Perform an Opportunity Assessment

Opportunity assessments contain a series of questions, responses and comments that help you evaluate the health of an opportunity. After you answer the questions and submit the assessment, you get a rating score.

Such feedback enables you better pursue the opportunity and increase the chance of winning the deal. For example, you complete an assessment intended to determine whether an opportunity is healthy enough to offer the customer a 15 percent discount. Based on the assessment score, you and your manager determine whether the opportunity qualifies for the discount. Giving a discount increases the chance of winning the deal.

Assessments Available for Sales Stages

Assessments are enabled for a specific opportunity sales stage within the sales method used on the opportunity. Assessments available in one sales stage may not be available in another sales stage.

Perform an Opportunity Assessment

You must have Full or Edit access on an opportunity to perform new assessments and update existing assessments. With View Only access, you can view assessments but can't update them.

Here's how to perform an opportunity assessment.

From the Navigator, click Opportunities.
In the list of opportunities, select an opportunity to edit it. The Edit Opportunity page appears.
Click the Assessments tab to open the Assessments page.

Note that if only one assessment is available, it displays in the Assessments page, ready for entry.

If multiple assessments are available, the most recently created (by the administrator) assessment displays. You can use the Show list of values to select other assessments.

You can add assessments, if more are available, by clicking Add Assessment, and then selecting the assessment. The Add Assessment button displays only if multiple assessments are available.

After a salesperson has answered and submitted all the assessment questions, you can't revise the questions. However, you can click on the edit icon to view the entire assessment comments text. You can also add a comment for questions that don't have existing comments to display.

Update an In-Progress Assessment

Here's how to update an assessment that's in progress.

From the Navigator, click Opportunities.
In the list of opportunities, select an opportunity to edit it. The Edit Opportunity page appears.
Click the Assessments tab to open the Assessments page.
To retrieve the assessment you have in progress, click the Show list of values and select the assessment from the list. Note that the assessment that was worked on last is the one that appears by default in the Assessment tab.

View and Edit Assessment Comments

You can view all assessment responses, including free-form response text and comments. If the question has existing comments, then a two-line read-only Comments text box is displayed. If there's more than two lines' worth of text to display, then the text is truncated and ends with an ellipsis. You can click on the edit icon to view the entire text. You can also add a comment for questions that don't have existing comments to display.

Delete Assessments

Your administrator may have enabled the Delete Assessment button in the Assessments page. The delete action lets you delete an existing assessment. After you delete an assessment, it's available to rerun using the Add Assessment button. Note that you must have Full or Edit access on the opportunity to delete an assessment.