- Welcome to the Knowledge Base
- Desktop Environment
- Forecasts & Quotas
- Introduction to Importing
- Preparing your Import Data
- Workbooks Import Wizard
- Managing your Imports
- Mailing Lists
- Marketing Campaigns
- Upload Library
- Workbooks Web Insights
- GatorMail Integration
- Using HubSpot with Workbooks
- People & Organisations
- Introduction to Reporting
- Displaying Reports
- Creating Reports
- Reporting Explained
- Emailing Scheduled Reports
- Sharing Reports
- Using Formulae
- Displaying reports within Record Views
- Audit Reporting
- Introduction to Transaction Documents
- Credit Notes
- Customer Orders
- Supplier Orders
- Contract Management
- Adobe Sign Integration
- Introduction to Zapier
- Available Triggers and Actions
- Linking your Workbooks Account to Zapier
Setting up Zaps
- Posted Invoices to Xero Invoices
- Xero payments to Workbooks Tasks
- New Case to Google Drive folder
- New Case to Basecamp Project
- Jira Issue to new Case
- New Workbooks Case to JIRA Ticket
- Wufoo Form Entry to Sales Lead
- Eventbrite Attendee to Sales Lead and Task
- Facebook Ad Leads to Sales Leads
- Posted Credit Note to Task
- Survey Monkey responses to Tasks
- Multistep Zaps
- Outlook Connector
- Exchange Server Sync
- Workbooks Mobile Client
- Introduction to System Administration
- Users & Security
- Email & Integration
- Creating & Modifying Picklists
- Creating Custom Fields
- Report-based Custom Fields
- Record Templates
- Form Layouts
- Customising relationships between parties
- Opportunity Stages
- PDF Configuration
- Releases & Roadmap
- Workbooks Glossary
- Contact Support
Opportunity Stages are used to reflect the stages in your sales cycle.
Implementing Workbooks often provides an ideal opportunity to review your sales cycle and introduce some best practice within your business.
Opportunity Stages are also used to determine which Opportunities are forecast in any given month. If you haven't yet formalised the steps in your sales process, you can use the pre-defined list supplied with Workbooks.
Alternatively, if you want to amend these, you can specify as many Opportunity Stages as you like but must map each stage to a Forecast status. This status, combined with the Close Date of an Opportunity, determines whether or not an Opportunity appears in a Forecast. Only those stages that map to either Best Case or Commit will appear in a Forecast.
In addition, Opportunity Stages can be assigned percentage probabilities, (ie, the percentage likelihood that the deal will close). These probabilities then appear on an Opportunity record and can be used in reporting to calculate a weighted sales forecast.
To amend Opportunity Stages (which you can only do if you have System Administrator Capabilities), click Start > Configuration> Customisation > Record Types. From the list on the right choose Opportunities. The screen that appears includes a tab called Opportunity Stages.
You can amend an existing Stage by clicking on it and changing the values in the fields. Alternatively, you can click New Opportunity Stage to create a brand new one.
The fields for each Opportunity Stage include:
Opportunity Stage Name - this is what will appear in the dropdown picklist within the Opportunity Stage field on an Opportunity;
Stage maps to probability - this allows you to enter a percentage probability of the deal being won, that is automatically associated with the Opportunity Stage;
Mapped Forecast Status - you can use the dropdown picklist to choose which Forecast Status to apply. As outlined above, only Opportunities with a Stage that maps to either Best Case or Commit will appear in a Sales Forecast;
Order - this controls the order in which the stages appear in the dropdown picklist on an Opportunity;
Associated Record State - you can choose 'open' or 'closed', which makes it easier to report on all Opportunities that are considered either open or closed, rather than having to select specific Opportunity Stages.
NOTE: If you want to delete a Stage, click on the grid to open the relevant Stage and click Delete. This will open a dialogue box where you must specify an Opportunity Stage to replace the one you're deleting. If there are any Opportunities in your database at the Stage you are deleting, they will automatically be changed to the Stage that you specify as replacing the deleted entry.
Generally, an Opportunity moves forward from one stage to the next (possibly 'skipping' stages) until it is either Won or Lost. Sometimes however, you might need to downgrade an Opportunity to a previous stage.
To do this a user must have the 'Downgrade Opportunity to Previous Stage' capability. (By default this capability is automatically given to users in the following groups: System Administration, Sales Administration, Sales Managers and Sales People but can be removed by users in the System Administrator group, if required.)