- A lead is someone interested; an opportunity is a deal with a value and an expected close date.
- Each stage carries a win probability; value times probability gives the weighted value, the basis of your forecast.
- Recording a lost reason for every lost deal shows where you really lose: price, timing or follow-up.
- In Klamna a lead becomes an opportunity in one click, the quote is created from the opportunity, and a won deal turns the lead into a contact and an account automatically.
"How much will we close this month?" In many companies the answer is a guess or a spreadsheet each rep updates differently, because they track leads but not the opportunities themselves. Here is how to run clear sales opportunity management and get a forecast you can trust.
Leads are not opportunities
A lead has shown interest; your job is to qualify it, as covered in our lead stages guide and on the sales pipeline board. Once there is a real need, budget and timing, you have an opportunity. In Klamna, "Convert to opportunity" on the lead creates it with the lead's details and marks the lead qualified. Each lead has one open opportunity, so the same deal is never counted twice.
Stages and win probability
- Qualification (10%)
- Needs analysis (25%)
- Proposal (50%): the quote is sent.
- Negotiation (75%)
- Won (100%)
- Lost (0%), with a reason.
Moving an opportunity to a stage sets that stage's default probability, and you can adjust the probability of any single opportunity. Give each stage a clear entry rule so the whole team uses them the same way.
Weighted value and forecasting
An opportunity at negotiation (75%) counts for three quarters of its value in the forecast, while one at qualification (10%) counts for only a tenth. Sum the weighted values of opportunities expected to close this month and you have a realistic forecast. Klamna calculates the weighted value per opportunity and per stage and shows the count and value of opportunities in each stage.
Lost reasons
When you mark an opportunity lost, record the lost reason, using a short set of wordings the team agrees on. After a couple of months you will know whether you lose on price, timing or simply no reply. If it is no reply, the fix is follow-up, such as a WhatsApp follow-up after the call.
From opportunity to quote to account
Create the quote from inside the opportunity and send it on WhatsApp or e-mail. Mark it won and the lead becomes a contact and an account automatically. For distributed teams, see CRM for sales teams.
What you need in your package
Leads are part of the core CRM. Accounts, opportunities and quotes are in the Sales module, an add-on you choose in your package when your team needs it.
Frequently asked questions
What is the difference between a lead and an opportunity?
A lead is an interested contact not yet qualified; an opportunity is a specific deal with a value, a stage and an expected close date.
How do I forecast sales?
Multiply each opportunity's value by its stage probability and add up the weighted values for the period.
Can I change the win probability?
Yes. Each stage sets a default probability, and you can adjust it for any single opportunity.
What happens when I mark an opportunity won?
The lead becomes a contact and an account automatically, and the deal counts in your sales reports.
Want a forecast based on numbers, not guesses? Talk to us and our well-equipped team will show you the platform on your own workflow, or sign up now, build your own package and see the price before you pay.