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Using CRM workflow to calculate weighted revenue on opportunity records

Why doesn’t Microsoft CRM have a weighted revenue field for opportunities? Heck, I don’t know. It is hard to imagine many sales teams that don’t use some sort of revenue weighting based on probability. But, that is beside the point. Let’s see how to make this happen with CRM workflow.

First, start by adding a custom field to your CRM opportunity records. Call it weighted revenue and make it a currency field. See below…

Add your new field to your opportunity record form(s)…

Now come the fun part of building the workflow to automatically calculate the weighted revenue value. Weighted revenue will be equal to estimated revenue times probability. But, since the probability field is actually not a percentage but an integer from 1 – 100, we will need to divide by 100 after we multiply estimated revenue times probability.

Our workflow will be based on the opportunity record estimated revenue or probability fields being updated…

Then we will have three steps in the workflow…

  1. Set weighted revenue equal to estimated revenue
  2. Multiply weighted revenue by probability
  3. Multiply weighted revenue by .01 (this is the same as dividing by 100)

Step 1 looks like this…

Now step 2…

Finally, step 3…

Admittedly, that is more work than you should have to do just to get weighted revenue on an opportunity record. But, you only have to do it once and then it will automatically calculate this value going forward. Keep in mind that, since workflow does not fire until a record is saved, you will not see the value update until a few seconds after you save the record and refresh the screen. It is possible to do this on the form with script, but this is the ‘no coding’ option. Have fun!

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The ClickDimensions marketing team is committed to helping marketers using Microsoft Dynamics 365 achieve their goals.

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