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The Opportunities Pipeline feature enables you to load opportunities from your CRM system into Territory and Quota and then use that data to generate a forecast value for territories to aid in setting quotas.
To access the workspace, click Territory Admins > Data > Opportunity Pipeline.
When you allocate quotas to territories, the values on the opportunities are utilized as follows:
- Target Close Date: Represents the date the opportunity is expected to become a sale or deal. It is also the date that is used when identifying a date range of opportunities that should be used for the forecast.
- Probability: Represents the likelihood that the deal will close, and is expressed as a percentage. When forecasting, you can apply this probability to the value of the opportunity such that only a portion of the value is included in the forecast. For example, a $100,000 opportunity with a 65% probability will be represented as $65,000 in the forecast.
- Projected Value: Represents the best-estimated value of the opportunity and is typically used as the main input in the forecast. The projected value is a required field and will always have a value.
- Low Value: Represents the expected minimum value of the opportunity that you can use in the forecast instead of the projected value if you desire a minimum forecast. The low value is not required, so it may not contain a value. In this case, the projected value of the opportunity becomes the default value.
- High Value: Represents the expected maximum value of the opportunity that you can use in the forecast, instead of the projected value, if you desire an upside forecast. The high value is not required, so it may not contain a value. In this case, the projected value of the opportunity becomes the default value.
Opportunities are linked to territories, based on the account and product on the opportunity. The opportunity is also assigned to the territory and quota type that is managed by the territory program.
Some CRM systems allow you to have multiple products on an opportunity. In order to support multiple systems, each product must be represented as a separate opportunity.