Overview

The Overview tab shows you the opportunity’s key information at a glance.

It contains the following sections (numbered as per the above image):

1. Top Insights

2. Strategy

3. Next Actions

4. Key Players

Top Insights

The opportunity’s Top Insights (see 1 in the image above) suggest useful next steps for the opportunity. To see how these insights are triggered and access additional coaching content, see Top Insight Rules.

Strategy

In the Strategy (2) section, you can select the most appropriate competitive strategy for your opportunity.

Next Actions

The Next Actions section (3) lists the current open actions associated with the opportunity. Overdue actions are flagged with a red Due Date (as with the action 'Schedule a T&I/Plan Review') in the above image.

Click the appropriate check box (as highlighted in the example below) to mark an action as completed.

Completed actions are automatically removed from the Next Actions view (but can still be accessed on the Actions page).

To sort the Next Actions table, click on the relevant column header (such as Contact or Owner).

Key Players

The Key Players section (4) lists the key players Key players are the people with the most power and influence in the context of an account or opportunity. on the opportunity's relationship map, and displays important details about each one. These details are hyperlinked for quick access to the relevant areas of the opportunity.

The following information is for each key player:

• Photo, name and title. Click on the key player's name to view their information panel in the relationship map.

• Level of Support Support is a relationship attribute that can be assigned to a contact on a relationship map. The default options are 'Mentor', 'Supporter', 'Neutral', 'Non-Supporter', and 'Enemy'. for you and their Buying Role Buying Role is a relationship attribute for contacts on an opportunity relationship map. The default options shipped with Opportunity Manager are: 'User', 'Evaluator', 'Decision Maker', and 'Approver'. Additional roles can be created, if necessary, but the software only uses the default values for scoring calculations.. For more information on these attributes, see Relationship Attributes for a Contact.

• The following insights that are associated with the key player:

  • The internal and external Pressures impacting upon them.

  • The Goals and Initiatives for which they bear responsibility.

  For more information on these insights, see Insight Types. Click on an insight to view its details panel on the insight map.

• The number of Decision Criteria associated with the key player. (These are the criteria that are important to a customer when they are making a buying decision). Click the total of Decision Criteria to access further information on the contact's information panel.

On the Overview page, you can also remove a key player from the opportunity relationship map. To do this, click the further options menu and select Remove from Map.

Viewing additional key player information

Hover your cursor over a key player's photo (or photo placeholder) to view additional information (as highlighted in the example below).

To access the key player's Salesforce Contact record, click the further options menu and select View Salesforce Record.