This model predicts the probability of an opportunity to close based on where the prospect currently is in your sales process.

First, you need to know your average sales cycle. Then, if you have mapped out the stages of your sales process from high-level awareness to a closed deal, you can get a good sense for their likelihood to close within the current forecasting period.

Here’s an example of the deal stages you might use for your sales process and the probability associated with each one:

• Appointment Scheduled (20%)
• Qualified to Buy (40%)
• Presentation Delivered (60%)
• Contract Sent (90%)
• Closed Won (100% Won)
• Closed Lost (0% Lost)
  

[see original article for example calculations]

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