Opportunity Settings

The Opportunity Settings page provides 8 tabs for configuring every aspect of your opportunity management process, from pipeline structure through forecasting categories.

Navigate to Admin > Opportunity Settings.

Tab Overview

Tab	Purpose
Pipelines	Opportunity-specific pipelines
Stages	Stages within each pipeline
Stage Ownership	Owner assignment per stage
Priorities	Priority levels for opportunities
Close Reasons	Won and Lost reason management
Types	Opportunity type classification
Sources	Origin tracking for opportunities
Forecast Categories	Revenue forecasting configuration

Pipelines & Stages

Opportunity pipelines use the same shared pipeline system as leads, but with module=opportunities. Configuration works identically — create pipelines, add stages, set order and probabilities.

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Opportunity stages typically have probability percentages that feed into revenue forecasting. Set these thoughtfully: Discovery (10%), Qualification (20%), Proposal (40%), Negotiation (60%), Verbal Commitment (80%), Closed Won (100%), Closed Lost (0%).

Editing Stage Name, Color, and Probability

Stages are editable inline from the Stages tab — click the stage tile and edit:

• Name — what shows on the pipeline / kanban / stage indicator.
• Color — used by the stage chip and kanban column.
• Probability — the weighted-forecast value (0–100) that feeds the Best Case / Commit / Closed forecast categories.

When you change a stage's probability the system runs an atomic rebalance — every dependent computation (forecasts, scorecards, kanban column totals) is recomputed in a single transaction so the dashboard never shows half-old, half-new numbers.

Won and Lost Terminal Stages

The terminal Won and Lost stages are also fully editable — name, color, probability (typically 100 / 0), and the field-config of which fields a user must fill in to move into them. Use field-config on Lost to require a Lost Reason; use it on Won to require Close Date and Actual Amount.

Form Submissions as Stage Requirements

Opportunity stages now accept form submissions as required-at-stage requirements in addition to required fields. Open the Stage Fields modal for any stage, scroll to the Forms section, and pick any active form for the opportunities module. The opportunity can't advance to the stage until at least one matching form_submissions row exists for it.

The requirement is once-met-always-met — once the submission lands, backward stage moves don't reset it. Useful for "Negotiation requires the MSA Checklist form" or "Closed Won requires the Final Approval form" patterns where the submission is the artifact, not a fresh checkbox tick.

See Stage Ownership → Stage Requirements for the full reference.

Stage Change — Custom Field Handling

The change-stage endpoint:

• accepts both stage_fields and the stageFields camelCase alias from the UI,
• strips the custom. prefix that custom-field keys carry into the validator,
• correctly parses JSONB-as-string when a custom field is sent as a stringified JSON value,
• resolves custom.* keys against the entity's custom_fields blob.

These were silent fixes — admins didn't change configuration. The result is that field requirements on stage change now work correctly for custom fields where they previously sometimes errored out as missing.

Stage Ownership

The Stage Ownership tab allows you to assign responsibility for each stage to a user, team, or role. See Stage Ownership for full details.

Common opportunity stage ownership patterns:

Stage	Owner
Qualification	SDR Team
Discovery	Account Executive (role)
Proposal	Solutions Engineering Team
Negotiation	Sales Manager (role)
Legal Review	Legal Team
Closed	Account Executive (role)

Close Reasons

Close reasons categorize why an opportunity was won or lost. They are split into two groups.

Won Reasons

1. Switch to the Close Reasons tab.
2. In the Won Reasons section, click Add Reason.
3. Enter the reason (e.g., "Best Fit Solution", "Competitive Pricing", "Existing Relationship", "Superior Support").
4. Save.

Lost Reasons

1. In the Lost Reasons section, click Add Reason.
2. Enter the reason (e.g., "Lost to Competitor", "No Budget", "No Decision", "Timing", "Product Gap", "Champion Left").
3. Save.

When users close an opportunity as Won or Lost, they must select one of these reasons. This data is invaluable for win/loss analysis.

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Review lost reasons monthly in Reports. If "Lost to Competitor" dominates, investigate which competitors and why. If "No Decision" is frequent, your qualification process may need improvement.

Opportunity Types

Types classify opportunities by their nature or deal structure.

1. Switch to the Types tab.
2. Click Add Type.
3. Enter the type name and optional description.
4. Save.

Common Opportunity Types

Type	Description
New Business	First-time deal with a new customer
MSA (Master Service Agreement)	Framework agreement for ongoing services
Renewal	Renewing an existing contract
Expansion	Upselling additional products/services to existing customer
Cross-sell	Selling different product lines to existing customer
Professional Services	Consulting or implementation engagement

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Types help segment your pipeline for reporting. You can filter reports and dashboards by opportunity type to analyze new business vs. renewal performance separately.

Sources

Manage where opportunities originate from.

1. Switch to the Sources tab.
2. Click Add Source.
3. Enter the source name (e.g., "Qualified Lead", "Referral", "RFP Response", "Partner", "Direct Outreach", "Event").
4. Save.

Opportunity sources are separate from lead sources, though they often overlap. When a lead is converted to an opportunity, the source can be carried over automatically.

Forecast Categories

Forecast categories group opportunities by their likelihood of closing, providing a structured view for revenue forecasting.

Configuring Forecast Categories

1. Switch to the Forecast Categories tab.
2. Review or modify the default categories.
3. Each category has:
   • Name — e.g., "Pipeline", "Best Case", "Commit", "Closed"
   • Probability range — the stage probability range that maps to this category
   • Color — visual identification in forecast views

Default Forecast Categories

Category	Probability Range	Meaning
Pipeline	0-20%	Early stage, low confidence
Best Case	21-60%	Active opportunity, moderate confidence
Commit	61-90%	High confidence, expected to close
Closed	91-100%	Won or nearly certain

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Forecast categories should align with your stage probabilities. If you change stage probabilities, review forecast category ranges to ensure they still make sense.

Priority Management

The Priorities tab for opportunities works identically to lead priorities. Configure icons, colors, and the default priority.

Best Practices

1. Align stages with your actual sales process — observe how your team sells before codifying stages.
2. Set realistic probabilities — base them on historical conversion data, not optimism.
3. Keep close reasons actionable — "Other" is not useful for analysis. Be specific.
4. Use types for segmentation — distinguishing new business from renewals is critical for accurate forecasting.
5. Review forecast categories quarterly — adjust probability ranges based on actual win rates.
6. Limit the number of sources — too many sources dilute analysis. Group similar channels.

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Next: Task Settings — Configure task types, statuses, and priorities.