Opportunity Pipeline

The Opportunities Pipeline allows sales teams to visualize deal progression, track sales stages, forecast revenue, and analyze closing outcomes.

Kanban Pipeline Stages

Opportunities progress sequentially across 4 core stages in the Kanban view:

Stage

Benchmark Probability

Operational Scope

Reception & Survey

35%

Initial technical survey, requirement gathering, and client consultation.

Quotation & Proposal

60%

Solution design, commercial quotation, and technical proposal submission.

Negotiation & Discussion

80%

Commercial terms negotiation, contract drafting, and executive sign-off.

Closed Won

100%

Contract finalized and executed.

Closed Lost

0%

Opportunity abandoned or awarded to competitor.
CRM Opportunity Kanban pipeline stage progression

Dragging an opportunity card across columns automatically updates its winning probability and recalibrates the executive revenue forecast.

Opportunity detail form and automated stage probability

Closing Opportunities (Win / Lost)

When negotiations conclude, the salesperson closes the deal using the action buttons:

Won and Lost action buttons on opportunity ribbon

Closing as Won (Win)

  1. Click Won.

  2. In the confirmation popup, enter the Actual Signed Revenue.

Won opportunity confirmation popup and revenue entry

  1. Click Confirm. The opportunity moves to Closed Won (100%) and automatically generates a draft Contract record.

Automated contract generation from won opportunity

Closing as Lost (Lost)

  1. Click Lost.

  2. In the modal dialog, select a mandatory Lost Reason (e.g., Price Too High, Competitor Advantage, Project Postponed, Budget Deficit).

  3. Enter qualitative feedback in Closing Notes.

  4. Click Submit. Data feeds into executive Win/Loss loss-analysis analytics.

Lost opportunity reason selection dialog