Table of Contents

1. Required Fields

2. Optional Fields

3. Revenue and Cost

    – Calculation of Totals and Margin

    – Worked Example

4. Related Articles


Before you begin: This article assumes you're already in the Add Opportunity form. For steps on creating or deleting an Opportunity, see Create and Delete an Opportunity.

1. Required Fields

Field

Description

Title

Name given to this particular opportunity.

Client

The name of the company related to this opportunity.

Pipeline

The pipeline this opportunity should fall under. Users have the option to add an additional pipeline in case you have a different sales process to handle different business use cases — see Pipelines.

Opportunity Type

Depending on your opportunity, you can classify it as hardware, software, or labour.

Stage

Choose a stage in your sales sequence to put this opportunity under. An opportunity can be placed in any stage, e.g., prospect, evaluation, or quote.

Owner

Owner within your company that is dealing with the particular opportunity.


2. Optional Fields

Field

Description

Primary Contact

The primary contact from the particular company.

LinkedIn Contact

Their LinkedIn profile.

Expected Close Date

An estimated date for closing the deal offered.

Client PO Number

The 'Purchase Order' number will be referred to throughout the transaction process by both buyer and seller.

Close Probability

The probability of close is a percentage value. It indicates the probability of closing a deal.

Estimated Value

The expected value (EV) is an anticipated value for investment at some point in the future.

Source

A place from where the business was obtained, for example, referrals, company events, website forms, etc.

Campaign

The campaign from which this business was obtained.


Tip: Use Custom Fields to capture additional information not covered by the standard fields. As with the fields above, only capture personal data in custom fields when it's genuinely needed for the opportunity.

3. Revenue and Cost

The Use Revenue/Cost of Documents checkbox controls how cost and revenue are calculated:

  • Checked: Cost and revenue are pulled automatically from the associated document.

  • Unchecked: You enter cost and revenue manually.

If entering manually, use Calculate total for # months to set the time period, then enter amounts by frequency (one-time, weekly, monthly, quarterly, half-yearly, yearly).

3.1 Calculation of Totals and Margin

Total Revenue = One-time revenue + (Weekly revenue × 4 × Number of months to calculate totals) + (Monthly revenue × Number of months to calculate totals) + (Quarterly revenue ÷ 3 × Number of months to calculate totals) + (Half-yearly revenue ÷ 6 × Number of months to calculate totals) + (Yearly revenue ÷ 12 × Number of months to calculate totals)

Total Cost = One-time cost + (Weekly cost × 4 × Number of months to calculate totals) + (Monthly cost × Number of months to calculate totals) + (Quarterly cost ÷ 3 × Number of months to calculate totals) + (Half-yearly cost ÷ 6 × Number of months to calculate totals) + (Yearly cost ÷ 12 × Number of months to calculate totals)

Margin Value = Total Revenue − Total Cost

Margin Percentage = (Total Revenue − Total Cost) ÷ Total Revenue

3.2 Worked Example

  • Total Revenue: 1000 + (100 × 4 × 6) + (500 × 6) + (1000/3 × 6) + (5000/6 × 6) + (10000/12 × 6) = 18,400

  • Total Cost: 800 + (80 × 4 × 6) + (400 × 6) + (800/3 × 6) + (4000/6 × 6) + (8000/12 × 6) = 14,720

  • Margin Value: 18,400 − 14,720 = 3,680

  • Margin Percentage: 3,680 / 18,400 = 20%

Related Articles