How to track deal value, the forecast and lead scores

Give each customer in the pipeline a deal value and odds, see the weighted forecast, and sort by a lead score worked out from fixed rules.

Updated 2026-10-25

Each customer in your pipeline can carry what the deal is worth and the odds of winning it, e.g. Dana Whitfield at Proposal with a $4,000 kitchen refit at 60%. Otto adds these up into a weighted forecast, and gives every customer a lead score from 0 to 100 so the most promising ones come first.

Where

Contacts (or Customers, Clients). Deal values and the forecast need Sales pipeline switched on in Settings → What you use, and a position that sees money figures.

Steps

Open a customer. Under the stage strip, the Deal box has Value, Odds of winning and Expected to close.
Type the value. Leave the odds empty to use the stage's odds, or type a percent for this deal alone.
Press Save deal. The weighted figure (value times odds) shows beside the button.
Switch View to Pipeline to see Open pipeline, Weighted forecast and Won across the top, and each column's weighted total in its header.
To put the best leads first, set Sort to Score.

The lead score

The score is worked out in code, the same way every time, and the card lists each part:

Where they came from: points you set per source, e.g. referral 20 (up to 20).
How far along the pipeline they are: up to 30 for the last stage before won.
Activity: 20 if anything happened this week, 10 this month.
A lead form: 10 for filling one in, plus points you set for words in their answers, e.g. "urgent" (up to 10 in all).
5 for an email address, 5 for agreeing to be emailed.

A customer in a lost stage scores 0. The most is 100.

Change the odds and the points

Press Odds and score above the list. An owner or admin can change the odds for each stage, the points per source, and the answer words. Until you change them, a stage named like won is 100%, one named like lost is 0%, and the rest are spaced evenly in order.

Good to know

The forecast is added up from every deal, not only the ones on screen. Won deals are not counted in the open pipeline.
Sorting by score sorts the people loaded on the page, which is the 500 most recently active.
A position that does not see money figures sees the score but not values or the forecast, and cannot set a value.

If it doesn't work

No Deal box: Sales pipeline is off.
"Your position does not see money figures, so it cannot set a deal value." Ask someone who manages the team to change your position, or leave the value for them.