Opportunities

Who this is for: Sales, Manager, Owner — reading requires sales.crm.read; creating, moving and editing an opportunity requires sales.crm.manage. Where: Sales & Catering → Opportunities

An opportunity is one piece of business being worked — a conference enquiry, a wedding, a corporate rate negotiation. The board is the pipeline: stages left to right, deals moving across them.

Each column heads with its stage, its win probability, and what is sitting in it. The percentage is the stage's own — it is not derived from your history.

Read the board#

Each column is a stage, carrying:

• its name and win probability — Enquiry (10%), Negotiation (60%)
• how many opportunities are in it
• their total value

The default ladder is Enquiry → Qualified → Proposal sent → Negotiation → Verbal confirmation → Won, but none of that is fixed — see below.

Search matches an opportunity or its account. Status filters the board. The two view toggles switch between the board and a table, which is the one to use when you want to sort and scan rather than drag.

Own your stages#

Manage stages is the point worth understanding. The pipeline is the house's own sales_stage reference list, not a fixed set of columns: rename a stage, reorder the ladder, add one, retire one, and set each stage's win probability.

That probability is what makes the value column mean something. A property that knows its Proposal sent deals close about a third of the time sets 33%, and the weighted pipeline stops being fiction. A property that has never measured it leaves the defaults and reads the raw counts instead — both are honest, and only one of them is a guess dressed as a number.

Work an opportunity#

1. Select New opportunity.
2. Attach it to an account, and give it a value.
3. Move it along the board as it progresses — by dragging on the board, or from the row in table view.

Moving a deal is the whole interaction. Everything the board reports — counts, value, weighted value, conversion — comes from where deals sit and where they ended up.

Read conversion by referral source#

Once deals have been decided — won or lost — the board reports what actually closed, grouped by the referral source the business came from:

Column	Means
Decided	Opportunities that reached won or lost
Won	How many of them were won
Win rate	Won ÷ decided
Won value	What the wins were worth

Win rate and won value answer different questions, and a good sales team reads both. A referral source can convert at 80% on deals worth very little, and another at 20% on deals that carry the year. Ranking channels on either column alone gets one of those two backwards.

注意

Only decided opportunities count. A deal still sitting in Negotiation is in neither the numerator nor the denominator — it has not converted or failed to. That is why a young pipeline shows a thin conversion table while the board itself looks busy.

This is the conversion half of the sales reporting. The demand half — how much business each reason for stay represents — is on Accounts.

What's next#

• Sales accounts — who the pipeline is against, and demand by reason for stay
• Banquet plan and option cutoffs — where a won event holds its space, and the tentative holds that expire
• Events and spaces — turning a won opportunity into an event
• Reference data — the sales_stage list behind the board