Business Opportunity Management is one of the critical success factors in any sales process. If a Vendor does not have such a process in place it can lead to increased risk for both the Vendor and the Customer. This process should cover such things as account planning, proposal development, internal sign off and proposal submission.
In addition is it vitally important to have the sales team rewarded in a way that improves the experience and outcomes for the customer as well as providing enough financial incentive for the salesperson to close the sales with a minimum of exposure and risk to the Vendor organizations. Consulting Cloud templates and sample documents include Business Opportunity Management policies and processes, Sales Incentive Plans, Costing Models, RASCI charts and other sales processes to assist IT Vendors to be more successful with the selling and account management processes.