Applying Probability - a new approach

Adding probability to your Sales Process is a fundamental part of effective pipeline management and reliable forecasting.

We're excited to announce some powerful new ways to calculate and apply probability to Sales Projects, helping sales people prioritize opportunities and give Management greater clarity into sales operations and weighted pipeline values.

Previously, probability was applied to sales projects either subjectively - i.e. from gut feeling or estimates by the project owner, or applied automatically as milestone steps were completed while working through the process.

With this new update, its now possible to take values from Custom Fields throughout Membrain, and use them to calculate the probability of winning an opportunity.

Here are some ways you can use this new feature - available now with 
Membrains Dynamic Process tools Module

Scorecards - take results from any Scorecard throughout Membrain and convert them to a probability %. For example, an Opportunity Scorecard in the Sales Project with questions around Buyer Alignment, Project Urgency or Stakeholder buy-in etc. updated at specified milestones ensures a continuously updated and objective probability is applied.

Calculation Fields - combine values of any numeric field and use complex calculations to create probability from. A simple example here might be the probability of a project going ahead combined with the probability of your organization winning the deal, giving you a newly calculated and more realistic probability to measure and forecast on.

Numeric Fields - Perhaps probability is generated through another workflow outside of Membrain, which can be manually entered as a number to represent % probability.  

We hope you enjoy this new flexibility around probability for sales projects! Read more about Setting Probability for your Sales Process. And if you would like some best practice advice on setting it up to suit your workflow, drop us a line at support@membrain.com and we'll be happy to help.