You do this by selecting variations of the chart shown below. You may filter the view to exclude low probabilities of sale and may look at data for a specific account or for all accounts in your WIN IT file. In order to determine where to effectively deploy your scarce resources, it is often nice to compare total opportunity by account. WIN IT allows you to view this type of information by financial year or by total projected revenue over five years. Like all other charts, you may set a minimum probability of sale to be used to filter the data.
Some companies use point systems or total booking values in order to measure quotas or targets.
There is a field in the opportunity forecasting section of WIN IT that supports this type of performance tracking. The data can then be used to produce charts like the one below. Note that the horizontal axis of this display refers to months. The first column indicates business that should have closed but is still open. The other columns refer to fiscal months beginning with the current month.