Manage Sales Methods and Stages

Use these steps to edit an existing sales method, including one of those predefined by Oracle, or to create a new sales method entirely.

Here's how to create and edit sales methods.

1. From Setup and Maintenance, open the task Manage Sales Methods and Sales Stages:

   • Offering: Sales

   • Functional Area: Opportunities

   • Task: Manage Sales Methods and Sales Stages

2. On the Manage Sales Methods page, edit a sales method by clicking its name or click Create.
3. Leave the default value of Common Set for the Set field. Other values apply for implementations that require different sales methods for different business units.
4. Enter a name for the sales method and an optional description. These entries aren't visible to salespeople by default, but can be made visible when you configure the UI.
5. To provide a default close date for opportunities when they're created, enter a number of days in Close Window.
   Create or edit the sales stages for the sales method as described in the following section.
6. Save your changes.
   Note:

   • The Enable Revenue Line Set Capability option is used only for multiple business unit implementations.

   • You can use the Disable option to remove any unused sales methods from use. You can't delete sales methods after you create them.

Create or Edit Sales Stages for Sales Methods

Here's how to create or edit sales stages for a sales method.

1. Edit a sales stage by clicking its name link or click Create.
2. Enter basic information about the sales stage, including predefined values for win probability and analytics reports:

   Field	Description
   Name	Stage name visible in the UI.
   Phase (For CX Sales only)	Select a classification of the sales stage. You can define the sales stage phases by using the Manage Sales Stage Phase Codes task from the Setup and Maintenance work area.
   Description	Description visible in the UI.
   Status	Use the status of Open for all stages representing opportunities that are still in progress.
   Order	Enter a number for the order of this sales stage in the sales method.
   Quota Factor	Enter any number in this field. This number is used only for legacy reports, but entry is required.
   Disable	Select the Disable option to remove any unused sales stages from view. You must not disable sales stages after they're used in opportunities.
   Win Probability	Enter a default win probability for opportunities in this stage.
   Duration (For CX Sales only)	The number of days this stage should last. When an opportunity is in a sales stage longer than the duration, the opportunity is considered stalled. Stalled opportunities appear on the Stalled Deals Infolet and underlying report.
   Stalled Deal Limit	This field is no longer in use.

   If you're including opportunities in forecasts using win probability, then prepopulating a default win probability ensures that opportunities don't get left out by mistake. For example, if you automatically forecast all opportunities with a 70 percent or greater win probability, then you can set up the following predefined win probabilities. Your setup ensures opportunities in the Agreement, Negotiation, and Closed stages are included in forecasts even if a salesperson forgets to manually enter a win probability.

   Sales Stage	Win Probability
   Qualification	10
   Opportunity	20
   Building Vision	30
   Presentation	50
   Agreement	70
   Negotiation	90
   Closed	100

3. Add any fields that you want to make required for opportunities in the Additional Required Fields region.
4. For the CX Sales UI, add any activity templates you have created in the Activity Templates region. The activity templates can automatically create tasks and appointments, which appear in the Activities tab of the Edit Opportunity page in the CX Sales UI.
5. Save your changes.

What to do next

For the Digital Sales UI, you can suggest appropriate actions to each of the sales methods and sales stages you create using Orchestration. For more information, see the topic Guide Salespeople Through Best Practices Using Orchestration.