that's going to work for every business by default.

在许多情况下，管道的有效性是通过您保持整齐分区且易于观察的能力来衡量的。有某些可用的资源可以确保情况 - 即reybet雷竞技下载，CRM。

许多CRM都有专门用于管道构建和维护的工具，使您可以设置自己的阶段，以作为交易的成熟和可行性的参考点。

这是一个非常基本的管道组合在一起的示例Hubspot的CRM：

图像源

您的阶段很可能与示例中的阶段不同。管道通常包括阶段Appointment Scheduled, Qualified to Buy, Presentation Scheduled, Decision-Maker bought in, Contract Sent, Closed Won,andClosed Lost.

设计管道的最终游戏是为您的交易跟踪路线图。没有它，您的机会管理将无法尽可能有效。

To learn more about sales pipelines, check out thiscomprehensive guide。

2. Do your homework on your opportunities.

您的潜在客户并不适合完全相同的模具。了解每个人的习惯和业务潜力的性质对于有效的机会管理至关重要。

联系人将以不同的速度做出反应，有不同的预算，并具有不同级别的决策权。这些因素（除其他因素）将为您对个人交易的生存能力的概念提供信息。他们还可以帮助您将潜在的美元价值归功于您跟踪的交易。

这里的重点是研究对于机会管理的成功至关重要。它使您可以优先考虑更有利可图，可行的交易，并能够更好地理解和与联系人进行互动。

3.维护和跟踪opportunit接触ies.

Always keep a pulse on your opportunities' interest in doing business with you. That means remaining in consistent contact with them. Follow up any inquiries they might have quickly and professionally. Touch base with them at every stage of the sales process.

By defining your pipeline, you're establishing that what it takes to move from stage to stage isn't arbitrary. There are concrete actions that indicate where an opportunity stands in the context of your pipeline. Unless you remain in contact with them, you can't know if they're ready to make those moves.

一旦进行这些交互也很重要。许多CRM包括记录公司与您的机会之间reybet雷竞技下载的任何通信的资源。raybet电子竞技诸如自动销售活动日志，共享收件箱和电子邮件跟踪之类的功能使该过程成为可能。

4. Maintain a holistic view of your sales pipeline to identify room for improvement.

One perk of constructing a sales pipeline model in a CRM is being able to identify where you're losing opportunities. That kind of perspective allows you to scope out holes in your sales process that need to be addressed.

销售量机会management is about more than tracking individual deals. It can demonstrate a lot about your sales efforts on an organizational level.

例如，您可能会发现自己在捐赠演讲和从决策者那里获得买入之间失去了不成比例的业务。如果是这种情况，您将知道您必须解决销售代表的演讲方式。这可能意味着重新评估他们的培训，重组示范或改造您的演示材料。

执行良好的机会管理对于维持成功的销售流程至关重要。您必须能够在他们关闭之前跟踪和理解交易，以了解如何最好地接近它们。

如果有什么东西可以从本文中删除，就是这样 - CRMS使销售机会管理流程变得更加容易。许多人将允许您建立自己的管道，以保留自己的机会，他们作为客户的潜力以及赢得业务的最佳和最合适的方式。