SmartOpportunities - Opportunity Structure

An opportunity is made up of a process containing one or more stages. Each stage, in turn, contains one or more actions. The diagram below illustrates this relationship.

• Process: A process is a description of an opportunity sales cycle (e.g., Life Insurance and Financial Planning sales process).

• Stage: A stage represents a step in the sales cycle (e.g., initial introduction, fact finding).

• Action: Each stage within a process can contain one or more actions. Stage actions are optional and are used to set guidelines for what needs to take place in each stage (e.g., send a letter, create an activity, send an invitation to an event). Stages and actions do not have to be completed. The user can skip any stage or action that becomes unnecessary and move on to the next stage or action in the sequence.

Opportunities are created from a set of processes, stages and actions that are defined in Opportunity Setup.