Published at: 2026-09-17
Opportunity management core terms
Overview
Use this reference to understand common concepts in Opportunity processes and analysis.
| Term | Definition |
|---|---|
| Opportunity | A sales opportunity that may generate a transaction and business value |
| Opportunity Line Item | A Detail Object that stores products or other business details as separate rows |
| Opportunity Contact | A Related Object between Opportunity and Contact that records a Contact’s project participation |
| Opportunity Decision Chain | A stakeholder relationship graph built from Opportunity Contacts |
| Sales Process | A progression path made up of multiple Opportunity Stages |
| In-progress stage | A non-terminal stage in which the Opportunity is still progressing |
| End stage | A Closed Won, Closed Lost, or Invalid stage |
| Stage Task | Required data or business actions that must be completed in a stage |
| Stage Duration | Time that an Opportunity can remain in the current stage |
| Forecast Amount | Opportunity Amount multiplied by Win Rate |
| Drop-off | An Opportunity that moves directly from the Current Stage to Closed Lost or Invalid |
| Stagnation | An Opportunity that remains in a stage during the analysis period |
| Opportunity Retention Limit | Maximum Opportunity Quantity that a user or organization can own |