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Microsoft Dynamics® CRM 4.0 Step by Step by Jim Steger Mike Snyder Kara O’Brien, and Brendan Landers

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Using Opportunities to Forecast Potential Sales

One of the main reasons that organizations track opportunities in Microsoft Dynamics CRM is to allow managers and executives to forecast upcoming and future business. As you saw in the previous section, you can record the potential customer’s name, a topic name, the estimated close date, estimated revenue, and probability for each opportunity. By using these data points, sales managers can review the open opportunities to ensure orders can be fulfilled and understand which sales representatives are generating new sales pipelines.

Tip

To record the sales representative pursuing the opportunity, assign the sales representative as the owner of the opportunity record.

Microsoft Dynamics CRM includes several ...

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