Documentation
Opportunities
Opportunity is the controlled commercial deal record: it combines customer context, pipeline stage, expected value/probability, products, follow-up and Sales Quote handoff.
What Opportunity is for
Use Opportunity for a specific qualified commercial deal with a customer Account. It is the point where CRM moves from prospect qualification into pipeline execution and commercial preparation.
Opportunity can be created directly for an Account or created during Lead conversion. It can link a Contact and original Lead, maintain Products, record Activities, show linked Sales Quotes and preserve Timeline context.
Quick reference
Opportunity operating summary
| Area | Reviewed behavior |
|---|---|
| Required on save | Opportunity Name, Account, Pipeline Stage, Status and Owner User. |
| Pipeline | Stage path is driven by configured Pipeline Stages and their sequence. |
| Probability | When a stage is selected and Probability is blank, the stage default probability can be applied. |
| Customer context | Account is mandatory; Contact and Linked Lead are optional. |
| Products | Opportunity Products maintain Item, Description, Qty, UOM, Unit Price, Line Total and Selected for Quote. |
| Sales Quote | Create Sales Quote maps only Products marked Selected for Quote. |
| Other tabs | Account & Contacts, Activities, Products, Quotes and Timeline. |
Active tabs
Opportunity tabs
| Tab | Purpose |
|---|---|
| Details | Opportunity identity, Account/Lead, pipeline, status, owner, expected close/value/probability and Lost Reason. |
| Account & Contacts | Review customer Account context and manage/select the relevant CRM Contact. |
| Activities | Follow-up work associated with the Opportunity. |
| Products | Potential products/services being discussed and which lines should become a Sales Quote. |
| Quotes | Sales Quotes linked back to this Opportunity. |
| Timeline | Opportunity lifecycle/history context. |
Details tab – control the deal, pipeline and outcome
Details is the main commercial-control tab for the Opportunity. It contains Opportunity identity, customer Account, optional originating Lead, Pipeline Stage, Status, Owner, expected close/value/probability and Lost Reason fields. The Opportunity Tags section is displayed directly below the Details form.
The horizontal Pipeline Stage path is shown in the Opportunity header rather than inside the tab body. It uses the same configured Pipeline Stages and can set the stage default Probability only when the Opportunity Probability field is still blank.
Details tab operating areas
| Area | Reviewed behavior | Why it matters |
|---|---|---|
| Opportunity identity | Opportunity Number is generated/read-only; Opportunity Name is required. | Creates the stable sales-deal reference. |
| Customer relationship | Account is required. Linked Lead is optional. | Every Opportunity belongs to a CRM Account while still preserving Lead origin when applicable. |
| Pipeline | Pipeline Stage is required and driven by configured stages. | Shows where the deal is in the sales process. |
| Outcome state | Status is required. LOST enables Lost Reason and Lost Reason Text; changing away from LOST clears the stored Lost Reason working fields in the active Details component. | Separates the overall deal outcome from its Pipeline Stage. |
| Forecast | Maintain Expected Close Date, Expected Amount and Probability %. | Provides forward-looking sales value/timing context. |
| Ownership | Owner User is required. | Makes deal responsibility explicit. |
| Tags | Select maintained Opportunity Tags and remove chips before Save/Apply when classification changes. | Adds flexible deal segmentation without replacing Stage or Status. |
Account & Contacts tab – choose the customer and the person for this deal
Account & Contacts is an active relationship-management tab. It lets the user choose the CRM Account, review that Account’s Contacts, create/edit Contacts inline through a dialog and designate one Contact as the Opportunity Contact.
Changing Account clears the currently selected Opportunity Contact so a person from the previous customer cannot remain attached accidentally.
