Win Probability

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Win Probability: Predicting Which Deals Are Most Likely to Win

In the world of sales, understanding which deals are most likely to be won is crucial for prioritizing efforts and resources. The Win Probability feature within ActiveCampaign serves as a powerful tool in this regard. By providing a percentage that indicates the likelihood of a deal closing successfully, it helps teams focus on the deals that matter most to their business. With accurate metrics in hand, you can streamline your sales approach, improve productivity, and ultimately increase revenue.

How to Access Win Probability Settings

To access the Win Probability settings for your pipelines, follow these steps:

1. Navigate to the left menu and click on Deals. 2. Select Deal Settings.

Once you are on the Deal Settings page, the Win Probability box will be displayed toward the bottom. Each tab in this box represents a pipeline within your account, and each has its own configuration settings that influence the calculation of Win Probability values.

Step-by-Step Instructions for Using Win Probability

To effectively utilize the Win Probability feature, follow these detailed steps:

1. **Understand Current Setup**: Ensure your current pipelines are set up correctly. Deals marked as Won or Lost will not contribute to Win Probability calculations. Each open deal displays the Win Probability percentage in the Deal Info box.

2. **Calculate Win Probability**:

  - The percentage is derived from various factors specific to each pipeline, which can include:
    - Number of tasks created.
    - Whether a deal entered a specific stage in the pipeline.
    - Characteristics such as the contact's email domain.

3. **Meet the Data Requirements**: To enable accurate calculations, ensure that:

  - At least 100-150 deals marked as Won and some as Lost are available within the pipeline.
  - Closed deals must be correctly labeled to avoid seeing a Not yet calculated message.

4. **Monitor Calculation Updates**: The Win Probability values are updated weekly on Saturdays, and modifications to certain settings may take up to a 30-minute delay to reflect changes.

5. **Viewing Win Probability**:

  - For a percentage value between 6% and 94%, the exact value will be displayed.
  - Values of 5% or less will show as Less than 5%.
  - Values of 95% or more will appear as Greater than 95%.

Configuration Options and Settings

The following configuration options and settings are crucial for effectively managing the Win Probability feature:

• Data Start Date: This refers to when the system starts collecting relevant data for calculating Win Probability. The default date is when the pipeline was created, but you can adjust this by selecting a new date in the calendar. This change will affect future calculations.

• Sales Cycle Length: This setting represents the longest duration it typically takes to mark deals as either Won or Lost. The default setting is 20 days, but you can customize this duration to better fit your sales cycle. Adding a longer sales cycle helps to retain valuable data points.

• Win Probability Factors: A curated list of factors influencing the calculation of Win Probability values. You have more than 100 factors in total, but the most impactful 20 are displayed. These factors can be toggled on or off based on their relevance to your business. Changing these factors may take up to an hour to update calculations.

• Segmenting with Win Probability Values: You can create segments based on specific Win Probability values or ranges. Utilize the segment builder by navigating to Deal Details > Has deal with Win Probability and choose from operators like:

 * Is
 * Is not
 * Greater than
 * Greater than or equal to
 * Less than
 * Less than or equal to

Best Practices and Tips

To maximize the effectiveness of the Win Probability feature, consider the following best practices:

• **Accurate Data Entry**: Consistently mark deals as Won or Lost to ensure data integrity. This data drives the calculations and influences future deal prioritization.

• **Review Pipeline Settings Regularly**: Periodically check the Data Start Date, Sales Cycle Length, and Win Probability Factors to ensure they remain aligned with your evolving sales strategy.

• **Monitor Open Deals**: Pay attention to deals with low Win Probability scores. Regularly evaluate why these deals may be struggling and if any workflow changes can be applied.

• **Leverage Segmentation**: Use the segmentation ability to create targeted lists that allow your sales team to focus on high-potential deals.

Troubleshooting

In case you encounter issues with the Win Probability feature, consider the following:

- If you see a Not yet calculated message, verify that you have at least 100-150 deals marked as Won in the relevant pipeline. - Ensure closed deals are appropriately classified as Won or Lost; any errors in this can mislead your calculations. - If recent changes to the settings do not reflect immediately, recall that there might be a system delay that can last from 30 minutes to an hour.

Related Features

• For enhanced sales performance, look into the Deals feature.
• The Automation feature can also complement your sales strategies by streamlining workflows.

FAQ

What is the main function of Win Probability?

The Win Probability feature indicates the likelihood of successfully closing deals based on historical data and various factors that correlate to deals marked as Won.

How is Win Probability calculated?

It is calculated from factors specific to each pipeline, such as activity levels, deal stages, and client characteristics.

Why is my Win Probability showing "Not yet calculated"?

This primarily occurs if there are insufficient deals marked as Won or Lost in your pipeline, typically needing 100-150 sold deals to provide accurate metrics.

Can I adjust the Sales Cycle Length?

Yes, you can customize the duration that fits your sales cycle, but remember this may affect data retention for your Win Probability calculations.

What happens if I reopen a closed deal?

Reopened deals will maintain a Win Probability score but will not contribute to future calculations for that pipeline. It's generally recommended to create a new deal instead.

How often are the Win Probability calculations updated?

The model updates weekly on Saturdays, and changes made to settings might see earlier updates after a brief delay.

How can I create segments based on Win Probability?

You can use segment conditions to locate deals within specific Win Probability ranges through the segment builder.

For additional guidance, consider visiting the ActiveCampaign help center to explore related resources and tutorials. ```