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Opportunity
management
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Opportunity management is one of the most important
aspects of business processes. |
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Good opportunity
management keeps many stakeholders well informed and each
contributing the right effort at the right time to the
business opportunity. This maximises customer satisfaction
and agent performance and thus maximises agent bonuses and
minimises customer aggravation. |
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Good opportunity
management processes are even more important when the
sales process involves geographically or
organisationally distinct members. |
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With a sales
process involving a contact centre, a field sales force,
a channel partner or reseller, a technical support unit,
a bid writing and pricing team and a channel sales force you should
have enough fire-power to throw at important
opportunities. But you will upset everyone in the chain
unless your opportunity management processes and
practises are carefully tuned to meet everyone's needs.
That means they have to be tuned and adjusted before the
big opportunities come your way.
Technology is only a small part of the mix - most
important is understanding the role each element has to
play and getting clear understandings in place.
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