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
- Before creating your first opportunity, you’ll need to set up your sales pipelines.
- Review default saved customer lists, including lists for managing leads.
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:
|
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.
|
Custom attributes |
The dialog displays additional fields for any opportunity custom attributes you have created. |
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.
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.
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.
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.
Sort the table by clicking column headers. Click the Configure table columns icon to select columns to display:
- Customer (mandatory)
- Value
- Stage
- Owner
- Close date
- Win likelihood
- Forecast category
- Created at
- Opportunity custom attributes
- Customer-specific columns, including custom attributes
Click Apply to save your selection.
Kanban view
This view shows opportunities as cards on a kanban board. Each column represents a stage of the selected pipeline.
Each opportunity card contains the following information:
- Customer name
- Opportunity value in MRR and ARR
- Owner
- Win likelihood
- Close date
- Forecast category
Drag opportunities between columns to update their stage.
Creating an opportunity list
To create an opportunity list:
- Add one or more filters.
- 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.
- Click the Save this opportunity list icon.
- Name your list in the Name field.
- Select who should see your chart: Just me, Users with a CRM seat, or Entire team.
- Click Save.
ChartMogul creates your list and adds it to Saved Lists.
Next Steps
- Track forecasted MRR for each member of your team by month with the Deal Stage Probability Forecast.
- Track forecasted MRR for each forecast category with the Forecast Category Report.