You can set an estimated probability against every deal stage in your deal pipelines. This enables sales managers to forecast expected sales based on the win probability of deals in their pipeline.
Good to know
- To learn more about what a pipeline and deal stages are, check our introduction article about understanding pipelines, stages, deals, companies, and tasks.
- To learn how to edit your deal stages, check our dedicated article about what deal stages you should use in my pipeline and how to edit them.
Set up a weighted pipeline
A weighted pipeline uses win probability to estimate your future revenue. Win probability refers to the confidence in winning a deal at a specific stage. The more a deal is moving forward inside a pipeline, the higher win probability it should have. Win probability can be assigned to a deal stage using any value between 0% and 100%.
To add a win probability to your deal stages:
- Go to Deals > Settings > Deals and Pipelines settings.
- Select Manage your pipeline settings.
- Under Pipelines, click Edit next to the pipeline for which your want to add a win probability.
- Under Stages, specify a win probability between 0% and 100% for each stage.
- Once you're done, click Save.
Forecast sales based on win probability
In any given deal stage, only a fraction of deals converts successfully. By factoring in this probability for every deal stage, revenue from individual stages can be estimated realistically.
For example, let’s consider a deal stage called Qualified. At this stage of the deal cycle, the probability of winning the deal is only 15%. Now, let's consider that you have 5 deals in this stage with each carrying a value of $20000, $10330, $4400, $2300, and $1500 respectively. The total deal value from this stage is $38530.
However, the expected deal value from this stage will be calculated on the basis of the deal stage probability (15%). Therefore, the expected revenue from this stage will be 15% off $38530 = $5780.
You can view the estimated revenue for each stage from the Cards view:
To view the total revenue of a stage, click the icon next to Est. revenue:
⏩ What's next?
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