Account & Contacts controls
| Control | Reviewed behavior | Operational meaning |
|---|---|---|
| Account | Searches CRM Accounts. Selecting an Account updates the Opportunity Account and clears the selected Contact. | Establish customer context before choosing the deal contact. |
| Selected Opportunity Contact | Read-only display of the Contact currently chosen for the Opportunity. | Shows which person will drive communication quick actions and relationship context. |
| Contacts grid | Lists Contacts for the selected Account with Contact, Role, Designation, Department, Email, Mobile/Phone and Status. | Lets the seller choose from people who actually belong to this customer. |
| Use | Sets that grid row as the Opportunity Contact. | Changes the Opportunity’s selected CRM Contact without editing the Contact master. |
| Open Contact row | Opens an edit dialog populated first from the row and then refreshed from the full Contact record. | Allows Contact maintenance without leaving the Opportunity. |
| Add Contact | Creates a new CRM Contact under the selected Account. After successful creation the new Contact is automatically selected as the Opportunity Contact. | Supports a new buying contact discovered while working the deal. |
| Delete selected | Invokes CRM Contact deletion after confirmation. | Deletes Contact records; it does not merely remove them from this Opportunity. |
Activities tab – run follow-up work for the Opportunity
The Opportunity Activities tab uses the same CRM Activity workspace pattern as Leads, but it is scoped to Entity Type OPPORTUNITY and the current saved Opportunity ID.
It offers List and Calendar views, server-side pagination/sorting, quick-create Activity shortcuts, row opening and selected-row deletion. The tab requires the Opportunity to be saved first.
Activities tab behavior
| Area | Reviewed behavior |
|---|---|
| List query | Loads only Activities related to the current Opportunity; page size starts at 10 and Start Date/Time sorts descending. |
| List columns | Subject, Type, Status, Owner, Start, End, Channel and Direction. |
| Calendar | Uses the shared CRM Activity Calendar panel filtered to this Opportunity. |
| Quick create | Shortcut icons exist for Phone Call, Meeting, Email, Task / To-Do, WhatsApp Message and Product Demo, plus generic New Activity. |
| Inherited defaults | Quick create receives Entity Type OPPORTUNITY, current Opportunity ID/Name, Opportunity Owner and default Status PLANNED. |
| Open row | Opens the full Activity and supplies a return path to the Opportunity Activities tab. |
| Delete selected | Permanently deletes selected Activity records after confirmation. |
Products tab – prepare the commercial scope before quotation
Products is the Opportunity’s working commercial-line grid. Rows can be created, edited and removed while the Opportunity is being prepared; the final line changes are persisted through the Opportunity Save/Apply operation.
Selecting an Item maps the Item ID/name and can bring Primary UOM and available Sales Price context into the row. Line Total is recalculated as Quantity × Unit Price in the active grid.
Products tab columns and behavior
| Column / behavior | Reviewed meaning |
|---|---|
| Item | Search Inventory Items and retain Item ID plus Item Name snapshot. |
| Description | Opportunity-specific commercial description. |
| Qty | Expected quantity; new rows default Qty to 1 in the grid configuration. |
| UOM | Unit of Measure; Item selection maps the Item primary UOM where available. |
| Unit Price | Opportunity-level commercial estimate/reference; Item selection maps available Sales Price context where returned. |
| Line Total | Read-only calculated Quantity × Unit Price. |
| Selected | Selected for Quote flag. Only selected lines are mapped by Create Sales Quote. |
| Delete row | Existing persisted rows are tracked as deleted and are included in the next Opportunity save payload; unsaved new rows are simply removed from the working grid. |
Quotes tab – review Sales Quotes created from the Opportunity
Quotes is a linked-document tab. It queries Sales Quotes related to the saved Opportunity, lets the user open a Quote, refresh the list and start another Quote using the same Opportunity-to-Sales handoff as the Create Sales Quote action.
The tab does not provide Quote deletion. Sales Quote lifecycle remains controlled by the Sales module.
Quotes tab controls and columns
| Area | Reviewed behavior |
|---|---|
| Prerequisite | Opportunity must be saved before Quotes can be managed. |
| Initial ordering | Quote Date descending. |
| Quote # | Sales Quote reference. Clicking the row opens the Sales Quote and supplies a return path to this Opportunity Quotes tab. |
| Quote Date | Displayed DD-MM-YYYY. |
| Status | Current Sales Quote status returned by Sales. |
| Total | Sales Quote Total Amount. |
| Sales Order | Shows linked Sales Order Number where the Quote response includes it. |
| Refresh | Refetches the current Opportunity Quote list. |
| New Quote | Runs the Opportunity Create Sales Quote handler; the same customer and Selected Product prerequisites apply. |
| Delete | No delete action is exposed in the Opportunity Quotes tab. |
Timeline tab – mixed Opportunity event history
Opportunity Timeline is broader than Lead Timeline. It loads the Opportunity Timeline event feed returned by the CRM service and presents the events newest first, grouped by day.
