Opportunities

An opportunity is an active deal — a potential revenue event with a known account, amount, close date and stage. This is the record sales reps work on every day.

The 7 sales stages

Every opportunity moves through these stages. The system tracks where you are and updates the win probability automatically.

You can move from any open stage directly to Closed Lost (deals can be lost at any point), but you can't skip forward — you have to walk through the funnel one stage at a time. The system blocks invalid jumps to keep your forecast honest.

What an opportunity record stores

The detail screen has 7 sections:

Opportunity types

Splitting deals by type is essential for accurate revenue forecasting — new business and renewals have very different win rates.

What happens automatically

You don't have to remember any of this — the system does it for you:

• Probability is set from the stage whenever you move the deal (you can override it manually if you have a special situation, but it'll reset next time the stage changes).
• Expected revenue = amount × probability ÷ 100, recalculated whenever amount or probability changes.
• Days in current stage is recomputed daily — it surfaces stagnant deals.
• When you mark a deal Closed Won and the amount is over $100K, sales management gets an email.
• When the amount exceeds $500K, the deal enters the Discount Approval process automatically.

Line items — what's actually being sold

Each opportunity can have line items — one per product being sold. Each line stores:

• The product (from the catalog)
• Quantity
• Unit price (defaults to the product's list price, can be overridden)
• Discount %
• Line total

The sum of all line items rolls up into the opportunity Amount. If you'd rather just type the amount manually without configuring line items, you can — both work.

Discount approval for high-value deals

If a deal's amount goes over $500,000, the opportunity is automatically routed for approval:

1. The opportunity is locked — nobody can edit it.
2. Sales Manager reviews first.
3. If approved, Sales Director signs off.
4. On final approval, the stage is automatically set to Closed Won.
5. If rejected at any step, the deal is returned to the rep to re-justify.

The approval status is shown as a banner at the top of the opportunity detail screen. See Revenue › Approvals for the full process.

Sharing — who can see which deal

By default opportunities are private — only the owner and people above them in the role hierarchy can see them.

On top of that:

• Open opportunities of $100K or more are shared read-only with the Sales Director and everyone below them in the hierarchy. This way leadership sees the big deals without having to follow up.
• High-value deals in approval are visible to the approvers regardless of ownership.

Standard list views

• My Opportunities — opportunities you own.
• Pipeline This Quarter — open deals closing this quarter.
• Closing This Month — open deals closing this month.
• At Risk — past their close date but still open.
• Top Deals by Amount — biggest first.
• Pipeline Kanban — the kanban board grouped by stage (also accessible via the sidebar shortcut "Sales Pipeline").

The opportunity detail layout

When you open an opportunity, you'll see:

• Header — name, stage badge with the 7-stage path, amount, close date, owner. Click any stage on the path to jump directly to it.
• Sales Path — one-click stage progression.
• Quote related list — with a Generate Quote button that runs the Quote Generation flow.
• Line Items — with an Add Product button.
• Activity timeline — a unified feed of comments, logged calls (sys_activity), outbound emails (sys_email), task completions, and field-history audit entries. Every tracked change on the opportunity (stage, amount, close-date, owner) shows up here automatically; there is no separate "history" tab.
• Competitors & Notes — side panel with talking points.
• AI Reference Rail — Sales Copilot suggestions (Customer 360, Revenue Forecast, related signals).

How the AI Copilot helps

When you open an opportunity, ask:

• "What's at risk here?" — Revenue Forecasting skill examines stage age, competitor signals and close-date slippage.
• "Draft a follow-up email" — Email Drafting skill writes the next outbound message.
• "Summarise this account" — Customer 360 skill gives you a one-screen briefing on the account history.

Tips for sales reps

• ✅ Move stages promptly — the probability is wrong if your stage is wrong.
• ✅ Add line items for proper revenue forecasting; the rolled-up amount is more accurate.
• ✅ Fill in Next Steps — it's the single most useful field for handoffs and standups.
• ✅ Pick competitors — the AI uses this to surface win strategies.
• ❌ Don't change the close date just because a deal is slipping. The At Risk view exists to surface honest slippage.

Tips for admins

• The stage list and default probabilities live in the opportunity object's automation. See Customization › Extending Objects to change them — you'll need to update the workflow rule and the state machine in lockstep.
• The $500K discount approval threshold can be changed in the approval process configuration.
• The $100K large-deal notification threshold lives in the opportunity workflow rules.