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Create or edit an opportunity (Sales and Sales Hub)

  • 8 minutes to read
  • Contributors
    • shubhadaj
    • Saurabh Kudesia
    • NLAllison

Applies to Dynamics 365 (online), version 9.x

An opportunity is a lead who is now almost ready to buy—in other words, a deal that you're ready to win.

At this point in the sales process, you're most likely in either the Develop or Propose stage. More information: Nurture sales from lead to order

Create an opportunity (Sales Hub app)

If you're following the sales process from start to finish, you qualify a lead to turn it into an opportunity. More information: Qualify a lead and convert it to an opportunity

  1. Select the site map Site Map icon, and then select Opportunities.

  2. If you've qualified a lead to an opportunity, open the opportunity from the list.

    or

    To create a new opportunity, on the command bar, select + New.

  3. In the opportunity form, make sure that your potential customer's important details are captured. If you've qualified a lead to an opportunity, most of the fields will be automatically populated from the lead record.

    • Topic: What the customer is interested in that created the opportunity, such as specific product details.

    • Contact: The contact associated with this opportunity.

    • Account: The account associated with this opportunity.

    • Currency: Choose the currency for the opportunity. This is the currency the opportunity amount is calculated in.

      Note

      Your base record and all its line items must use the same currency. For example, if your opportunity has the currency set to U.S Dollars, you must use the same currency for the price list items that you add to the opportunity. You can’t change the currency of the base record (in this case, an opportunity), unless you remove all the list items associated with the record. Similarly, all the records created from an opportunity, such as a quote, order or invoice must use the same currency as the opportunity.

    • Purchase Timeframe: The timeframe by when the account or contact is likely to make the purchase.

    • Budget Amount: Enter a value to indicate the lead's potential available budget.

    • Purchase Process: Whether the purchase process involves an individual or a committee.

    • Est. Close Date: An estimated date by which the opportunity is expected to close.

    • Est. Revenue: A field calculated for opportunities that have products added to them. Estimated revenue is calculated based on base price, volume discounts, manual discounts, taxes, and other pricing modifications. When opportunities are saved, Dynamics 365 for Sales recalculates the estimated revenue based on any changes to the products or product quantities associated with the opportunity.

  4. Select Save to enable other sections on the form.

  5. In the Stakeholders section, select the More Commands button More Commands button, and then select + New Connection to add a contact as a stakeholder. A stakeholder is a key contact at the account who will be involved in decision-making.

    In the Lookup Records dialog box, enter a name or select the Lookup icon to choose from a list of suggestions. When you have entered the name you want, select Add. To create a new contact, select + New. By default, the contact you add is assigned the Stakeholder role. Select the role corresponding to the contact to select a different role such as Decision Maker or Technical Buyer.

  6. In the Sales Team section, select the More Commands button More Commands button, and then select + New Connection to add a member of the sales team (from your organization).

  7. In the Competitors section, select Add Existing Competitor to add a competitor who's competing with your organization for this opportunity.

  8. To save your changes, on the command bar, select Save.

  9. Add products to your opportunity. More information: Add products to an opportunity

  10. Follow the process bar to move the opportunity to the next stage. In the Develop stage, enter data for the following fields:

    • Customer Need: Enter what interests the customer, such as specific product requirements.

    • Proposed Solution: Enter the plan for what your organization can offer the account, such as product details.

    • Identify Stakeholders: Select mark complete to indicate that you've included information about who will be involved in pursuing the opportunity.

    • Identify Competitors: Select mark complete to indicate that you've included information about competitors.

  11. In the Propose stage, select mark complete to display a check mark next to each of the following steps that you've completed:

    • Identify Sales Team

    • Develop Proposal (This optional step indicates that you've included notes about how the account will be approached.)

    • Complete Internal Review

    • Present Proposal

Create an opportunity (Sales app)

If you're following the sales process from start to finish, you qualify a lead to turn it into an opportunity. More information: Nurture sales from lead to order

If you want to create an opportunity without first creating a lead, do the following:

  1. Go to Sales > Opportunities.

  2. Select New.

  3. In the Summary area, enter the company and contact information for the opportunity.

  4. In the Details area of the Opportunity form, enter information about your opportunity's industry and preferred contact method.

  5. Add any notes and activities (for example, phone calls or emails) related to this opportunity. More information: Keep track of notes, tasks, calls, or email with activities

  6. In the Stakeholders section, select the Add Connection record button Add Connection record button to add a contact as a stakeholder. A stakeholder is a key contact at the account who will be involved in decision-making.

    In the Lookup box, enter a name or select the Lookup icon to choose from a list of suggestions. To create a new contact, select + New. By default, the contact you add is assigned the Stakeholder role. Select the role corresponding to the contact to select a different role such as Decision Maker or Technical Buyer.

  7. In the Sales Team section, select the Add Connection record button Add Connection record button, and then select + New Connection to add a member of the sales team (from your organization).

  8. To add competitors, in the Competitors area, select +.

  9. To add products, in the Products area, select +.

  10. To add a quote, in the Quotes area, select +. More information: Create or edit a quote

  11. Select Save in the lower-right corner of the screen.

Additional considerations

  • A way that might help you increase your sales is to add all products that your customer might need. You can add product bundles or product families to make it easier for you to choose products for upsell and cross-sell.

  • If other people in your organization are working on this sale, be sure to add them as sales team members.

  • Nurture your opportunities through a marketing campaign. More information: Get started with in-app marketing(applies to the Sales app only)

Tips and tricks

Need a faster way to enter opportunities? Try one of these:

Typical next steps