Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Establish and t...
Identify, meet,...
Confirm that po...
Identify proced...
Determine resou...
Evaluate and se...
Validate or neg...
Establish oppor...
Develop opportu...
Develop evaluat...
Validate evalua...
Propose evaluat...
Confirm verifia...
Key Step:
| Establish and Transition Opportunity Ownership as required
Rationale:
| Once an opportunity is qualified and the opportunity owner has a clear idea of a possible solution, he or she should consider transferring opportunity ownership to a resource with the most appropriate skills and knowledge to move the opportunity management process forward. In many subsidiaries, opportunity ownership passes to a solution-focused sales specialists at the Develop stage.
| Guidance:
There are no universal rules for establishing opportunity ownership. Opportunity ownership and transition rules vary by subsidiary/district and the type of opportunity (e.g., server, annuity renewal, desktop deployment.) However, two rules of thumb are consistent world-wide. 1. Ensure that there is only a single opportunity owner at any one time. Although opportunity ownership may change hands several times over the course of a sales cycle, ultimate responsibility for the opportunity only rests with one individual at a time. The table below shows the recommended Opportunity Ownership by Sales Stage.
Sales Stage | % | Recommended Opportunity Owner
Prospect and Qualify | 0-20% | Account Manager or Inside Sales
Develop to Proof | 20-80% | Selling Specialist (SSP, BPA, SE, Partner, TS, etc)
Close to Support | 80-100% | Account Manager unless delegated to LS or selling specialist
Use the following link for diagrams of recommended Opportunity Ownership by Sales Cycle Stage. Opportunity Ownership Guidelines 2. Perform opportunity hand-offs using a clear, two-phase commit process to avoid “dropped opportunities." A two-phase commit process is used to ensure the successful transfer of opportunity ownership and associated information (e.g., Sponsor Letters, Evaluation Plans, and Opportunity Assessment). A two-phase commit process has been developed to ensure integrity of the transition process because of the importance of ensuring the smooth transfer of opportunity ownership and Siebel’s current functional limitations. After the old and new opportunity owner come to a verbal agreement to transfer opportunity ownership, the two phase commit begins. Phase 1: Old opportunity owner follows up with an email confirming ownership change. This email should include a link to the Siebel Opportunity and any relevant opportunity documentation that is not already in Siebel. NB: A link to the Siebel opportunity can be created by dragging from the Siebel opportunity screen and dropping into the email. Phase 2: New opportunity owner sends back an email confirmation of accepting the opportunity. If no response is received from the potential owner in a timely manner (typically 48 hours), then escalation is necessary. Once the two-phase commit has occurred, the old opportunity owner is responsible for changing the Sales Team Primary flag in Siebel to reflect the new opportunity owner. NB: only the sales primary (or his/ her Manager and Admin) can change the Sales Team Primary flag.
Samples & Templates:
Documents for this Key Step include: |
Links:
| Opportunity Ownership Guidelines - Lists opportunity owners by sales stage and opportunity scenario