What is the difference between the estimated and actual value of a sales opportunity?

The sales opportunity has two value fields, and they are often confused in reports.

Estimated value

Expected revenue while the deal is open. It drives the pipeline and forecast. It should be updated when the situation changes, not set once when the deal is created.

Actual value

Set when the deal is closed as won. This is the figure the revenue reports should use.

The variance is useful

Compare the estimate at closing with the actual figure. If your estimates are consistently twenty percent too high, that is a known bias you can adjust the forecast for.

Value from product lines

If you add products to the sales opportunity, the estimated value can be calculated automatically. This makes it more accurate, but also locks it—choose deliberately which behavior you want.