How to create Sales Assistant for Opportunity Management..

[Former Member]

The sales assistant in SAP CRM helps sales employees by supporting him/her in planning his sales activities. The sales assistant provides the sales employee with a checklist of recommended activities and tasks that he should execute during a predefined phase of a sales transaction. This document would explain the way in which sales assistant feature can be leveraged in Opportunity Management.

Let’s assume that the sales representative (sales employee) of a firm is recommended to perform the following tasks at each stage of the opportunity.

Stage	Activities
Qualification	Identify the key decision maker and any influencers Determine the customer’s situation and needs Determine potential product or promotional needs Determine the sales call objective and call plan
Recommendation	Build the recommendation considering product, promotional support, insights, equipment and programming Develop the OBF statement and financial back up  Present the recommendation to the decision maker   Identify and address objections raised
Commitment	Overcome final concerns/objections Obtain the customer’s commitment Align on the first order timing/logistics and execute order details   Communicate details to key stakeholders
Validation	Validate the customer is using the product Verify the customer is satisfied with the product/service   Determine follow-up actions

How to configure the solution?

In SAP CRM , the above functionality can be configured using the action profile definition.

Transaction code	SPRO
SAP CRM IMG menu	IMG->CRM->Basic Function->Actions->Actions in transaction->Change Actions and Condition->Define Action Profile and Actions

Step 1: Action Definition

Actions here are nothing but the activities/tasks that the sales representatives  are recommended to perform for a particular sales stage in opportunity. Define the actions as shown below along with the description. Maintain the parameters as displayed below:

Note: Z001 in this case is the desired transaction type.

Step 2: Create/Define Conditions

This is where we assign conditions to all the actions. Condition in this case would be the sales stages at which a particular activity is recommended to be performed.

Transaction code	SPRO
SAP CRM IMG menu	IMG->CRM->Basic Function->Actions->Actions in transaction->Change Actions and Condition->Define Conditions

a)      Schedule Condition

Select the action for which the condition needs to be defined. Click on Edit Condition button.

Select sales stage as the expression 1 as mentioned below. Then  search for the particular sales stage and set it as expression 2. In this case, ZS1 .

This action would mean that if sales stage = ZS1 (Qualification); the selected activity would be recommended for the sales representative.

Similarly, we need to define the conditions for all the other activities as shown in Fig1.

## Also make sure not forget to assign the action profile to the opportunity transaction type after the action definition and condition definition have been done.