Managing Opportunity Values & Forecasting

Understanding your pipeline value helps you forecast revenue and prioritize deals.

Setting Opportunity Values

When creating or editing an opportunity:

• Find the Value or Deal Value field
• Enter the expected value of the deal
• Choose the currency if applicable

Value Best Practices

• Use realistic estimates based on your conversations
• Update values as you learn more about the deal
• Include all products/services in the total

Pipeline Value Overview

At the top of your pipeline, you'll see:

• Total Pipeline Value: Sum of all open opportunities
• Weighted Value: Adjusted based on stage probability
• By Stage: Value breakdown per stage

Understanding Weighted Pipeline

Each stage has a probability percentage:

• New Lead: 10%
• Qualified: 25%
• Proposal Sent: 50%
• Negotiation: 75%
• Won: 100%

Weighted Value = Deal Value × Stage Probability

This gives you a more realistic revenue forecast.

Forecasting Tips

• Review weekly: Check your pipeline value trend
• Focus on high-probability deals: Prioritize opportunities in later stages
• Be conservative: It's better to under-promise and over-deliver
• Track close rates: Know what percentage of deals typically close

Pipeline Reports

Access pipeline reports to see:

• Revenue trends over time
• Conversion rates by stage
• Average deal size
• Time in each stage