Overview
These reports help sales managers understand what is in the pipeline, which opportunities are likely to close, who owns them, and where business is being won or lost.
Where to find them: These reports are generally available from the CRM or Report Center reporting menus when the CRM module is in use.
Reports Covered
| Report | Use It For |
|---|---|
| Open Opportunities Report | Review opportunities that are still active and need follow-up. |
| Won Opportunities Report | Review successfully closed opportunities and conversion results. |
| Lost Opportunities Report | Review failed opportunities and understand lost business patterns. |
| Opportunities by Assigned To Report | Review workload and pipeline by assigned team member. |
| Opportunities by Item Report | Review which products or services are driving opportunities. |
| Opportunities by Location Report | Review pipeline by branch, territory, or location. |
| Opportunities by Owner Report | Review opportunity ownership and accountability. |
| Opportunities by Source Report | Review where leads and opportunities are coming from. |
| Opportunities by Type Report | Review opportunity mix by deal type or classification. |
| Pipeline by Probability Report | Review pipeline value grouped by expected likelihood of closing. |
| Pipeline by Stage Report | Review pipeline value and count by current sales stage. |
Common Filters
| Field Or Option | What It Means |
|---|---|
| Date / Date Range | Limits the report to the period being reviewed. |
| Assigned To / Owner | Focus the report on a salesperson, representative, or record owner. |
| Item | Review opportunities related to a particular item or service. |
| Location | Review results by branch, territory, or business unit. |
| Source / Type / Stage / Probability | Use the CRM classification that best answers the business question. |
When To Use Which Report
- Use Open Opportunities for daily sales follow-up and pipeline meetings.
- Use Won and Lost Opportunities to review conversion performance.
- Use by Assigned To or by Owner when reviewing team accountability.
- Use by Source to measure the quality of lead channels.
- Use Pipeline by Stage and Pipeline by Probability for forecasting and management review.
Best Practice
- Use a consistent date range across opportunity reports when comparing results.
- Keep CRM stages and ownership updated, or pipeline reports will lose value.
- Use lost-opportunity reports to improve sales process, not only to count failures.
- Review source reports regularly before increasing marketing spend.
Important: Opportunity reports depend on CRM records being updated correctly. If stages, owners, or statuses are not maintained, the pipeline picture will be misleading.