A potential opportunity represents an idea that you may be able to sell a particular solution to a particular account or division. The idea may or may not develop into a current opportunity.
When you've determined that a potential opportunity is a real opportunity worth pursuing, you 'qualify' it. This converts it into a current opportunity.
You can choose to convert it into a completely new opportunity or map it to an existing opportunity.
Note: The former option (convert to a new opportunity) can be disabled by your administrator.
If you pursue the latter option and map to an existing opportunity, note the following:
- It must be an opportunity that has not already been qualified from another potential opportunity.
- Accessed through an account or division row, you can map to an opportunity that belongs to the same account or an account that is grouped on the same row.
- Accessed through the roll up row, you can map to an opportunity that belongs to any account or grouped account within the roll up, or an account outside the roll up that is part of the same Salesforce hierarchy as an account within the roll up.
To qualify a potential opportunity:
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Click the blue cell in the relevant intersection.
This opens the Potential tab on the
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Click the Qualify icon (as highlighted in the example below).
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Specify whether you want to create a new Salesforce opportunity or map to an existing one.
- Click Next.
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If you are qualifying by mapping to an existing current opportunity, search for that opportunity, select it, and click OK. (The opportunities returned by the search have not already been qualified from a potential opportunity.)
Note: The opportunity you select retains its value. It does not acquire the potential opportunity’s value.
In the intersection on the opportunity map, the opportunity moves from the blue potential row to the green current row.