Opportunities, forecasting, and quotes

An opportunity records a possible sale independently from the customer conversation. It carries the account, contact, service items, amount, owner, pipeline stage, next action, and lifecycle outcome.

Forecast fields

• Expected close date: when the opportunity is currently expected to close.
• Forecast category: typically pipeline, best case, commit, or omitted depending on your process.
• Probability or stage weight: used to calculate weighted value.
• Forecast notes: evidence behind the current judgment.

Update the forecast when the expected close date, buyer commitment, or commercial value changes. The Dashboard and reporting views can compare pipeline, weighted, and commit values and measure forecast accuracy against actual outcomes.

Quotes

Create a quote from an opportunity so commercial documents remain tied to the correct customer, service snapshot, currency, and amount. Track quote status and keep the opportunity value consistent with the approved commercial position.

Note

Stage history is immutable evidence. Correct a current value with a new action instead of rewriting historical stage events.