Opportunity Management FAQs

Opportunity Management in KEBS is the capability within the Deal Management module that helps sales teams track every active deal through every stage of the sales cycle. It gives complete visibility into pipeline value, deal progression, win probability, and forecasted revenue.

To access it, navigate to CRM > Opportunities.

To create a new opportunity, navigate to CRM > Opportunities > Add Opportunity. Link it to the relevant account, add primary contacts, define the deal value, expected close date, and current stage. Once saved, the opportunity enters the pipeline and can be tracked across the sales cycle.

KEBS provides a configurable sales pipeline with standard stages such as:

• Qualification
• Discovery
• Proposal
• Negotiation
• Closed Won
• Closed Lost

Administrators can customize stages under Settings > CRM > Pipeline Stages to match your sales process.

Yes. KEBS supports multiple pipelines, allowing different business units, product lines, or regions to operate their own sales process. Each pipeline can have its own stages, probability percentages, and forecasting rules.

Open the opportunity record and update the Stage field to the next value. KEBS also supports a Kanban view where you can drag and drop opportunities between stages for fast pipeline management. Stage changes are logged in the activity history.

Each pipeline stage has a configurable probability percentage. KEBS multiplies the opportunity value by the stage probability to compute the weighted value. The total weighted pipeline gives a realistic view of expected revenue from active deals.

Yes. KEBS provides revenue forecasting based on opportunity value, stage probability, and expected close date. Forecasts can be viewed by sales rep, region, business unit, or product line, supporting both bottom up and top down planning.

KEBS AI predicts win probability for each opportunity based on historical data and current signals, flags deals at risk of slipping, recommends next best actions, and highlights deals that need immediate attention from sales leaders.

Yes. Every opportunity can have multiple contacts associated with it, each tagged with their role such as Decision Maker, Influencer, Economic Buyer, or Champion. This buying committee view helps sales teams strategize their engagement plan.

Opportunities in KEBS connect natively with the Quote Builder module. Once a deal reaches the proposal stage, you can generate a quote directly from the opportunity, ensuring the deal value, products, and pricing flow seamlessly into the quotation document.

When an opportunity reaches Closed Won, KEBS allows direct conversion into a project. The account, contacts, deal value, and scope flow into the Project Management module, ensuring seamless handover from sales to delivery without manual re entry.

Yes. Administrators can configure custom fields under Settings > Custom Fields > Opportunities to capture organization specific data such as competitive landscape, deal source, or unique qualification parameters.

Each opportunity has an Activity tab that logs every email, call, meeting, note, and task related to the deal. This complete engagement history helps sales reps strategize and helps managers coach on deal progression.

Yes. KEBS supports approval workflows for opportunities based on deal value, discount percentage, payment terms, or other thresholds. Administrators can define multi level approval flows under Settings > Workflow Management > Deal Approvals.

When an opportunity moves to Closed Lost, KEBS requires a loss reason which can be selected from a configurable list such as Price, Competition, No Decision, or Timing. This data is consolidated in the Lost Deal Report for sales analytics and process improvement.

KEBS provides a comprehensive set of opportunity reports, including:

• Pipeline Report by stage and owner
• Forecast Report
• Win Loss Analysis Report
• Deal Velocity Report
• Pipeline Aging Report

Access them under CRM > Reports > Opportunities.

Yes. KEBS dashboards include pre built widgets for pipeline value, deals by stage, top opportunities, deals closing this month, and win loss trends. These can be customized for sales reps, managers, and leadership.

Yes. KEBS offers plug and play integration with Salesforce, HubSpot, Microsoft Dynamics 365, and Microsoft 365. Opportunity data, stage updates, and forecasts sync seamlessly across systems, ensuring a unified pipeline view.

Yes. KEBS is ISO 27001 certified, AICPA SOC 2 Type 2 compliant, and GDPR aligned. Opportunity data, including financial and competitive information, is protected through encryption, role based access controls, and full audit transparency.

Getting started is simple. Request a demo through the KEBS website and our implementation team will guide you through pipeline setup, stage configuration, probability mapping, approval workflows, and user training. Most organizations roll out Opportunity Management within a few weeks with ongoing support from the KEBS team.