Win Probability: Difference between revisions

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'''Navigation:''' [[Main_Page]] > [[Deals]] > [[Deal Settings]] > Win Probability
'''Navigation:''' [[Main_Page]] > [[Deals]] > Win Probability


= Win Probability: Predicting which deals are most likely to win =
== How do I see the Win Probability value for a deal? ==


== Introduction ==
In the context of sales management, understanding the likelihood of closing a deal is crucial. The '''Win Probability''' value in ActiveCampaign provides a percentage that assesses the likelihood of a specific deal being categorized as "Won." This feature is instrumental for sales teams aiming to prioritize their efforts on deals that are most likely to succeed, ultimately optimizing the sales funnel.
The '''Win Probability''' feature in ActiveCampaign is a powerful tool designed for sales teams to assess and prioritize deals based on their likelihood of closing successfully. With this feature, users can easily see a percentage value that signifies how likely a deal is to be won, enabling better allocation of time and resources to deals that have the highest chances of success. This predictive capability is crucial for effective sales strategies, ensuring that efforts are focused on the most promising opportunities, thereby optimizing the sales process and increasing revenue.


== How to Access Win Probability Settings ==
== How to Access the Win Probability Feature ==
To access the settings for '''Win Probability''', follow these steps:
 
1. Log into your ActiveCampaign account.
Accessing the '''Win Probability''' value for a deal in ActiveCampaign can be done through two primary methods:
2. Navigate to the '''Deals''' section by selecting it from the left menu.
 
3. Click on '''Deal Settings'''.
1. **Deals Overview Page**: Navigate to the Deals overview page, then select a deal from one of the pipelines.
4. At the bottom of the page, you will find the '''Win Probability''' box, where you can access and configure the different settings for your pipelines.
2. **Contact's Profile Page**: Go to the contact's profile page, click on the '''Deals''' tab, and then choose the specific deal you want to view.


== Step-by-Step Instructions ==
== Step-by-Step Instructions ==
Here is a detailed guide on configuring the '''Win Probability''' settings for your pipeline:


1. **Access Deal Settings**: As mentioned above, go to '''Deals''' and then click on '''Deal Settings'''.
Once you're in the right section, follow these steps to view the '''Win Probability''' value:
2. **Locate Win Probability Box**: Scroll to the bottom of the page to find the '''Win Probability''' section.
 
3. **Select Pipeline**: Each tab in the '''Win Probability''' box corresponds to a pipeline in your account. You can click on each tab to adjust settings specific to that pipeline.
1. **Open the Deal**: Use the methods mentioned above to access your desired deal.
 
2. **Locate the Deal Info Card**: Upon opening the deal, look for the '''Deal Info''' card. This is where the '''Win Probability''' value is displayed.
=== Configuration Settings ===
3. **Interpret the Value**:
Within the '''Win Probability''' settings, several options can be customized:
    - If the '''Win Probability''' is between 6% and 94%, the exact percentage will be shown in the '''Deal Info''' box.
    - If the '''Win Probability''' is 5% or less, it will read "Less than 5%".
    - For values that exceed 95%, it will say "Greater than 95%".
    - If the deal does not yet have a calculated probability, it will indicate "Not yet calculated".


1. **Data Start Date**: This is the date from which deal-specific data starts being collected for Win Probability calculations.  
Example scenarios might display as follows:
  - Default: The date your pipeline was created.  
- A deal marked with a value of 74% probability.
  - Update: Click into the date field and select a new date from the calendar.
- A deal that indicates "Less than 5%".
  - Note: After modification, there is up to a 30-minute delay for the new calculations.
- A deal marked as "Greater than 95%".
- A deal with the message "Not yet calculated" if insufficient data is available.


2. **Sales Cycle Length**: This setting reflects the longest duration it takes for your team to mark deals as Won or Lost.
It is essential to note that if you do not have between 100 to 150 deals accurately marked as Won in a given pipeline, the system will not generate a '''Win Probability''' percentage, and you will see the "Not yet calculated" message instead.
  - Default: 20 days.
  - Update: Enter a new time duration, selecting from Days, Weeks, Months, or Years.
  - Caution: Setting this too short can lead to important deals being considered Lost if they exceed the established time frame, even if not marked as such.


