Three operational habits keep an opportunity pipeline healthy in KEBS: keeping the confidence score current on each deal so that forecast figures reflect real win probability, maintaining the internal stakeholder list so the right people are looped into every deal, and using the filter and column tools to build a personalised pipeline view that surfaces the deals that need attention. This article covers all three in detail.
Confidence Scoring: Keeping Forecast Data Accurate
Ensure that every opportunity in the pipeline carries an honest, current win probability score so that weighted pipeline reports and committed revenue forecasts reflect the actual likelihood of each deal closing, rather than optimistic assumptions set at creation.
The Opportunity Confidence panel sits in the left sidebar of every opportunity detail view and is always visible regardless of which tab you are on. It contains five fields that together define the commercial position and forecast commitment for the deal. These fields should be reviewed and updated at every sales stage transition and at least weekly during active pipeline review cycles.
The five fields in the Opportunity Confidence panel and how to maintain each one:
| Field | What it represents | How to keep it accurate |
|---|---|---|
| Confidence Level | A percentage from 0 to 100 representing the revenue owner’s assessment of how likely this deal is to close. The slider position and numeric value are always in sync. This value feeds directly into weighted pipeline calculations in reports. | Update after every client interaction. A confidence score set at creation and never revised is one of the most common sources of pipeline forecast inaccuracy. Move the slider left after setbacks and right after positive signals. |
| Total Order Value | The current estimated or confirmed deal value. Populated from the approved quote when one exists. The refresh icon next to the value pulls the latest value from the most recently approved quote. | Click the refresh icon any time a new quote version is approved. If no quote exists, update the value manually when the client gives a revised budget indication. |
| Expected Close Date | The date by which the deal is expected to reach Closed Won. Used in pipeline ageing reports and in identifying deals that have slipped past their projected close date. | Update this date whenever the client signals a change in decision timeline. A deal showing an expected close date in the past that has not yet closed is a pipeline hygiene issue and will surface as overdue in leadership reports. |
| Commit to Forecast | A toggle that signals whether this deal is included in the committed revenue forecast. When off, the deal is in the pipeline but treated as upside rather than committed. When on, the revenue owner is formally committing to this deal closing in the forecast period. | Only switch this on when you have a high-confidence verbal or contractual commitment from the client. Sales leaders use this toggle to distinguish between pipeline deals and committed deals in weekly forecast reviews. |
| New Customer | A toggle that identifies this deal as a net new logo rather than an expansion, renewal, or upsell with an existing client. Drives new business reporting and, in some organisations, sales incentive calculations. | Set accurately at creation. This toggle should not change once set unless the deal classification is genuinely incorrect. |
As a reference, the confidence score is typically interpreted across three broad bands:
Internal Stakeholders: Collaboration on a Deal
Ensure that every person contributing to a deal, from the revenue owner to the delivery manager to the pre-sales consultant, is formally recorded on the opportunity so that notifications, activities, and deal handovers are always directed to the right people.
The Internal Stakeholders tab is accessible from the navigation bar on any opportunity detail view. It lists every internal team member currently assigned to the deal, their role, the person who assigned them, and the date they were added. This is distinct from the customer-facing stakeholders managed in the account’s contact records.
The stakeholder list displays the following columns for each internal team member:
| Column | What it shows |
|---|---|
| Employee ID | The internal associate ID of the team member, linking this record to their KEBS associate profile |
| Name | The full name of the stakeholder. A Primary badge identifies the lead point of contact for this deal, typically the revenue owner or account manager. |
| The associate’s email address, used for notifications and activities linked to this opportunity | |
| Role | The functional role the person plays on this deal, such as Delivery Manager (DM), Revenue Owner, or Engagement Manager. Roles are drawn from the standard KEBS role list. |
| Assigned By | The KEBS user who added this person to the opportunity team, providing an audit trail of team composition changes |
The four action icons on the right of each stakeholder row allow you to manage the record without entering edit mode:
The Past Members tab shows everyone who was previously added to the deal team but has since been removed. This history is preserved permanently and cannot be edited. It ensures that deal handovers and team composition changes are fully auditable, even after the deal is closed.
To add a new internal stakeholder, click Add Stakeholder at the top right of the tab. A search panel opens where you can find an associate by name or employee ID and assign them a role on the deal. The assignment date is recorded automatically.
Column Customisation: Building Your Pipeline View
Give each team member a pipeline list view tailored to their specific review needs, whether that is a sales representative focused on deal value and stage, a delivery manager checking resource allocation flags, or a sales leader reviewing forecast commitment and customer stakeholder coverage.