Each event can show its description, event type/source context, actor, title and timing. The UI also chooses visual icons for recognized create/update/delete, stage/pipeline, status, note/comment and common Activity-like event patterns.
What Opportunity Timeline shows
| Element | Reviewed behavior |
|---|---|
| Event description | Primary event text when supplied; otherwise falls back to Event Type / Source context. |
| Actor | Created By name where available, otherwise System. |
| Title | Displayed when the event includes a title. |
| Source | Displayed when the event includes source information. |
| Timing | Events are ordered/grouped using their event timing; the event card displays the stored creation timestamp formatted DD-MM-YYYY HH:mm when available. |
| Visual category | Icons/colors are chosen from recognized event patterns such as create, update, delete, stage, status, note and common CRM Activity types. |
| Event count | The tab shows the number of timeline events returned for the Opportunity. |
Opportunity Details fields
| Field | Requirement | Meaning / significance |
|---|---|---|
| Opportunity Number | System generated / read-only | Stable deal reference. |
| Opportunity Name | Hard save requirement | Business-recognizable name for the deal. |
| Account | Hard save requirement | CRM customer Account. Selecting another Account clears the currently selected Contact so customer/person context cannot silently mismatch. |
| Linked Lead | Optional | Preserves origin when the deal came from a Lead or needs explicit Lead association. |
| Pipeline Stage | Hard save requirement | Configurable stage representing where the deal sits in the sales process. |
| Status | Hard save requirement | Deal lifecycle/outcome status separate from Pipeline Stage. |
| Owner User | Hard save requirement | Sales user responsible for the Opportunity. |
| Expected Close Date | Optional date | Forecast date for commercial decision/closure. |
| Expected Amount | Optional numeric | Estimated commercial value of the Opportunity. |
| Probability (%) | Optional numeric | User/stage-based probability used to describe deal likelihood. |
| Lost Reason | Conditional – available when Status is LOST | Controlled reason explaining why a lost Opportunity did not succeed. |
| Lost Reason (Text) | Conditional – available when Status is LOST | Additional explanatory context beyond the configured reason. |
Pipeline Stage versus Status
Pipeline Stage and Opportunity Status answer different questions. Stage answers “where are we in the selling process?” Status answers “what is the overall state/outcome of this Opportunity?”
The top stage path is built from configured Pipeline Stages in sequence order. Selecting a stage can fill its default probability when the Opportunity Probability field is still blank; an already-entered probability is not silently overwritten by that convenience behavior.
Products tab
Opportunity Products are the commercial items being discussed before a formal Sales Quote exists. Selecting an Item can bring Item identity, primary UOM and available sales-price context into the row.
Line Total is calculated from Quantity × Unit Price in the reviewed Products grid. The Selected checkbox is especially important because Create Sales Quote uses only the lines marked Selected for Quote.
Opportunity Product fields
| Field | Meaning / significance |
|---|---|
| Item | Inventory Item selected for the prospective deal. |
| Description | Opportunity-specific description of the line. |
| Qty | Expected commercial quantity. |
| UOM | Unit of Measure carried with the quantity. Item selection can default primary UOM. |
| Unit Price | Pre-quote commercial estimate/reference; Item selection can map available sales price context. |
| Line Total | Calculated Quantity × Unit Price in the active Opportunity grid. |
| Selected | Controls whether this row is included when Create Sales Quote prepares the Sales quotation. |
Opportunity actions
| Action | What it does | Prerequisite / effect |
|---|---|---|
| Save | Creates/updates the Opportunity and returns to the list. | Required fields must be valid. |
| Apply | Saves and keeps the Opportunity open. | Useful while maintaining multiple tabs. |
| Close | Returns to the Opportunity list. | Does not itself mean Won/Lost. |
| Create Sales Quote | Opens Sales Quote creation with Opportunity/customer context and selected Product lines. | Opportunity must already be saved; Account must resolve to Business Partner/customer; at least one Product must be Selected for Quote. |
| Call / Email / WhatsApp | Starts communication using the selected Contact details. | Requires the relevant Contact communication value. |
Create Sales Quote – data handoff
Create Sales Quote is the principal CRM-to-Sales commercial handoff in the reviewed Opportunity screen. It does not post or approve a quotation automatically; it prepares a new Sales Quote for the Sales module.
