Opportunities

An Opportunity is a qualified business prospect with the potential to become a sale. It can be created from a viable Lead or entered directly, then followed through the stages of the sales pipeline.

In this guide

• View Opportunities and the pipeline
• Use Kanban, Table, and list views
• Create an Opportunity
• Complete the Opportunity form
• Manage an Opportunity

General workflow

1. Open CRM → Sales → Opportunities or convert a qualified Lead.
2. Create and assign the Opportunity, then record its commercial and contact details.
3. Follow its progress through the pipeline and Chatter.
4. Create a Quotation when you are ready to make a proposal.
5. Mark the Opportunity as won or lost when its outcome is known.

View Opportunities and the pipeline

Go to CRM → Sales → Opportunities to see and manage the registered Opportunities.

Figure 1. Opportunities list

The sales pipeline organizes Opportunities by stage so you can follow their progress. Pipeline stages are configured in CRM → Configurations → Stages.

Figure 2. Sales pipeline

Use Kanban, Table, and list views

Use the selector in the upper-right corner of the list to switch between Kanban and Table.

Kanban

Kanban displays Opportunities as cards in columns corresponding to pipeline stages.

Figure 3. Kanban view

Tool	What it does
Cards per Stage	Sets the number of visible cards in each stage.
Group By	Organizes Opportunities using the available criteria.
Card Fields	Selects the information shown on all Kanban cards.

Table

Table displays Opportunities as rows with more detailed information.

Figure 4. Table view

Tool	What it does
Group By	Groups Opportunities using the available criteria.
Search	Finds an Opportunity by name.
Filters	Shows records matching selected conditions.
Column Manager	Selects and rearranges visible columns.

List views

Views let you focus on Opportunities by assignment or status.

Figure 5. Opportunity views

View	Opportunities shown
All	All available Opportunities.
My Activities	Opportunities with activities assigned to you.
My Pipeline	Opportunities assigned to you in your pipeline.
Followed	Opportunities you follow.
Unassigned	Opportunities without an assigned salesperson.
Pending	Active Opportunities in the sales process.
Won	Opportunities marked as won.
Lost	Opportunities marked as lost.
Archived	Archived Opportunities.

Use the Action Group (⋮) menu in the upper-right corner to configure views. A view's actions include Apply View, Remove from Favorites, and Set as Default. Select Reset to restore the default view configuration.

Create an Opportunity

Convert a Lead

To convert a qualified Lead:

1. Open the Lead's detail view.
2. Select Convert to Opportunity.
3. Confirm the conversion.

The record moves from Leads to Opportunities and receives the initial stage configured for the pipeline.

Create one manually

1. Go to CRM → Sales → Opportunities.
2. Select New Opportunity.
3. Complete the applicable sections of the form.
4. Select Create to save the record.

Complete the Opportunity form

General

Use General to enter the main commercial and contact details.

Figure 6. General Opportunity information

Field	What it defines
Expected Revenue	Estimated revenue from the Opportunity.
Probability	Estimated chance of closing the sale.
Due Date	Target date for follow-up.
Title	Name identifying the Opportunity.
Assigned Salesperson	User responsible for the commercial process.
Contact	Existing contact associated with the Opportunity.
Contact Name	Name of the contact.
Contact Email	Contact email address.
Contact Phone	Contact phone number.
Tags	Labels used to classify and find the record.
Priority	Priority level for follow-up.

When you select an existing contact, some fields are filled with its previously registered information.

Additional Information: Company Information

Enter the company and location associated with the Opportunity.

Figure 7. Company Information

Field	What it defines
Company	Company associated with the Opportunity.
Street	Main street address.
Street 2	Additional address information.
City	City.
Postal Code	Postal code.
Country	Country.
Province / State	Province or state.

Additional Information: Contact Information

Add the contact's role and website.

Figure 8. Contact Information

Field	What it defines
Job Position	Contact's role or position.
Contact Website	Website associated with the contact or company.

Additional Information: Ownership

Use Ownership to identify the internal company and team responsible for the Opportunity.

Figure 9. Ownership

Field	What it defines
Company	Internal company associated with the record.
Sales Team	Team responsible for the Opportunity.

Complete these additional fields according to your tracking needs.

Notes

Use Notes to record observations or other details relevant to the Opportunity.

Figure 10. Opportunity notes

Save the Opportunity

Action	Result
Create	Saves the Opportunity and closes the form.
Create and Create Another	Saves the Opportunity and opens a new form.
Cancel	Closes the form without saving.

The saved Opportunity can be viewed in Kanban or Table format.

Manage an Opportunity

Open an Opportunity directly or use its Action Group (⋮) menu at the end of a row in Table view.

Figure 11. Opportunity actions menu

View an Opportunity

Select View to review its general details, additional information, and notes. The detail view provides actions for the next steps in the commercial process.

Figure 12. Opportunity detail actions

Mark an Opportunity as won

Select Mark as Won when the sale has been successfully closed. You can confirm without creating a customer, or enable Create a New Customer during confirmation.

Figure 13. Won Opportunity confirmation

Select Confirm to mark the Opportunity as won without creating a customer, or Cancel to leave it unchanged.

Figure 14. Create a customer during confirmation

If you enable Create a New Customer, available contact details from the Opportunity fill the customer fields automatically. Select Confirm to create the customer and mark the Opportunity as won. Won Opportunities appear in the Won view.

Mark an Opportunity as lost

Select Mark as Lost when the commercial process will not continue. Choose a Lost Reason and enter a Loss Description if you have additional context.

Figure 15. Lost Opportunity form

Lost Reasons are configured in CRM → Configurations → Lost Reasons. Select Submit to save the outcome or Cancel to leave the Opportunity unchanged. Lost Opportunities appear in the Lost view.

Create a Quotation

Select New Quotation to create a proposal linked to the Opportunity. You can create a new customer, select an existing one, or proceed without associating a customer.

Figure 16. New Quotation options

Available contact information from the Opportunity fills customer fields when applicable. Select Submit to open the Quotation form. See the Quotations guide for the full creation and management process.

Follow up in Chatter

Use the Opportunity's Chatter to keep messages, notes, and activities connected to its record.

Figure 17. Opportunity Chatter

Its actions include Send Message, Log Note, and Schedule Activity. See the Chatter and My Schedule guides for those workflows.

Edit an Opportunity

Select Edit to update its information. Select Save Changes to keep the updates or Cancel to discard them.

Delete or restore an Opportunity

Select Delete to remove the Opportunity from the main list. It remains available in Archived, where you can:

• Restore: Return it to the main list.
• Delete Permanently: Remove it from the system permanently.

warning

An Opportunity deleted with Delete Permanently cannot be recovered.