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.
![](https://onpremisekb.onpressidium.com/wp-content/uploads/2021/11/Sales-Pipeline-settings.png)
Select a stage and click ‘EDIT STAGE’.
![](https://onpremisekb.onpressidium.com/wp-content/uploads/2021/11/Edit-stage.png)
Enter a stage probability number then click SAVE. Repeat the process for each sales stage and exit.
![](https://onpremisekb.onpressidium.com/wp-content/uploads/2021/11/Stage-probability-2.png)
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.
![](https://onpremisekb.onpressidium.com/wp-content/uploads/2021/11/Opportunity-probability.png)
How to add the opportunity probability field
Click Sales Pipeline > Screen Layout to add the opportunity probability field to the additional information section.
![](https://onpremisekb.onpressidium.com/wp-content/uploads/2021/11/Screen-layout.png)
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.
![](https://onpremisekb.onpressidium.com/wp-content/uploads/2021/11/Opportunity-probability-field.png)
Once you add the opportunity probability field, you can record the probability in the configurable information sections below.
![](https://onpremisekb.onpressidium.com/wp-content/uploads/2021/12/Record-opportunity-probability.png)