Opportunity & Pipeline Management

Key points

• • Convert leads to opportunities with automatic customer linking.

• • Manage pipeline by stages with intuitive Kanban interface.

• • Track expected revenue and closing probability for each opportunity.

• • Calculate recurring revenue (MRR/ARR) for subscriptions.

• • Track activities and deadlines to never miss opportunities.

• • Mark Won/Lost with detailed reasons for analysis.

Key points

• • Lead is converted to opportunity and appears in Pipeline.

• • Contact info, email, phone are preserved.

• • Activity history and chatter are transferred to opportunity.

• • Can batch convert multiple leads from list view.

Steps

• 1. Open lead to convert from CRM → Leads.

• 2. Click Convert to Opportunity button.

• 3. Choose customer option: Create new customer or Link to existing customer.

• 4. Confirm Salesperson (owner) and Sales Team (department).

• 5. Click Apply to complete conversion.

Steps

• 1. Go to CRM → Leads and switch to List view.

• 2. Select multiple leads to convert.

• 3. Choose Convert to Opportunity action from Action menu.

• 4. Choose how to assign Salesperson and Sales Team (keep or reassign).

• 5. Confirm conversion for batch processing.

Key points

• • Each stage can configure default probability.

• • Won stage marks successfully closed opportunities.

• • Lost stage marks lost opportunities.

• • Can create custom stages per business process.

Steps

• 1. Go to CRM → Pipeline to view Kanban interface.

• 2. Columns represent stages: New, Qualified, Proposition, Won.

• 3. Drag and drop opportunities between columns to move stages.

• 4. Or open opportunity form and select Stage field to change.

Opportunity Information

Key points

• • Drag and drop in Kanban view: fastest for batch updates.

• • Edit Stage field in form: more detailed with notes.

• • Probability auto-updates per default stage setting.

• • Can manually override probability if adjustment needed.

• • Always update stage timely for accurate revenue forecasting.

Key points

• • Prioritize opportunities with high Expected Revenue + high Probability.

• • Compare Prorated Revenue with actual results to improve forecasting.

• • Update Expected Revenue when new info from customer.

Steps

• 1. Open opportunity and enter Expected Revenue.

• 2. Update Probability by stage (or leave automatic).

• 3. System auto-calculates Prorated Revenue.

• 4. View total expected revenue in Pipeline view.

• 5. Use Forecast report to analyze by time period.

Steps

• 1. Open opportunity with subscription nature.

• 2. Enter Recurring Revenue (recurring value).

• 3. Select cycle: Monthly or Yearly.

• 4. System auto-calculates MRR/ARR.

• 5. View Recurring Revenue report to track trends.

Key points

• • Use My Activities filter to view own activities.

• • Overdue filter shows overdue activities needing urgent action.

• • Always have next activity so opportunity does not stall.

• • Activity history in chatter helps track interaction history.

Steps

• 1. Open opportunity and click Schedule Activity.

• 2. Select activity type: Call, Email, Meeting, To-Do.

• 3. Set Due Date (deadline) and assign owner.

• 4. Enter content and necessary notes.

• 5. Mark Done when complete and create next activity.

Key points

• • Won opportunities cannot edit stage (already closed).

• • Can create Sale Order directly from Won opportunity.

• • Actual revenue is compared with Expected Revenue.

Steps

• 1. Open successfully closed opportunity.

• 2. Click Mark Won button (or drag to Won column in Kanban).

• 3. Confirm final Expected Revenue if changed.

• 4. System moves opportunity to Won status.

• 5. Revenue is recorded in reports and forecast.

Key points

• • Always select Lost Reason for accurate reporting.

• • Analyzing Lost Reason helps identify process bottlenecks.

• • Can restore Lost opportunity if customer returns.

• • Use Win/Loss Analysis report to compare win/loss ratio.

Steps

• 1. Open opportunity that cannot close.

• 2. Click Mark Lost button.

• 3. Select Lost Reason from list (high price, not suitable, chose competitor, etc.).

• 4. Enter detailed notes if needed.

• 5. Confirm to move to Lost status.

Key points

• • Each Sales Team can have own stage set.

• • Won stage auto-marks opportunity as successful.

• • Default probability helps automatic revenue forecasting.

Steps

• 1. Go to CRM → Configuration → Stages.

• 2. Click New to create new stage.

• 3. Fill Name (stage name) and Probability (default probability).

• 4. Mark Is Won if winning stage.

• 5. Set Sequence to define display order.

• 6. Save and apply to corresponding Sales Team.

Key points

• • Standardizing Lost Reason helps accurate reporting.

• • Analyze Lost Reason to improve sales strategy.

• • Track Lost Reason trends over time.

Steps

• 1. Go to CRM → Configuration → Lost Reasons.

• 2. Click New to create new reason.

• 3. Fill Name (reason name): High price, Not suitable, Chose competitor, No response.

• 4. Save and use when marking opportunity Lost.

Key points

• • Update stage timely so pipeline reflects reality.

• • Always have next activity with clear deadline.

• • Prioritize opportunities with high Expected Revenue + high Probability.

• • Record Lost Reason fully to analyze and improve.

• • Weekly pipeline review to handle stalled opportunities.

• • Compare forecast with actual results to improve accuracy.

• • Use Recurring Revenue for subscriptions to track MRR/ARR.

• • Analyze Win/Loss ratio by salesperson and team.

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