The Column Customisation panel is opened from the slider icon in the toolbar at the top right of the Opportunities list. It allows you to select which fields appear as columns in the list view and in what order. Your column configuration is saved to your user profile and persists across sessions.
The Column Customisation panel is split into two sections:
| Section | What it controls |
|---|---|
| Pinned Left | Columns that are always visible on the left of the list regardless of how far you scroll horizontally. Opportunity ID and Opportunity Name are permanently pinned and cannot be removed. You can pin additional columns here if you need them always visible. |
| Middle | All other available columns. Use the checkboxes to show or hide each column. Use the drag handles (the six-dot icon on the right of each row) to reorder columns in the list. The pin icon next to each column moves it to the Pinned Left section. |
The available columns in the Middle section include:
- Service Type: The billing model badge (Time and Material, Fixed Bid, Fixed Capacity). Useful for sales teams managing a mixed portfolio of deal types.
- Account: The client account name as a clickable link. Almost always useful and enabled by default.
- Sales Stage: The current pipeline stage. Essential for stage-based pipeline reviews and funnel analysis.
- Opportunity Status: Whether the deal is Open or in another status. Useful when reviewing both active and historical pipeline.
- Project Name: The project created from this opportunity, if one exists. Useful for delivery managers who need to cross-reference deals with live projects.
- Customer Stakeholder: The primary client-side contact on the deal. Useful for account managers reviewing client coverage across the pipeline.
- Estimated Close Date: The expected close date from the opportunity financial details. Useful for near-term close reviews and overdue deal identification.
After making your selections, click Apply at the top right of the panel to update the list view. The reset icon (circular arrow) next to Apply returns all columns to the default configuration if you want to start over.
Filters and My Opportunities: Surfacing the Right Deals
Enable every sales team member to instantly isolate the subset of pipeline deals that is relevant to their current task, whether that is a weekly stage review, a territory call preparation, a revenue owner portfolio check, or a leadership forecast meeting, without manually scanning the full list.
The Filters panel is opened from the funnel icon in the Opportunities list toolbar. It displays all available filter dimensions as columns side by side, allowing you to select one or more values within each dimension simultaneously. Active filters narrow the list to only the deals that match all selected values.
The default filter dimensions visible in the panel are:
Service Type
Filter by Fixed Bid, Fixed Capacity, or Time and Material. Use to review only deals of a specific billing model, which is useful when assessing forecast accuracy by engagement type.
Revenue Owner
Filter to deals owned by a specific sales representative or revenue owner. Sales leaders use this to review one person’s portfolio at a time during one-on-one pipeline reviews.
Opportunity Stage
Filter to specific sales stages. The colour-coded dots next to each stage name match the badge colours in the list view. Filter to Closed Won to review recently won deals or to a specific active stage to prepare a stage-gate review.
Account Name
Filter to deals linked to a specific account or group of accounts. Essential for account-based pipeline reviews and for understanding the depth of commercial activity within a single client relationship.
Opportunity Name
Search for deals by name keyword. Useful when you know part of the deal name but do not have the opportunity ID, or when filtering to a specific programme or initiative by naming convention.
Entity
Filter by the legal entity associated with the deal. Useful for organisations with multiple legal entities where regional or divisional pipeline reviews need to be kept separate.
Clicking Show Advanced Filters at the bottom of the panel reveals additional dimensions such as Expected Close Date range, Confidence Level range, Tags, New Customer flag, and Commit to Forecast status. These advanced filters are particularly useful for preparing forecast meetings and identifying at-risk or overdue deals.
The My Filters tab at the top of the panel stores filter combinations you have saved for reuse. To save a filter set, apply the filters you want and then use the save option within the My Filters tab. Saved filters are personal to your user account and appear as named, one-click shortcuts the next time you open the filter panel.
- 1Open the Filters panel by clicking the funnel icon in the toolbar.
- 2Select the values you want within each filter dimension. Multiple values within the same dimension are treated as OR. Values across different dimensions are treated as AND.
- 3Click Apply at the bottom right. The Opportunities list updates immediately to show only matching deals.
- 4To save this combination for future use, switch to the My Filters tab and save the current selection with a descriptive name such as My Open TandM Deals or Q2 Forecast Review.
- 5To clear all active filters and return to the full list, click Clear at the bottom of the filter panel or close and reopen the module.
