OPM: Opportunity Portfolio Management Overview

Something dramatic has happened to selling over the past fifteen years—technology has become powerful and easily obtainable. Computers have created a paradigm shift in the efficiencies of selling. Salespeople can communicate, share, and present information like never before, but the most important function of computer assistance is to increase sales effectiveness. Increased effectiveness means winning more sales over the competition, and sales teams are clamoring for ways to make this happen.

To make the computer understand the sales process, sales methods have to be tuned, revised or even rewritten, and then salespeople have to prepare themselves to reframe their current thinking. Surprisingly, no new sales methodology specifically developed with the computer in mind has emerged—consequently no book has been written about it until now. OPM: Opportunity Portfolio Management is that book.

OPM shows the salesperson how to evaluate their opportunities using fundamental parameters outside of traditionally accepted guidelines. Using these parameters, OPM helps salespeople determine an “intrinsic” value for the opportunity, which is a reflection of the dynamic nature of the sale itself, such as point in the sales cycle, assurance that the sale will be won, and the confidence of the salesperson to win it.

Using intrinsic value, the opportunity portfolio can be prioritized in such a way that the salesperson can allocate their skills from the beginning to the end of the sales cycle, knowing they are not pulling resources unfairly from one opportunity to another.

The result is increased potential for more sales to be won; the end goal of sales teams everywhere.

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