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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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Quick steps to set up deal stage probability:

Admin Settings > Pipelines > Edit > Set probabilities for each stage > Save

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.   

How to forecast sales based on these probabilities?

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

How to obtain a report on sales forecast?

To obtain a sales forecast report for Q1, follow these steps:

  1. 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.

  1. 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.