Configure opportunity sales phases

Sales phases comprise the steps your organization follows to close a deal, beginning with lead creation and ending with closing an opportunity. By clearly defining each sales phase, you establish a common sales methodology for your sales representatives to follow. This leads to consistency and quality in the entire sales process chain.

Define a sales phase

By default, the system includes five default sales phases:

• SalesPhase1: Lead
• SalesPhase2: Identify opportunity
• SalesPhase3: Commit
• SalesPhase4: Lost
• SalesPhase5: Won

To edit the sales phase name or its position in the sales process:

1. From the application left navigation area, select Administration.

2. From Master Data Management, select Sales Phase.

3. Select the sales phase, then select Configuration:

   • Name—Enter a name for the sales phase.
   • Position—Enter a number to set the position of the sales phase in the process.

4. Select Save.

Add a sales phase

1. From the application left navigation area, select Administration.
2. From Master Data Management, select Sales Phase.
3. Select to add a sales phase.

Identify deals at risk

The system offers information you can use to prioritize your opportunity pipeline and determine which opportunities may be at risk. These calculated fields appear on the Opportunity Information overview page:

• Days in Sales Phase—Displays the number of days since an opportunity entered its current sales phase. Use this information to identify opportunities that have stalled (been in their current sales phase for too long). You must activate this calculated field.
• Sales Cycle (Duration) —Shows the number of days between the opportunity start date and expected closure, indicating how long it took to close a deal. Use this value to measure the velocity of deal execution.

Configure Days in Sales Phase

1. From the application left navigation area, select System Processes.
2. Select System Tasks, then select Opp_Days_in_Phase.
3. In the CRON Expression field, specify the value that will trigger a scheduled repetitive calculation of days. Zilliant recommends calculating this value once each day.
4. Set the Opportunity Update Job switch to YES.

Sales Cycle (Duration)

The Sales Cycle (Duration) field calculates the number of days from the opportunity Start Date to the opportunity Expected Closure date. The value of this field is calculated automatically.

The Start Date corresponds to the opportunity's Created Date. Users can overwrite the Start Date.