Definition
A sales opportunity is a sales instrument and represents a potential sales chance. By documenting various points within the sales phases, it can be identified at an early stage whether a deal is imminent or whether more effort would need to be invested.
To this end, all activities are documented — from the enquiry, through the possible order value, a probability of occurrence, a submitted quotation or the customer’s letter of intent. The closer the sales phase moves towards closing, the higher the sales opportunity.