Sales opportunities represent qualified prospects or accounts that have entered an active evaluation stage and show a clear potential to generate revenue. They mark the transition from early engagement to meaningful commercial discussion, where both the buyer’s intent and fit have been validated.
Tracking sales opportunities helps teams assess pipeline health, forecast revenue, and measure how effectively marketing and sales activities convert interest into tangible outcomes. Each opportunity is typically assigned a stage and probability, offering visibility into deal progress and expected value.
Strong opportunity management relies on consistent qualification standards, timely follow-up, and shared alignment between marketing, sales, and RevOps. When handled effectively, it ensures resources are focused on the accounts most likely to close, driving efficiency and predictable growth.