What Is Previous Deal Probability?

Deal probability represents the likelihood of winning a deal at any given stage.

Whenever a deal's probability changes—either due to a stage update or a manual adjustment—Productive records the previous probability before the change.

This is especially useful when a deal is won (automatically set to 100%) or lost (automatically set to 0%), as you can see what the probability was just before the final outcome.

What Is Previous Stage?

Alongside previous probability, you can also track the Previous Stage of a deal. This field records the last stage before a deal was moved.

By combining Previous Probability and Previous Stage, you can analyze how deals progress, identify patterns in successful deals, and refine your sales strategy.

Where to Find Previous Deal Probability and Stage

You can track these fields in:

CRM > Deals: Add Previous Probability and Previous Stage to the table layout.
Reports: Add the Previous Probability and Previous Stage fields to a Deals data source report to analyze historical trends.

How It Works

1) Stage Change

If you move a deal from one stage to another, the system records the last probability and stage before the change.

Example: Moving from "Negotiation" (80%) to "Proposal Sent" (90%) logs "Negotiation" as the Previous Stage and 80% as the Previous Probability.

2) Manual Probability Update

If you update the probability within the same stage, the system still records the last probability before the change.

Example: Adjusting probability in "Negotiation" from 90% to 70% logs 90% as the Previous Probability, while the stage remains the same.

3) Won/Lost Deals

If you win or lose a deal, the system captures the last probability and stage before it was automatically set to 100% (Won) or 0% (Lost). This helps track confidence levels at which deals close.

Why Is This Useful?

Tracking previous probability and stage helps you:

Analyze deal trends
See how probability shifts before a deal is won or lost.
Improve sales forecasting
Compare past expectations with actual outcomes.
Refine sales strategies
Identify which stages and probabilities most often lead to success.

How to Use It?

1) Viewing in CRM > Deals

1) Go to CRM > Deals.

2) Switch to the Table layout.

3) Add the Previous Probability and Previous Stage fields.

2) Using in Reports

1) Navigate to Reports.

2) Open the + Report dropdown in the upper right, select From Scratch, and use the Deals data source.

3) Add the Previous Probability and Previous Stage fields to track probability shifts over time.

By tracking how deals progress and at what confidence levels they close, you gain deeper insights into your sales pipeline and decision-making patterns.