Hi
We have a single deal stage pipeline for which each stage has a % win probability set, all normal there. However, once a deal is at say Proposal Submitted it is much more likely to close if it is an existing customer than if it is a new customer (as we already have the procurement process and contract sorted). We have a property to say whether the deal is for New or Existing, how do I create a win probability that is different for a given stage whether the deal type property is New or Existing?
Thanks
Paul D
Hi @pdansey
Do you have the ability to create multiple pipelines? (Sales Pro/Enterprise plan). If so, have you considered creating two pipelines for new business and upsells/cross sells to existing customers.
You’ll be able to:
- attribute appropriate probability
- forecast revenue better based on accurate probabilities
- align your sales process to be true to both sales journey
Just as the probability is different, I imagine the stages might also be condensed or follow a different process.
New or existing property can still be tracked with the property you are using and is will be helpful to view on a sales dashboard for a high level view of what’s coming down the pipeline.
Hope this helps!
Best,
Diana