Exact Synergy Enterprise

Overview of reasons for losing opportunities

Menu path

• Opportunities: List - Reasons lost page: Modules ? Customers ? Setup ? Opportunity management ? Reasons lost
• Opportunity cards: Modules ? Customers ? Reports ? Opportunity management ? Search, and then click on an opportunity.

Introduction

Business opportunities can sometimes lead to successful partnerships and sometimes, it can be unsuccessful. When the last request in the sales cycle is rejected, the opportunity status changes automatically from Undecided to Lost. When opportunities are lost, it is useful to record the reasons for losing the opportunities. Reasons for losing business opportunities can be used to analyze the effectiveness of the current sales cycle process and marketing activities. Some of the reasons for losing an opportunity could be due to strong competition, existence of other attractive deals available in the market, and product pricing. You can use the reasons available on this page to indicate the reason an opportunity was lost in the opportunity card with the status Lost.

For more information on the relationship between the status of the opportunity and the request in the sales cycle, see Overview of sales cycles.

Roles and rights

All users can access this page. To create, modify, and delete the reasons, function right 604 – Maintain opportunity master data is required. Users with the General manager, Customer manager, or Marketing manager role have this function right.

To view, and edit the opportunity cards, function rights 721 - Allows to view Opportunity cards, and 739 - Allows to edit Opportunity cards are required. Users with the SALES View opportunity cards, F&A A Maintain Accounts (customers), SALES Power User Opportunities, or Sales manager role have this function right.  

• For more details on function rights, go to System à Setup à Security à Function rights.
• For more details on roles, go to System à Setup à Security à Roles.

What version are you using?

The information in this document is applicable to product update 257 and higher. If you have versions lower than this, certain features explained here will not be applicable.

How do I create the reasons for losing opportunities?

1. On the Opportunities: List - Reasons lost page, click New.
2. At Code, define the code for the reason.
3. At Description, type the reason.
4. Click Save.

Keep in mind: All fields with the "!" icon are mandatory.

How do I modify the reasons for losing opportunities?

1. On the Opportunities: List - Reasons lost page, click the hyperlink of the corresponding reason under the Code column.
2. Make the necessary changes, and then click Save.

How do I delete the reasons for losing opportunities?

1. On the Opportunities: List - Reasons lost page, select the check boxes of the corresponding reasons.
2. Click Delete. A message "Are you sure that you want to delete this record?" will be displayed.
3. Click OK.

How do I add competitors to lost opportunities?

1. On the opportunity card, click the Lost button. The CRM: Opportunities- Lost page will then be displayed.
2. Select the relevant option at the Reason lost field.
3. Click the Add button at the Lost to competitor field. The Account page will be displayed.
4. Select the competitor, or click the New button to create an account for the competitor. After selecting or creating the competitor, the Opportunity: Add – Competitor page will then be displayed.
5. Define the relevant fields, and then click Save. The CRM: Opportunities- Lost page will be displayed.
6. Click OK. The account that has been selected will be displayed at the Lost to competitor field on the opportunity card.
    

Related documents

• Exact video library
• Creating and modifying reasons for losing opportunities
• Overview of sales cycles