Sales Opportunity Qualification

Terms to do with sales qualification that reference the process sales professionals use to ensure that the opportunities they work on are qualified.

Sales opportunity qualification is a process used by sales professionals to evaluate the potential of a sales lead or prospect. The aim is to ensure they are a good fit for the company's products or services. This involves assessing factors such as the prospect's need for the product, their budget, authority to make purchasing decisions, and their readiness to buy.

The qualification process is also used to assess access to key decision-makers and the acceptability of the seller's organisation as a supplier or partner. The goal is to determine whether investing time and resources into pursuing the opportunity is likely to result in a sale, thereby maximizing efficiency and focusing efforts on the most promising leads.

Three important questions must be answered:

Will the customer buy anything?
Do we have a worthwhile chance of winning?
If we win, will the effort have proved worthwhile?

The pages listed below offer more information on sales opportunity qualification and our related services. We can help improve sales qualification through consulting, training, coaching, and fractional sales enablement.

If you need to improve your opportunity qualification, we can help. Schedule a free sales consultation or call +44 (0)1392 851500. Alternatively, use the contact form here or send an email to jimm@salessense.co.uk.

Read more about The Win Predictor - Sales Opportunity Qualification Scorecard

Predict the chances of winning any sales opportunity. For sales opportunity qualification, rate the truth of 14 statements to identify vulnerabilities.

Use these on-the-job actions to improve sales conversion rates, efficiency, and productivity while developing sales qualification skills.