Keep opportunity progress, committed forecasts and actual outcomes connected to the evidence behind each deal.
Sales Rep maintains the customer, primary contact, expected close date, stage and next action. Product lines describe the proposed quantities, charge units and commercial term. The opportunity can develop during discovery without losing the earlier view of its value or expected timing.
Buying-committee contacts distinguish the champion, economic buyer, technical evaluator and other participants. Calls, meetings and tasks link to the relevant customer or opportunity. A completed task retains its actual completion evidence; a due date alone does not show that the conversation happened.
My Open Opportunities keeps the rep’s active work together. Pending Activities and Overdue Tasks help identify the follow-up behind a stalled deal, rather than relying only on its probability or forecast category.
| Opportunity Number | Name | Account | Stage | Amount |
|---|---|---|---|---|
| OPP-91118 | Opportunity 254 | ACC-40396 | Discovery | 30,644.61 |
| OPP-66595 | Opportunity 895 | ACC-16137 | Proposal | 34,945.22 |
| OPP-48894 | Opportunity 381 | ACC-78549 | Negotiation | 33,667.00 |
| OPP-61417 | Opportunity 802 | ACC-50544 | Discovery | 11,878.87 |
| OPP-73471 | Opportunity 421 | ACC-53582 | Proposal | 18,204.54 |
| OPP-99958 | Opportunity 354 | ACC-82902 | Negotiation | 14,981.09 |
Stage history records the actual transition, owner, amount, currency and expected close date. Required evidence follows the selected stage. A reassignment or revised proposal creates a new history entry instead of rewriting the basis of a past forecast.
| Commercial measure | What it means |
|---|---|
| Proposed value | Current net committed term value under discussion |
| Weighted pipeline | Eligible value multiplied by its probability on the stated basis |
| Accepted bookings | The current accepted contract scope recorded at close |
| Recognized revenue | The accounting result determined outside the pipeline forecast |
Expected future usage is disclosed separately from committed value. Subscription cadence and the agreed term remain visible, so an annual recurring amount is not silently substituted for total contract value. Different currencies convert through the retained reporting rate before aggregation.
| Entry Number | Category | Amount | Currency | Entry Type |
|---|---|---|---|---|
| FE-12792 | Pipeline | 45,616.27 | CRR-88582 | RepSubmission |
| FE-23584 | BestCase | 6,513.51 | CRR-87474 | ManagerRollup |
| FE-98211 | Commit | 13,220.87 | CRR-49123 | RepSubmission |
| FE-94671 | Closed | 40,821.53 | CRR-94697 | ManagerRollup |
| FE-73884 | Pipeline | 4,370.84 | CRR-45085 | RepSubmission |
| FE-85085 | BestCase | 33,988.45 | CRR-15901 | ManagerRollup |
Sales Manager reviews the commercial terms independently where required. A won opportunity needs the active contract and its verified current acceptance evidence. Editing a stage to ClosedWon cannot substitute for that agreement or generate another order and commission.
Loss outcomes retain the actual decision time, reason and available competitor evidence. Expected close dates remain useful planning history. A controlled reopen records why the opportunity changed and reconciles any effects already created, preserving the original terminal decision.
Win/Loss Analysis uses those outcomes and their captured dimensions. Territory and segment at the time of close remain available even after account realignment, allowing sales leaders to distinguish a changing market from a changing reporting structure.
| Account | Pipeline Amount | Currency | Opportunity Count | Owner |
|---|---|---|---|---|
| ACC-39328 | 43,801.27 | CRR-15147 | 13 | VX |
| ACC-99935 | 3,608.29 | CRR-52026 | 12 | PZ |
| ACC-30871 | 27,375.19 | CRR-86990 | 2 | LP |
| ACC-42013 | 39,052.76 | CRR-48299 | 40 | MH |
| ACC-66928 | 14,030.71 | CRR-57560 | 5 | DB |
| ACC-85610 | 25,072.97 | CRR-89975 | 31 | MV |
Sales Rep submits a period and category with the exact included opportunity versions. The submission captures values, probabilities, expected dates and currency conversion. Notes explain the rep’s judgment, including why an otherwise open deal is omitted.
Sales Manager assembles the team rollup from identified rep submissions. An explicit managerial adjustment remains distinguishable from the source opportunities. A report selects the rep or manager level as intended; it does not add both as separate business forecasts.
My Forecast (current period) shows the submission being prepared. Submitted versions remain reproducible when a rep subsequently changes a deal. A revised forecast supersedes the earlier version through the governed path and preserves the comparison history.
| Stage | Currency | Pipeline Amount | Weighted Amount | Opportunity Count |
|---|---|---|---|---|
| Discovery | CRR-79608 | 46,807.85 | 39,096.33 | 1 |
| Proposal | CRR-19021 | 11,905.59 | 46,444.83 | 3 |
| Negotiation | CRR-17016 | 35,355.84 | 27,261.05 | 6 |
| Discovery | CRR-98011 | 39,453.37 | 34,082.44 | 13 |
| Proposal | CRR-38195 | 38,376.20 | 10,875.35 | 35 |
| Negotiation | CRR-75020 | 28,303.65 | 25,575.75 | 15 |
Sales Manager locks the reviewed period snapshot. Forecast Accuracy compares that frozen submission with the defined actual closed population, using the selected reporting currency and cutoff. Current opportunity values cannot retrospectively improve an old forecast.
