Understanding the metrics and terminology of your CRM.
The total gross value of all open opportunities. This represents your 'Best Case Scenario'—the amount of money you would make if you closed 100% of your leads.
A weighted forecast calculated by (Value × Probability). If you have a $1,000 deal at 50% probability, the expected value is $500. This is a more realistic look at your future cash flow.
The real money collected. This only tracks 'Actual Revenue Received' fields where the transaction has already happened.
Someone who has shown interest but hasn't been qualified yet. You're just starting the conversation.
A qualified lead. You know they need your service and they have the budget, but no formal proposal has been sent yet.
The 'Negotiation' phase. You've sent a quote or contract and are waiting for a signature or feedback.
An active client who is currently paying for your services or has completed a project.
Clients you are no longer working with, or leads that went cold. Keeping them in the system allows you to reach out again in the future.
A historical record of conversations. Crucial for remembering specific client preferences, complaints, and small details that build rapport.
Action items with due dates. The CRM flags these to ensure you never miss a promised deadline or a scheduled check-in.
An internal roadmap of new services or products you are offering. This helps you track what new 'hooks' you can use when calling old clients.
"The fortune is in the follow-up. Use Tasks to ensure no Lead ever stays 'Inactive' for too long without a check-in."