Sales Pipeline and Opportunity Tracking

Forecast from real deals, one stage at a time.

Each deal carries an expected value and a win probability, moves through the pipeline one button at a time, and becomes a quotation when it is time to make an offer.

The sales rep who owns the deal does every step: opens it, walks it through the stages while logging activities, and creates the quotation, which moves the deal to PROPOSAL on its own.

Use the documented operating model as a starting point, then adapt fields, approvals, reports, or connected areas when your process differs.

Before you start

Put the right records and roles in place.

To work from My Opportunities in the Personal workspace, each rep needs an Employee record whose Username matches their login. A deal that will get a quotation needs a Customer, so convert the lead first if the deal came from one.

Documented sequence

From the first estimate to the offer.

Each stage identifies the action, handoff, or record change that moves the work forward.

01
Open the deal — Sales rep
Create the opportunity in the CRM group or in My Opportunities with its customer, expected value, currency, win probability and expected close date. It gets an OPP… number, starts in PROSPECTING, and its weighted value is recalculated on every save.
02
Walk the pipeline — Sales rep
Qualify, Propose and Negotiate move the deal one stage at a time; Mark Won or Mark Lost close it from any open stage. Log calls, meetings and next steps as activities, and update the probability as your confidence changes.
03
Make the offer — Sales rep
Create Quotation opens a DRAFT quotation with the deal's customer, currency and owner, linked back to the deal, and moves the opportunity to PROPOSAL automatically. Pricing and sending happen on the quotation.

Connected work

Carry the record into the next decision.

Related features and workflows reuse the same business records instead of asking teams to rebuild the context.

Leads & OpportunitiesOpportunity fields, the stage buttons, the activity trail and the pipeline reports.Prepare and send a quotationThe offer's own lifecycle: pricing, sending, follow-up, expiry and the sales order.Capture and qualify a leadWhere deals come from: leads converted into customers and opportunities.

Current scope

Create Quotation refuses on a deal without a Customer; convert the lead and set the customer on the deal first.

A starting point, not a fixed package

Keep the pipeline in step with how you sell.

Activity types and lead sources are maintained in the settings, and the pipeline reports read stages and weighted values straight from the deals. A different stage path, extra deal fields or other forecast rules can be scoped as a Custom adaptation.

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Decision-stage answers

Work an opportunity pipeline FAQs

How is the weighted value calculated?

Expected value × probability / 100, rounded to two decimals. It is read-only, recalculated on every save, and it is the figure the pipeline reports add up.

Can a deal skip stages?

Qualify, Propose and Negotiate move strictly one stage at a time and refuse out of order, for example Negotiate on a QUALIFICATION deal. Only Mark Won and Mark Lost jump, and they work from any open stage.

Can one deal have more than one quotation?

Yes. A second quotation for the same deal is allowed as a re-offer, and each one is linked back to the opportunity.

Which reports does the pipeline feed?

Pipeline By Stage shows count, expected and weighted value per stage; Open Opportunities is the dashboard counter; Opportunities By Owner shows each rep's open pipeline; Won Lost Split compares closed deals.

Review the real workflow

Put one live deal through the BusinessIntents pipeline.

Use a real record or transaction to compare the documented flow with the way your team works today.

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