Only Opportunity Products explicitly marked Selected are mapped. The handoff builds quote lines and totals, carries Opportunity/customer context and opens the Sales Quote create screen for normal Sales review.
What selected Opportunity Products carry to Sales Quote
| Context | Mapped information |
|---|---|
| Customer / source | Opportunity reference, CRM Account context, Business Partner customer ID/name. |
| Line identity | Item, Item Name snapshot and Description. |
| Commercial quantity | Quantity and UOM. |
| Commercial values | Unit Price, Gross Amount, Discount values, Net Amount, Tax values and Line Total where present in the Opportunity line context. |
| Tracking context | Batch-related values are carried where available in the source line. |
| Quote date | Reviewed create handoff defaults quote date to the current day. |
- Opportunity Name, Account, Pipeline Stage, Status and Owner User are hard save requirements.
- Changing Account clears the selected Contact to prevent a contact from another customer remaining attached.
- Lost Reason fields are usable only when Status is LOST.
- Create Sales Quote requires a saved Opportunity.
- Create Sales Quote requires the Account to resolve to its Business Partner/customer.
- At least one Product must be marked Selected for Quote before quote creation.
- Products support create/edit/delete row operations so the Opportunity keeps its prospective product set current.
Downstream impact
- Linked Sales Quotes appear in the Opportunity Quotes tab using the Opportunity source relationship.
- Opportunity Activities provide follow-up history and are also visible in the Activity Calendar when scheduled.
- Lead conversion can create the Opportunity while preserving the originating Lead relationship.
- Opportunity customer/Product context becomes the starting point for Sales Quote creation, but the Sales module controls the quotation lifecycle.
Common tasks
Opportunity task guide
| Task | Recommended steps |
|---|---|
| Create an Opportunity for an existing customer | Create Opportunity → select Account → choose Pipeline Stage/Status/Owner → enter expected value/date → Save. |
| Associate the key person | Account & Contacts → select/review the relevant Contact for the deal. |
| Build the prospective product scope | Products → select Items → confirm Qty/UOM/Unit Price → mark only quote-ready lines Selected. |
| Create a Sales Quote | Save Opportunity → verify Account customer link → select Product lines → Actions → Create Sales Quote → review in Sales. |
| Close as lost | Set Status LOST → choose Lost Reason and add explanatory text → Save. |
Troubleshooting
Opportunity issues
| Symptom | What to check |
|---|---|
| Opportunity will not save | Check Opportunity Name, Account, Pipeline Stage, Status and Owner User. |
| Lost Reason is disabled | Set Opportunity Status to LOST. |
| Create Sales Quote warns about missing customer | Check that the selected CRM Account is linked to the Business Partner/customer. |
| Create Sales Quote says no Products selected | Mark at least one Products-tab row as Selected. |
| Contact disappeared after changing Account | This is intentional; select a Contact belonging to the new Account. |
Related pages
Frequently asked questions
Can I create an Opportunity without a Lead?
Yes. Linked Lead is optional; Account is mandatory.
Does changing Pipeline Stage always overwrite Probability?
No. The reviewed stage-path logic applies the stage default only when the current Probability is blank.
Does Create Sales Quote include every Opportunity Product?
No. It includes only lines marked Selected for Quote.
Is a Sales Quote still editable after CRM creates it?
CRM opens the Sales Quote create flow. The Sales module remains responsible for normal quotation review and lifecycle.