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Dynamics 365 Community / Forums / Customer experience | Sales, Customer Insights,... / Sales - Opportunity We...
Customer experience | Sales, Customer Insights,...
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Sales - Opportunity Weighted Pipeline Calculation

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Posted on by Niki Patel 14

Hi everyone,

In our Sales module, we calculate weighted revenue based on estimated revenue and win probability. However, we noticed that the probability is influenced by both the Business Process Flow stage probability and a custom win likelihood field.

This sometimes causes inconsistencies in pipeline calculations.

Has anyone implemented a reliable way to manage weighted revenue when both stage probability and custom win likelihood are used?

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Dynamics 365 Sales
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  • Suggested answer
    Hamed M. Serag Profile Picture
    Hamed M. Serag 4 on at
    Hello There,

    the best approach in my opinion is letting the BPF be the main weight since it is the core defining of the sale closure and the custom probability (i assume user input) be a secondary value within the same stage
    weight should be calculated by applying a 1-10 cap on the custom field and the stage would iterate with 10 that will bound the user input by the stage weight itself meaning if opportunity is in stage 2 it can never exceed the weight of a stage 3 or 4 case 
    examples 
    1 - Case in stage 2 with likelihood of 8 = 28 
    2 - Case in stage 4 with likelihood of 3 = 43
    etc 

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