3. **Win Probability Factors**: A list of factors informs the Win Probability calculations for deals in that pipeline. Typically, over 100 factors exist, but the 20 most relevant will be shown.
== Configuration Options and Settings ==
  - Default: Factors are turned On.
  - Adjusting: You can toggle specific factors Off if they are determined to be irrelevant to your business.
  - Note: Adjustments may take up to an hour before they reflect in calculations.


4. **Create Segments Using Win Probability Values**: You can create targeted segments based on specific Win Probability criteria.
While accessing the '''Win Probability''' feature, a few configuration aspects should be remembered:
  - From the segment builder, go to '''Deal Details''' and select conditions related to '''Win Probability'''.
  - Use the following operators:
    - Is
    - Is not
    - Greater than
    - Greater than or equal to
    - Less than
    - Less than or equal to


== Configuration Options and Settings ==
- You must have a sufficient number of deals correctly marked as '''Won''' to obtain a reliable '''Win Probability''' calculation.
Understanding the various configuration settings is essential for optimizing the use of Win Probability. Here are the key points to remember:
- The '''Win Probability''' feature is available on the Plus, Professional, or Enterprise plan types as an enhancement to the sales engagement capabilities.
- Ensure that closed deals are correctly marked as '''Won''' or '''Lost''' to improve the accuracy of calculations.
 
- Maintain a healthy distribution of deals—ideally, have at least 100-150 deals marked as Won and some marked as Lost to facilitate accurate percentage calculations.
== Best Practices ==
- Acknowledge that deals marked as Won or Lost will no longer influence Win Probability calculations and will show as "Not yet calculated" for future computations.
 
To maximize the effectiveness of the '''Win Probability''' feature:
 
- Regularly update the status of your deals, ensuring that they are accurately marked as '''Won''' or '''Lost'''. This will help in generating accurate probability calculations.
- Keep the sales pipelines organized and maintain a sufficient volume of deals to allow the system to analyze win patterns effectively.
- Use the insights from the '''Win Probability''' feature to prioritize leads and tailor your engagement strategies. Focus your efforts on deals that show higher probabilities of closure.
 
== Common Use Cases ==


== Best Practices and Tips ==
The '''Win Probability''' metric can be effectively used in various scenarios:
To make the most of the '''Win Probability''' feature:
- Regularly review and update the '''Sales Cycle Length''' to reflect actual sales processes, leveraging insights from your sales team.
- Maintain an ongoing assessment of the '''Win Probability Factors''' and adjust as necessary to ensure they align with your evolving business needs.
- Create new deals instead of re-opening deals marked as Won or Lost, as reopening can lead to inaccurate data.


== Common Use Cases with Examples ==
- **Lead Prioritization**: Sales teams can sort and focus on deals with the highest '''Win Probability''' for the best chances of closing efficiently.
- **Lead Prioritization**: Sales teams can utilize the Win Probability values to focus efforts on high-priority leads with a higher chance of closing, thereby maximizing productivity.
- **Performance Analysis**: By tracking changes over time, teams can assess the efficacy of their sales strategies and adjust as needed.
- **Sales Forecasting**: Accurate Win Probability assessments can aid in forecasting revenue and preparing for future sales strategies.
- **Forecasting Sales**: Managers can use aggregated '''Win Probability''' data to predict revenue outcomes based on current deals within the pipeline.
- **Performance Analysis**: By reviewing deals with varying Win Probability values, teams can analyze patterns and factors that contribute to successful deal closures.


== Troubleshooting ==
== Troubleshooting ==
If you encounter issues with the '''Win Probability''' feature:
- Verify that you have at least 100-150 deals in the pipeline marked as Won to see accurate calculations.
- Check that closed deals are correctly labeled as '''Won''' or '''Lost''' to influence ongoing calculations appropriately.
- If the Win Probability values are not displaying correctly, allow some time as there may be delays in updating values after significant changes.


