Sales forecasting is the process of estimating a company’s future sales revenue for a specific period. In Legrand CRM, you can assign a probability to each sales stage or estimate opportunity probability to help forecast sales and drive better sales decisions.
Stage Probability
Stage probability is a percentage likelihood of converting opportunities within a specific stage into sales. For example, opportunities within the ‘Lead-in’ stage may have a 10% likelihood of converting into sales.
Stage probability examples:
Lead-in = 10%
Qualified = 25%
Quoting = 50%
Negotiate sale = 75%
Closing phase = 90%
In the administration settings, click Sales Pipeline > Process & Stages to assign a probability to each sales stage.
NOTE: The default module name for ‘Sales Pipeline’ is ‘Opportunities’. You can change the module names in the screen settings.
Select a stage and click ‘EDIT STAGE’.
Enter a stage probability number then click SAVE. Repeat the process for each sales stage and exit.
Opportunity Probability
An opportunity probability refers to the likelihood of converting an opportunity into a sale. The probability of selling to an existing customer is typically higher than selling to a new customer. Therefore, Legrand CRM allows you to record the probability for each opportunity in the configurable information section.
How to add the opportunity probability field
Click Sales Pipeline > Screen Layout to add the opportunity probability field to the additional information section.
In the layout manager screen, click ‘ADD FIELD’ and use the drop-down to select the opportunity probability field. Click ‘ADD’ and configure the label width as you require. After you add the opportunity field, click SAVE and EXIT.
Once you add the opportunity probability field, you can record the probability in the configurable information sections below.
