Summary:
This document explains the Probability field used in CRM records, how it supports opportunity and quote management, and how standardized probability values improve forecasting accuracy and pipeline visibility.
Table of contents:
What is probability in CRM records?
Why is probability applied and what is it used for?
What are picklist values?
Question #1: What is probability in CRM records?
Answer: Probability is a numerical representation of the likelihood of winning an Opportunity or Quote.
Probability | Definition |
|---|---|
5% | Unexpected: Unclear timing or probability. Early stage or not currently expected to progress. |
20% | Open: Actively managed and pursued, but likelihood of success remains uncertain. |
40% | Developing: Meaningful engagement underway; Ingram is gaining traction but position is not yet favorable. |
60% | Upside: Positive indicators emerging; Ingram holds some advantage with a reasonable change of success. |
80 | Strong Upside: High confidence that Ingram has the advantage; should be included to forecast planning. |
95% | Commit: Ingram is expected to win unless unforeseen circumstances arise. |
Question #2: Why is probability applied and what is it used for?
Answer: To ensure consistency, standardized Probability values have been applied to CRM globally - creating a uniform approach when assigning probabilities. These predefined values enable more accurate forecasting and provide a clearer view of pipeline performance.
Question #3: What are Picklist Values?
Answer: Strategic Opportunity, Opportunity, and Quote records have been updated with a standardized set of predefined Picklist Values. See example below:
