What is Opportunity Management?

• A. Systematically selecting and prioritizing sales opportunities.
• B. Randomly targeting potential customers.
• C. Requiring all opportunities to close at any cost.
• D. Tracking product development milestones.

Answer: (A)

Opportunity management focuses on organizing the sales process around opportunities that are most likely to convert, by systematically selecting and prioritizing them so the team can concentrate on the deals with the highest potential value. It involves qualifying opportunities, scoring their likelihood and value, guiding them through defined stages, and using this information to forecast revenue and allocate resources effectively. This approach ensures that effort and resources are applied where they matter most, improving win rates and pipeline health. The option described captures this systematic, prioritizing approach to sales opportunities. Randomly targeting customers misses structure; pushing every opportunity to close at any cost ignores value and risk; and tracking product development milestones belongs to product management, not opportunity management.