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SUPERION – Sales Playbook
Win Probability (required for net new and complex migration opportunities only)
The fields in the Win Probability section are required for all net new and complex migration
opportunities. As a Sales Rep works a deal through the sales process, they complete this
section.
Built-in logic automatically scores each field using a weighted point system. The score, or health
indicator, dynamically updates and displays on the opportunity record as the Sales Rep works the
deal through the sales phases. In addition to assisting Sales Management with an understanding
of the opportunity progress, the score becomes a trigger at the time of receiving an RFP to
address and progress through. The Win Probability section provides a view into deal health and
overall win probability, and becomes very useful for Deal Desk (Deal Previews, RFP Reviews).
Steps to Close
The Steps to Close section should be completed for all net new opportunities, migrations, and any
that require new contracts or negotiation of terms. Begin completing this section after an
opportunity stage changes to “Selected”. Use the hover help for instructions to complete each field.
3/8/2018
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