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Quotes are an extremely important part of the sales cycle. Not only are quotes the blueprint for the contract, but they are often the first impression we leave on our customer.
Quotes give us an opportunity to make a strong brand impression, and demonstrate our commitment to the customer. Quotes can move our deals forward by:
Note: there is no link with SAP; the CSR will have to manually create an order in SAP.
Related Objects
When the Salesreps creates a Quote, he will add a CSR on the field provided. The CSR will have a Read Only access to the Quote. It is possible to manually share a Quote to any colleagues with the “Sharing” button (only for the owner and the Manager in the role hierarchy). With the manual sharing, the owner can chose between two types of access: Read only or Read / Write.
The visibility field will define the visibility of the Quote as it is done in the Opportunity. The values of this field will be:
Value of the Visibility field | Definition |
Shared | Shared (Read only) with all users except region restricted users |
GBU restricted | Restricted to GBU users (Read only) |
Confidential | Restricted to manual sharing users. |
Who can create? | Any sales user can create an opportunity |
Who can see? | The visibility a user has on an opportunity depends of the value of the field “Visibility”:
The visibility is then editable by the sales user having edit rights on the opportunity. |
Who can update? | Only opportunity owner and opportunity team member(s) with edit rights can update the opportunity. Users above the ones having edit rights (i.e. Managers, GBU presidents) in the role hierarchy will inherit the visibility/edit rights. |
Who can delete? | Only System Administrators can delete an opportunity |
Who can create? | Any sales rep with edit access to the opportunity can create an additional opportunity product |
Who can see? | Any sales with visibility on the opportunity can see the opportunity product details |
Who can update? | Any sales rep with edit access to the opportunity can edit the opportunity product |
Who can delete? | Any sales rep with edit access to the opportunity can delete an opportunity product |
Who can create? | Any sales rep with edit access to the opportunity can create a relationship in the Opportunity Team object |
Who can see? | Any sales with visibility on the opportunity can see a relationship in the Opportunity Team object |
Who can update? | Any sales rep with edit access to the opportunity can create a relationship in the Opportunity Team object |
Who can delete? | Any sales rep with edit access to the opportunity can delete a relationship in the Opportunity Team object |
Any sales rep can create an opportunity, even if not in the Account Team. Opportunity can only be linked to an SAP Customer or a Non SAP Customer . The sequence also includes adding product with details (target price, UoM, etc.), the market segmentation and the forecast. Some rules are implemented in the flow:
Fields tracked are:
The following rules have been defined regarding the management of the status of an opportunity
Different steps must be completed when closing the opportunity:
The cloning functionality has been enabled, allowing the opportunity owner and the opportunity team member(s) to clone the opportunity as-it-is, with same product information and opportunity team members.
When the sales rep has selected a product with reference “Product not known yet”, he/she must update the product with a valid product reference before closing the Opportunity as “Closed WON”.Lost Opportunities do not require valid products before being closed. Note that it is impossible to select a dummy product when the opportunity record type is “Product Qualified”.
In product information section, 3 fields are used to manage the contribution margin (CM):
When user defines the CM Calculation Method as “%”, on the field “Contribution Margin (%)” is available. After saving, the system will calculate the Contribution Margin in amount and fill in the field. When user defines the CM Calculation Method as “Amount”, similar behavior is expected. Finally, the CM Calculation Method defined in the Product Information screen will be copied in the business potential table.
Opportunity Product Level
At opportunity product selection, after having created the opportunity, user is able to select the product from level 4 or level 5.
Opportunity Team member creation can be done by any sales having edit access to the opportunity. The CSR from the account team will be automatically put in the opportunity team. (oly the CSR corresponding to the GBU handling the Opportunity is set if more than one exist).
There is no synchronization afterward (if the Account Team changes, no automatic modification on the Opportunity Teams).The 2 CSR Roles must be taken : "Customer Service Representative" and "Customer Service Representative (SAP)" and the role must remain the same (if it was SAP on Account, keep it on Opp).
Opportunity Team Management
Opportunity Team management can be executed from the Opportunity Team Related List, either by using the current User’s Default Account Team, or by adding the individuals to the Opportunity Team:
The user’s default Opportunity Team is a group of users defined by the user that helps the user quickly add multiple people at once.
Product information section on Opportunity product used to be a custom object because the visibility of the section was different of the visibility of the rest of the opportunity. Today visibility is the same so all fields have been re-created in opportunity product and all features plugged on the previous custom object are/will be plugged on opportunity product directly.
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