4.6.2. Get An Accurate Probable Turnover

As you progress in your sales cycle, and move from one stage to another, you can expect to have more precise information about a given opportunity giving you an better idea of the probability of closing it, this is important to see your expected turnover in your various reports.

Configure your kanban stages

By default, KIU BMP Kanban view has four stages: New, Qualified, Proposition, Won. Respectively with a 10, 30, 70 and 100% probability of success. You can add stages as well as edit them. By refining default probability of success for your business on stages, you can make your probable turnover more and more accurate.

Every one of your opportunities will have the probability set by default but you can modify them manually of course.

Set your opportunity expected revenue & closing date

When you get information on a prospect, it is important to set an expected revenue and expected closing date. This will let you see your total expected revenue by stage as well as give a more accurate probable turnover.

See the overdue or closing soon opportunities

In your pipeline, you can filter opportunities by how soon they will be closing, letting you prioritize.

As a sales manager, this tool can also help you see potential ways to improve your sale process, for example a lot of opportunities in early stages but with near closing date might indicate an issue.

View your total expected revenue and probable turnover

While in your Kanban view you can see the expected revenue for each of your stages. This is based on each opportunity expected revenue that you set.

As a manager you can go to CRM ‣ Reporting ‣ Pipeline Analysis by default Probable Turnover is set as a measure. This report will take into account the revenue you set on each opportunity but also the probability they will close. This gives you a much better idea of your expected revenue allowing you to make plans and set targets.