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Im betting your opportunity stage probability is incorrect In Salesforce each stage has a probability thats assigned to it and its required that probability is supposed to represent How likely it is for an opportunity at that stage to become closed one the problem is when you first set up that sales process you probably dont know what the probability should be for each stage so you end up guessing this is a problem because you use that probability in forecasting when you take all of the opportunities in your pipeline you can multiply their probability times their amount to give you an expected value but if your probabilities are all wrong your expected value is certainly going to be wrong the good news is if youve been using Salesforce for a while I can show you how to build a report thatll tell you how often an opportunity that was in a given stage actually made it all the way to closed one and you can look at that report and take that percentage and use that for your probabilit
