Siebel Applications Administration Guide > Target Account Selling >

Assessing an Opportunity

Sales professionals can use the Assessments view to evaluate the opportunity using criteria developed by Siebel MultiChannel Services. Assessments must be completed before determining the best strategy. An assessment focuses on the following four key questions:

• Is there an opportunity?
• Can we compete?
• Can we win?
• Is it worth winning?

Sales professionals assess their organization's position and the position of their top competitors against these criteria. As the sales campaign progresses, sales professionals repeat this assessment and then compare the results to past assessments to evaluate and monitor their position at each sales stage.

After some assessments are performed and you are familiar with the criteria and methodology, use the Assessments form to rate the criteria.

This task is a step in Process of Managing Target Account Selling.

To begin an assessment

1. Navigate to the Opportunities screen, then the Opportunities List view.
2. Drill down on the Opportunity Name field of an opportunity record that you want to assess.
3. Navigate to the Target Account Selling view, then the Assessments view.

   The Assessments list includes all the assessments you and your sales team have performed to date. Use the Assessments list to compare opportunity assessments for your company and your competitors.

4. In the Assessments form, create a new record.

   In the new record, the Assessment For field defaults to Our Company for self assessments.

5. If you are assessing a competitor's position, then specify the competitor in the Assessment For field.
6. In the Assessments form, complete the assessment criteria questions.