When a deal moves to a new Deal Stage, Zoho CRM automatically sets the probability to the default value configured for that stage. For example: Qualification = 10%, Proposal Sent = 50%, Negotiation = 80%, Closed Won = 100%, Closed Lost = 0%. Sales reps can manually override the probability on individual deals to reflect specific circumstances.
Stage-based probability is a manual, rule-based estimate. Zia Deal Prediction uses AI to analyse historical patterns and activity signals on each deal to generate a more dynamic prediction. For businesses with enough historical data, Zia predictions tend to be more accurate than static stage probabilities.
Probability is a percentage representing the likelihood of a deal closing successfully. Each Deal Stage has a default probability value, which is used in weighted forecast calculations. Reps can override the probability on individual deals to reflect specific circumstances.
Yes. The default probability for each Deal Stage is set in the CRM module settings. Administrators can change these values to match historical close rates for each stage in the organisation’s specific sales process.
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