From Chaos to Clarity: Opportunity Management that Works [Sugar Sell Foundations Series]

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Event Details

Is your pipeline a little too unpredictable? Join us for From Chaos to Clarity: Opportunity Management that Works, part of the Smart Growth Playbook series, and learn how to turn scattered data into a sales process you can trust.

We’ll share best practices for defining your sales stages and methodology, why fields like Expected Close Date matter, and how to use exception reports to keep your pipeline clean. See how SugarCRM helps you create one clear view of your business—so sellers stay focused, leaders stay informed, and your entire team works in sync.

Bring order to your opportunities—and clarity to your growth.

Instructor: Andrea Ayers 
Recording date: December 16, 2025

Session Resources

• Slide Deck
• Handout & Answers
• Quick Video:  Opportunity Management that Works: Building Your Sales Stages in Sugar  
•  Opportunity Management Guide
•  Opportunities & Forecasts Overview
•  SugarClub Community  

Outstanding Questions & Definitions

Opportunities

Opportunities represent potential deals you’re tracking with customers or prospects. They capture high-level details like expected close date, revenue, sales stage, and the related account. Think of them as the big-picture view of your sales pipeline.

Revenue Line Items (RLIs)

RLIs are the individual products or services within an opportunity.

• Each RLI has its own sales stage, amount, quantity, and expected close date.
• Opportunity totals are calculated from all related RLIs.
• This structure helps with multi-item deals and supports accurate forecasting.
   If the opportunity is your shopping cart, RLIs are the individual items inside it.

Purchases

Purchases represent what a customer has already bought—your historical record of completed sales.

• Each purchase corresponds to a product or service an account has bought.
• They can be created manually or automatically when an RLI is marked Closed Won.
• Purchases help with support, renewals, analytics, and ERP integrations.

Purchase Line Items

Purchase Line Items (PLIs) are the individual instances of a product or service being purchased.

• A purchase can contain one or many PLIs.
• They show when and how often a specific item was bought.
  Together, they form a detailed purchase history timeline for each account.

Next Sugar Sell Foundation Series Webinar: The Sales Pulse: Managing Through Activities 

See Unlock Your Success with the Sugar Sell Foundations Series to learn more about the Sugar Sell Foundations Series.