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Sales CRM · Feature guide

Understand account sales dates, totals and win rate

Interpret open, weighted, won and lost account sales metrics without mixing currencies or date meanings.

Audience: authorised staffPermission: Sales CRM viewing and current native access to the customer and reported opportunitiesReviewed 30 October 2026
Where to goSales CRM → Relationships → Account hierarchy → Sales overview → Currency cards

Before you start

Use your own authorised staff account in the intended Britixo workspace. The Sales CRM module must be available and your role must include the permissions stated above. Existing leads, customers, communications and customer portal pages retain their normal access rules.

Follow these steps

  1. Read the period above the report before comparing values.
  2. Review Open pipeline and its deal count for each currency.
  3. Compare Weighted open pipeline with the recorded probabilities on the matching open opportunities.
  4. Read Won value and Lost value using the actual close dates shown in the opportunity list.
  5. Interpret Win rate by closed deal count within that currency and period.
  6. Inspect a matching opportunity when a value or date needs further context.

Behavior and limits

  • Open pipeline includes current open opportunities whose expected close date falls within the chosen inclusive period.
  • Won and lost values include current won/lost opportunities whose actual close timestamp falls within the chosen inclusive period. Their expected close dates do not determine inclusion.
  • Monetary totals sum the stored opportunity values separately by currency. The report does not convert or combine currencies.
  • Weighted open pipeline multiplies each open opportunity value by its recorded probability, rounds each result to two decimals using half-up rounding, and sums those rounded results.
  • A one-cent opportunity at 50% contributes one cent to weighted pipeline. Large supported totals remain decimal strings so the interface preserves their cents.
  • Win rate is won deal count divided by won plus lost deal count for the same currency and period, expressed as a percentage. It is not value-weighted or a cohort conversion rate.
  • No closed deals is shown when there are no won or lost opportunities in that currency group. This is distinct from a zero-percent win rate when lost deals exist but none were won.
  • A currency card appears only when at least one matching opportunity exists in that currency. Zero amounts on a card describe that card’s filtered records.
  • These are current accessible CRM opportunity values. Won value is not proof of invoiced, paid or recognised accounting revenue. Weighted pipeline is not a trained predictive forecast.
  • A report uses a consistent read transaction for its customer scope and opportunity data. Rerun it to include later changes.

Check it worked

  • Check Report date and its Expected close or Actual close label on each row.
  • For weighted totals, calculate and round each open deal before summing.
  • For win rate, compare won and lost counts within the same currency.

Troubleshooting

  • If a won deal is absent, inspect its actual close date rather than only its expected close date.
  • If an open deal is absent, confirm it has an expected close date in the selected period.
  • If totals differ for two staff members, compare their native customer access and Sales CRM ownership scope.
  • If a company moved branches, rerun the report using its current hierarchy.
  • Use the existing finance areas for invoices, payments and accounting balances.