== Related Features ==
Here are a few potential issues users might encounter regarding the '''Win Probability''' feature:
- Consider learning more about [[Lead Scoring]] and its integration with Win Probability for enhanced insights into deal management.
 
- **Missing Probability Values**: If you see "Not yet calculated," ensure that you have enough deals marked as '''Won''' in your pipeline. Verify the deal statuses and that you meet the necessary thresholds for the calculation.
- **Display Errors**: If percentages appear to be incorrect or inconsistent, check the integrity of your deal data and confirm that records are up to date.


== FAQ ==
== FAQ ==
1. **What should I do if my Win Probability is showing "Not yet calculated"?**
  - Ensure you have enough deals marked as Won to meet the minimum threshold of 100-150 for accurate calculations.


2. **Can I change the Sales Cycle Length after deals have been marked?**
=== What is the Win Probability value? ===
  - Yes, you can adjust the Sales Cycle Length, and it may impact future Win Probability calculations.
The '''Win Probability''' value reflects the likelihood that a deal will be marked as "Won," expressed as a percentage.
 
=== When is the Win Probability displayed? ===
The '''Win Probability''' appears in the '''Deal Info''' card when viewing a specific deal within ActiveCampaign.
 
=== What if I see "Not yet calculated"? ===
This message indicates there is insufficient data, such as having too few deals marked as '''Won''' in your pipeline.
 
=== How can I improve my Win Probability accuracy? ===
By ensuring that you regularly update the status of deals as '''Won''' or '''Lost''' and maintaining a sufficient number of deals in your pipeline.


3. **Are there specific factors that affect the Win Probability?**
=== Is the Win Probability feature available for all plans? ===
  - Yes, there are over 100 factors, but only the 20 most relevant will be shown and used by default.
No, this feature is part of the Sales engagement enhanced CRM add-on and is available only on the Plus, Professional, or Enterprise plans.


4. **How will reopening a deal affect its Win Probability?**
=== Can I trust the Win Probability calculations? ===
  - Reopened deals will show a Win Probability value; however, they will no longer contribute to Win Probability calculations for that pipeline.
Yes, as long as you have a substantial number of accurately marked deals, the calculations should reflect the likelihood of winning the deal.


5. **How often is the Win Probability data updated?**
=== Where can I find more information about this feature? ===
  - The model updates weekly on Saturdays, ensuring your calculations reflect the most current data.
For more details, you can refer to the specific documentation on the '''Win Probability''' feature available on ActiveCampaign's help section.


6. **Can I customize the factors that contribute to Win Probability?**
For additional guidance on related topics, please check out the sections on marking deals as Won or Lost.
  - Yes, you can toggle specific factors On or Off based on their relevance to your business needs.