Pipeline by Stage and Top Accounts by Pipeline use retained grouped snapshots with unique opportunity membership. Product lines, buying contacts and campaign touches do not multiply the deal count. Pipeline Summary can then compare territory and rep results on a consistent population.
Approved quota versions provide the period and currency basis for attainment. Forecast confidence and earned commission remain separate judgments: a Commit forecast is not a won contract, and a won deal qualifies for pay only under its approved commission plan.
Capture enquiries, explain their scores and give each qualified prospect a clear owner and next step.
Keep the people, conversations and commitments behind each customer relationship connected and properly scoped.
Keep opportunity progress, committed forecasts and actual outcomes connected to the evidence behind each deal.
Build an offer with the right products, a defensible price and clear technical and commercial approvals.
Preserve agreed terms, verify customer acceptance and manage the next contract term without losing the continuing business.
Turn accepted commitments into evidenced fulfillment, accurate invoices and reconciled customer balances.
Plan audiences, review outreach and connect evidenced campaign responses to qualified opportunities.
Apply approved quotas and earning rules, explain each commission and separate statement review from actual payout.
Frozen/as-of open opportunity net committed value by stage, territory and rep, converted to a selected reporting currency with retained rates; weighted value uses probability/100, and stage conversion uses OpportunityHistory cohorts rather than current-stage counts.
| Stage | Currency | Pipeline Amount | Weighted Amount | Opportunity Count |
|---|---|---|---|---|
| Discovery | CRR-79608 | 46,807.85 | 39,096.33 | 1 |
| Proposal | CRR-19021 | 11,905.59 | 46,444.83 | 3 |
| Negotiation | CRR-17016 | 35,355.84 | 27,261.05 | 6 |
| Discovery | CRR-98011 | 39,453.37 | 34,082.44 | 13 |
| Proposal | CRR-38195 | 38,376.20 | 10,875.35 | 35 |
| Negotiation | CRR-75020 | 28,303.65 | 25,575.75 | 15 |
Selected immutable rep submissions or manager rollups compared with frozen actual accepted net bookings through the same period cutoff/currency; child and parent submissions are never added together, managerial adjustments are visible, and reopened/superseded deals follow the stated correction cohort.
| Entry Number | Category | Amount | Currency | Entry Type |
|---|---|---|---|---|
| FE-12792 | Pipeline | 45,616.27 | CRR-88582 | RepSubmission |
| FE-23584 | BestCase | 6,513.51 | CRR-87474 | ManagerRollup |
| FE-98211 | Commit | 13,220.87 | CRR-49123 | RepSubmission |
| FE-94671 | Closed | 40,821.53 | CRR-94697 | ManagerRollup |
| FE-73884 | Pipeline | 4,370.84 | CRR-45085 | RepSubmission |
| FE-85085 | BestCase | 33,988.45 | CRR-15901 | ManagerRollup |
Opportunities with actual ClosedAt in the chosen period, split by terminal outcome, LossReason, original source, accepted product family and attributed Competitor; reopened outcomes are separately linked and unknown competitor remains unknown.
Owns assigned leads, customer relationships, pipeline, quotes, follow-up and renewal work.
Manage own Accounts, Contacts, Leads, Opportunities, OpportunityProducts, OpportunityContacts, Activities and draft Quotes/QuoteItems through parent ownershipDecide evidence-based qualification on assigned Leads and execute the unique reviewed conversionPrepare Contracts and Renewals for owned accountsSelf-release a known standard quote only when every line is within its resolved inclusive MinDiscountPercent ceiling and all technical/policy checks passOwns commercial authority, team forecasts, approved commission basis and contract decisions.
Manage team Accounts, Contacts, Leads, Opportunities, child product/contact rows, draft Quotes/QuoteItems, Activities, Contracts, Renewals and escalated Cases within entityApprove line discounts up to the minimum of price-book MaxDiscountPercent and own ManagerDiscountLimitPercent, independently where requiredApprove beyond-standard commercial exceptions only with explicit ExceptionDiscountLimitPercent and policy ceiling, never by sending them to CPQ AdminIndependently approve final ContractTerms at Negotiate, excluding preparer/material editorsMove the right customer opportunity from qualification to an accepted agreement with clear commercial ownership.
5 stages · 2 approvals
Resolve configuration and pricing, review the agreement and verify the complete customer acceptance.
7 stages · 4 approvals
Release reviewed outreach, route genuine responses and preserve the link from campaign activity to qualified pipeline.
8 stages · 2 approvals
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