Creating and managing opportunities

If you’re new to ChartMogul CRM, review our setup guide.

You’ll need to have a ChartMogul CRM seat to create, edit, and delete opportunities. Learn more about user roles and permissions.

Each sales opportunity represents a potential new source of revenue. Generally speaking, there are two types of opportunities:

  • A qualified lead who has the potential to become a new subscriber.
  • A current subscriber who’s interested in additional products/services or is in the process of renewing their contract.

Opportunities go through a number of deal stages during the sales process. These stages are defined in the sales pipeline. Establish key entry/exit criteria for each deal stage to ensure sales reps follow a consistent sales process and effectively manage opportunities. Learn more about managing sales opportunities in ChartMogul on our blog.

As an opportunity progresses in your sales process, update its deal stage for accurate tracking and reporting.

View and manage all opportunities by navigating to Opportunities.

Watch a video about creating and managing opportunities:

Here’s what we cover in this article:

What’s the difference between a lead and an opportunity?

A lead is an individual or company who enters the top of your sales funnel by interacting with your business, for example, when they attend an event, download content, or sign up for your email list. Not all leads become opportunities. Only leads you deem qualified to buy your product/service become opportunities.

Before you begin

Creating an opportunity

Create opportunities programmatically using our API.

To create an opportunity, navigate to Customers, select a customer record and find the Opportunities section. Or, navigate to Opportunities. Click Add Opportunity and complete the following details. Once complete, click Save.

Customer The customer associated with the opportunity. This field is not available when adding an opportunity from a customer record.
Owner The primary salesperson responsible for the opportunity.
Sales Pipeline The sales cycle the opportunity will go through.
Stage The current deal stage for the opportunity.
Close Date The date when you expect the prospect or customer to agree to purchase your product/service.
Value

The revenue you expect to win from an opportunity.

Use the drop-downs to select the currency and opportunity type:

  • MRR — if you expect the opportunity to convert into a subscription
  • One-time — if you expect the opportunity to convert into a one-time upsell
Win Likelihood The likelihood (as a percentage) you’ll successfully close the opportunity. Use the default value for the deal stage or enter a new value here. An opportunity’s Win Likelihood is multiplied by its Value for the Deal Stage Probability Forecast.
Forecast Category

The opportunity’s grouping based on its likelihood of closing, used to track forecasted MRR. Use the default category for this stage or select one here.

  • Pipeline — early stage opportunities with a low likelihood of closing in the current forecast period.
  • Best Case — opportunities with a demonstrated need for your product/service that have a good chance of closing by their close date.
  • Committed — highly qualified opportunities with a high chance of closing by their close date.
Custom attributes

The dialog displays additional fields for any opportunity custom attributes you have created.

Screenshot of the Add Opportunity dialog with fields as described here.

Updating an opportunity

To update an opportunity, navigate to Customers, select a customer record and find the Opportunities section. Or, navigate to Opportunities and select the opportunity to view the customer record. Click the Edit   icon and update any fields. Then, click Save.

Deleting an opportunity

To update an opportunity, navigate to Customers, select the customer record and find the Opportunities section. Or, navigate to Opportunities and select the opportunity to view the customer record. Click the Ellipse icon and select Delete Opportunity.

Opportunity lists

ChartMogul offers default lists for managing opportunities. Learn more about customer lists.

Organize your opportunity lists into folders.

Organize opportunities for yourself and your team with lists.

Screenshot of the Opportunities table with a list of saved opportunity lists to the left.

ChartMogul provides the following Saved Lists:

  • All active opportunities — Opportunities in stages except Closed Won or Closed Lost.
  • All won opportunities — Opportunities in the Closed Won stage.
  • All lost opportunities — Opportunities in the Closed Lost stage.
  • All my opportunities — Opportunities with you as the owner.
  • My active opportunities — Opportunities with you as the owner in stages except Closed Won or Closed Lost.
  • My won opportunities — Closed Won opportunities with you as the owner.
  • My lost opportunities — Closed Lost opportunities with you as the owner.

Filtering an opportunity list

Use drop-downs to apply filters to an opportunity list:

  • Users — Select an opportunity owner.
  • Stages (in the table view) — Select all active, won or lost stages, all stages of a sales pipeline or one deal stage.
  • Pipeline (in the kanban view) — Select a sales pipeline.
  • Created date — Select a predefined range of created dates.
  • Close date — Select a predefined range of close dates.

Screenshot of the filter drop-downs above an opportunity list.

Switching between views

By default, ChartMogul displays each opportunity list as a table. To switch to the kanban view, click the Kanban view   icon. To go back to the table view, select the Table view   icon.

Screenshot of the table and kanban view icons.

Table view

In the default table view, each opportunity list includes a header with the following information:

  • Opportunities — The number of opportunities
  • Total Value (MRR / ARR) — Total MRR and ARR
  • Avg. Win Likelihood — The mean win likelihood
  • Expected Value (MRR / ARR) — Total MRR and ARR you are expected to win. ChartMogul calculates the expected value of each opportunity by multiplying its MRR and ARR by its win likelihood.

Screenshot of the opportunity list statistics as described here.

Sort the table by clicking column headers. Click the Configure table columns   icon to select columns to display:

Click Apply to save your selection.

 Screenshot of the column selection drop-down with the Apply button highlighted.

Kanban view

This view shows opportunities as cards on a kanban board. Each column represents a stage of the selected pipeline.

Screencap of switching an opportunity list into the kanban view, where cards are arranged in columns representing the stages of the default New Business pipeline. The user drags an opportunity card between the Evaluation and Negotiation columns.

Each opportunity card contains the following information:

Screenshot of an opportunity card with information as described here.

Drag opportunities between columns to update their stage.

Screencap of the user moving a card between the evaluation and negotiation stages.

Creating an opportunity list

To create an opportunity list:

  1. Add one or more filters.
  2. Select a view: table or kanban. In the table view, click the Configure table columns   icon to select the columns and custom attributes you want to include in your list.
  3. Click the Save this opportunity list   icon.
    Screenshot showing the location of the icon to save an opportunity list.
  4. Name your list in the Name field.
  5. Select who should see your chart: Just me, Users with a CRM seat, or Entire team.
  6. Click Save.
    Screenshot of the Save List dialog with the Save button highlighted.

ChartMogul creates your list and adds it to Saved Lists.

Next Steps

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