7. **How do I create a segment based on Win Probability?**
By understanding and leveraging the '''Win Probability''' feature in ActiveCampaign, sales teams can gain valuable insights that aid in decision-making and strategic planning within the sales process.
  - Use the segment builder, navigate to '''Deal Details''' and select conditions related to '''Win Probability''' to create your desired segments.
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Latest revision as of 14:17, 3 November 2025

``` Navigation: Main_Page > Deals > Win Probability

How do I see the Win Probability value for a deal?[edit | edit source]

In the context of sales management, understanding the likelihood of closing a deal is crucial. The Win Probability value in ActiveCampaign provides a percentage that assesses the likelihood of a specific deal being categorized as "Won." This feature is instrumental for sales teams aiming to prioritize their efforts on deals that are most likely to succeed, ultimately optimizing the sales funnel.

How to Access the Win Probability Feature[edit | edit source]

Accessing the Win Probability value for a deal in ActiveCampaign can be done through two primary methods:

1. **Deals Overview Page**: Navigate to the Deals overview page, then select a deal from one of the pipelines. 2. **Contact's Profile Page**: Go to the contact's profile page, click on the Deals tab, and then choose the specific deal you want to view.

Step-by-Step Instructions[edit | edit source]

Once you're in the right section, follow these steps to view the Win Probability value:

1. **Open the Deal**: Use the methods mentioned above to access your desired deal. 2. **Locate the Deal Info Card**: Upon opening the deal, look for the Deal Info card. This is where the Win Probability value is displayed. 3. **Interpret the Value**: 

   - If the Win Probability is between 6% and 94%, the exact percentage will be shown in the Deal Info box.
   - If the Win Probability is 5% or less, it will read "Less than 5%".
   - For values that exceed 95%, it will say "Greater than 95%".
   - If the deal does not yet have a calculated probability, it will indicate "Not yet calculated".

Example scenarios might display as follows: - A deal marked with a value of 74% probability. - A deal that indicates "Less than 5%". - A deal marked as "Greater than 95%". - A deal with the message "Not yet calculated" if insufficient data is available.

It is essential to note that if you do not have between 100 to 150 deals accurately marked as Won in a given pipeline, the system will not generate a Win Probability percentage, and you will see the "Not yet calculated" message instead.

Configuration Options and Settings[edit | edit source]

While accessing the Win Probability feature, a few configuration aspects should be remembered:

- You must have a sufficient number of deals correctly marked as Won to obtain a reliable Win Probability calculation. - The Win Probability feature is available on the Plus, Professional, or Enterprise plan types as an enhancement to the sales engagement capabilities.

Best Practices[edit | edit source]

To maximize the effectiveness of the Win Probability feature:

- Regularly update the status of your deals, ensuring that they are accurately marked as Won or Lost. This will help in generating accurate probability calculations. - Keep the sales pipelines organized and maintain a sufficient volume of deals to allow the system to analyze win patterns effectively. - Use the insights from the Win Probability feature to prioritize leads and tailor your engagement strategies. Focus your efforts on deals that show higher probabilities of closure.

Common Use Cases[edit | edit source]

The Win Probability metric can be effectively used in various scenarios:

- **Lead Prioritization**: Sales teams can sort and focus on deals with the highest Win Probability for the best chances of closing efficiently. - **Performance Analysis**: By tracking changes over time, teams can assess the efficacy of their sales strategies and adjust as needed. - **Forecasting Sales**: Managers can use aggregated Win Probability data to predict revenue outcomes based on current deals within the pipeline.

Troubleshooting[edit | edit source]

Here are a few potential issues users might encounter regarding the Win Probability feature:

- **Missing Probability Values**: If you see "Not yet calculated," ensure that you have enough deals marked as Won in your pipeline. Verify the deal statuses and that you meet the necessary thresholds for the calculation. - **Display Errors**: If percentages appear to be incorrect or inconsistent, check the integrity of your deal data and confirm that records are up to date.

FAQ[edit | edit source]

What is the Win Probability value?[edit | edit source]

The Win Probability value reflects the likelihood that a deal will be marked as "Won," expressed as a percentage.

When is the Win Probability displayed?[edit | edit source]

The Win Probability appears in the Deal Info card when viewing a specific deal within ActiveCampaign.

What if I see "Not yet calculated"?[edit | edit source]

This message indicates there is insufficient data, such as having too few deals marked as Won in your pipeline.

How can I improve my Win Probability accuracy?[edit | edit source]

By ensuring that you regularly update the status of deals as Won or Lost and maintaining a sufficient number of deals in your pipeline.

Is the Win Probability feature available for all plans?[edit | edit source]

No, this feature is part of the Sales engagement enhanced CRM add-on and is available only on the Plus, Professional, or Enterprise plans.

Can I trust the Win Probability calculations?[edit | edit source]

Yes, as long as you have a substantial number of accurately marked deals, the calculations should reflect the likelihood of winning the deal.

Where can I find more information about this feature?[edit | edit source]

For more details, you can refer to the specific documentation on the Win Probability feature available on ActiveCampaign's help section.

For additional guidance on related topics, please check out the sections on marking deals as Won or Lost.

By understanding and leveraging the Win Probability feature in ActiveCampaign, sales teams can gain valuable insights that aid in decision-making and strategic planning within the sales process. ```

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