Setting a Probability

Why you should set a probability for your Business Development leads

Ian Remington avatar
Written by Ian Remington
Updated over a week ago

In Crelate, setting a probability is key to allow you to accurately forecast your sales pipeline to predict revenue. Ultimately, a lead's probability is weighed to project your Expected Value (More on Crelate's Valuation Terms). Expected Value is calculated by: Potential Value x Probability. In the example below, the Expected Value would be $2.5k ($10k x .25 = $2.5k specifically tied to the month of November based on the Estimated Close).

The Potential Value should ultimately set the anticipated total revenue you should receive should you close that opportunity. But of course, your pipeline will likely be full of leads, many of which won't close or even be engaged with. As a result, the Expected Value helps to set a more realistic valuation calculator for your pipeline. Think of the Potential as the highest possible ceiling of revenue for your pipeline while the Expected as a more realistic number to hit.

You'll have the ability within each stage to set a default Probability as well to avoid the necessity of adding a probability each time. This can easily be altered at any time from your sales board and is simply set as a default.

As your pipeline of leads and value grows, you'll be able to watch your Expected Value and compare versus a previous time period.

What's Next?

Learn how to couple your Probability with a Priority for your Sales pipeline. Also, learn some best practices for managing Leads through your workflow!

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