Leads and opportunities
Track a sales opportunity
Record a possible sale with its amount and probability, move it through the stages, and keep competitors, scope, team and quote requests on one page.
3 min readLast updated
In this article
A sales opportunity is one specific sale you are working on: a customer, an amount, a chance of success and a date you expect to close. Following each deal as an opportunity gives sales managers a forecast they can trust, and gives the rep a single page for everything about the deal.
Add an opportunity
Open CRM › Sales › Opportunities and select New opportunity.
Type the Name and the Amount; both are required.
Choose the Customer and the Stage. Set the Probability (%) from 0 to 100 and the Expected close date.
Choose the Priority, Type and Source.
Write the Next step and its Next step date. The date cannot be in the past.
Check Assigned to and the Team. If the deal belongs to a project, choose the Project and its Package.
Add a Description, any Custom fields and Attachments, then select Save.
Opportunities are also created when you convert a lead and from the opportunity import.
Read the summary
The cards above the list add up the opportunities you can see: Total pipeline, Open, Won, Lost, the Conversion rate and the Open weighted value. The weighted value is the amount multiplied by the probability, so a large deal at 10% counts for less than a medium deal at 80%. The Weighted column shows the same figure for each deal.
Work the opportunity
In the row's Actions menu, select View to open the opportunity page.
Tab | Use it to |
|---|---|
Timeline | Log calls, meetings and notes, and see every stage change. |
Overview / Deal details | See the amount, Weighted amount, probability, stage, owner, team, source and next step. |
Competitors | Add competitor: the competitor's organisation or name, the Quoted price, Strengths and Weaknesses. Mark the Winner when the deal closes. |
Scope | Add scope line for each item or system the deal covers, with an Estimated value. The Total adds them up. |
Team | Add colleagues who work on the deal, each with a Role. |
Stage history | Every stage change with the date, the user and the reason. |
Quote Requests | Ask the pricing team for a quotation. See quote requests. |
Attachments | Proposals, drawings, correspondence. |
Tender, offer and award tabs also appear when your company uses projects and tenders.
Change the stage
In the row's Actions menu, select Change stage, or drag the card on the opportunities pipeline.
Choose the Stage, add Notes and save.
Only moves allowed by your pipeline are accepted, and some moves ask for a reason. A stage that needs a bid decision can be left forward only when the Bid decision on the opportunity page is Go.
Assign opportunities in bulk
Tick the opportunities in the list, select Assign to user, choose the user in Assign to and select Assign.
Common questions
Where do I mark the deal as won or lost? In the row's Actions menu. See close an opportunity.
Why can't I see an opportunity a colleague created? You see deals you are responsible for and those of your team. Users with the permission to view all records see every deal.