Opportunity Value or Impact Value is a KPI that provides a financial value context to sales related activities. This is analyzed in conjunction with Calls, Reach & Frequency KPI’s and any CRM dashboard will have these four KPI’s in the first page.
Time context is mandatory in order to understand Opportunity Value because it indicates when the opportunity was finalized with customer and closed. If an opportunity is closed, it can either be won or lost, which is another important dimension used during analysis. At times, even the value of opportunities lost is reported.
Opportunity Value is reported with fixed time context e.g. YTD as well as trends.
Sample representation as in the example below, the total value of opportunities won during the specified time frame is selected
Opportunity Value (Q2 ’16): $25,000
Detailed introduction to the KPI Context – Opportunity