Freshsales allows admins to set an estimated probability against every deal stage. This enables sales managers to forecast expected sales based on the probability of deals in their pipeline.
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How to set up weighted pipelines?
Here’s how:
1) Open Admin Settings 
and click on Pipelines 
under CRM Customization.
2) Click on 
associated with a pipeline. This opens the pipeline and its various deal stages.
Note: You can also assign rotting date for the pipeline while assigning probability for the stages. Know more about it here. |
3) Assign deal stage probability for each deal stage and hit 
. The probability is a percentage operator and operates on the total deal value of the stage. Users can change probability of deals manually if required.
Note: When deal stage probability is edited, the new percentage will only be reflected on new deals. The percentage on existing deals will not change. |
In any given deal stage, only a fraction of deals convert successful. By factoring in this probability for every deal stage, revenue from individual stages can be estimated realistically.
For example, let’s consider a deal stage ‘Contacted’. At this stage of the deal cycle, the probability of winning the deal is only about 15%.
Now, let us consider that you have 5 deals in this stage with each carrying a value of $20000, $10330, $4400, $2300, and $1500 respectively.
The total deal value from this stage is $38530.d:
However, the expected deal value from this stage will be calculated on the basis of the deal stage probability (15%). Therefore, the expected revenue from this stage will be 15% of $38530= $8600
To obtain a sales forecast report for Q1, follow these steps:
Create a custom deal report. After you’ve set the filter conditions for your report, choose how you’d like the report to be generated as a table.
Opt for a bar graph with X-Axis plotted for Deals stages and Y-Axis plotted for Sum of expected deal value. Hit
to generate the report.