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Work the Opportunity Pipeline

An opportunity is a potential deal against an account — a specific piece of business you are trying to win, carrying an estimated value, a win probability (0–100%) and an expected close date. The pipeline is the ordered set of stages a deal moves through as it firms up; the board shows each stage as a column so you can see the whole funnel at a glance. This guide opens deals, advances them, reads the board, and closes them Won or Lost.

Who / when: the business-development officer (the account manager) opens an opportunity whenever a real chance of business appears against an account, then advances and ultimately closes it as the deal progresses. The pipeline is the day-to-day worklist of the sales side.

We will follow Bisi the business-development officer, pursuing a screening-services deal with a corporate account.

Open an opportunity

Section titled “Open an opportunity”
  1. Business-development officer — open PRM → Opportunities and press “New Opportunity”.
  2. Business-development officer — pick the Account the deal belongs to (the account picker), give the opportunity a Name, and set the Estimated Value (in major units, e.g. 5000.00), the Probability (%) and an Expected Close date.
  3. Business-development officer — optionally assign an Owner, then press “Create”. The deal opens in the Prospecting stage by default.

Move a deal through the stages

Section titled “Move a deal through the stages”

The open stages run in this funnel order:

  • Prospecting — early interest; you are still establishing fit.
  • Qualification — confirmed there is a real need, budget and authority.
  • Proposal — you have put a concrete offer in front of them.
  • Negotiation — working out terms to close.
  1. Business-development officer — on the opportunity’s row, use the “Move…” picker to advance it to the next open stage (you can move forward or back between any of the four open stages).
  2. Business-development officer — use “Edit” to keep the Estimated Value, Probability and Expected Close current as the deal evolves. The probability is what powers the weighted forecast (below).

Read the pipeline board

Section titled “Read the pipeline board”
  1. Business-development officer — open PRM → Pipeline (the module home). Across the top, live readouts show Open Deals, Open Value (the sum of open estimates), Weighted Value (the probability-adjusted forecast — each open deal’s value × its probability, summed), and the Won and Lost tallies.
  2. Business-development officer — below, the Pipeline Board lays the open stages out as columns, each listing its deals with value and probability, and footing the column’s total value. Whether Won and Lost appear as their own columns is a settings toggle.

Close a deal Won or Lost

Section titled “Close a deal Won or Lost”
  1. Business-development officer — on the opportunity’s row, press “Close”.
  2. Business-development officer — choose the Outcome:
    • Won — the deal is closed-won. Veona stamps it Won, timestamps it, and sets its probability to 100%.
    • Lost — the deal is closed-lost. A Lost Reason is required — you cannot close as Lost without saying why. Veona stamps it Lost, timestamps it, sets probability to 0% and stores the reason.
  3. Business-development officer — press “Close Won” / “Close Lost”.

What happens next

Section titled “What happens next”

A closed deal is final: it leaves the open columns, flows into the Won or Lost tallies on the board, and cannot be reopened or moved (re-opening is not supported). Closing records the outcome and nothing more.

Follow the trail

Section titled “Follow the trail”