Show Expected Amount in Your Pipeline

The Expected Amount is a calculated value: Amount × Probability. This helps you forecast revenue by weighting deals based on how likely they are to close.

<Tip> This is an example of creating [Formula Fields](/user-guide/workflows/how-tos/crm-automations/formula-fields) using workflows. </Tip>

This guide walks you through setting up the custom fields and workflows needed to calculate and display expected amounts in your pipeline.

Step 1: Create Custom Fields

You need two custom fields on the Opportunities object.

Create the Probability Field

1. Go to Settings → Data Model → Opportunities
2. Click + Add Field
3. Configure:
   • Name: Probability
   • Type: Number
   • Description: Stage-based probability (0-100%)
4. Click Save

Create the Expected Amount Field

1. Click + Add Field
2. Configure:
   • Name: Expected Amount
   • Type: Currency
   • Description: Calculated: Amount × Probability
3. Click Save

Optional: Make Fields Read-Only for Users

If you don't want users manually editing these calculated fields:

1. Go to Settings → Roles
2. Select the role to configure
3. Find the Opportunities object
4. Set Probability and Expected Amount fields to read-only

This ensures only the workflows can update these values.

Step 2: Create Workflow #1 — Update Probability on Stage Change

This workflow automatically sets the Probability when an opportunity moves to a new stage.

Create the Workflow

1. Go to Workflows
2. Click + New Workflow
3. Name it "Update Probability on Stage Change"

Configure the Trigger

1. Add a Record Created or Updated trigger
2. Select Opportunities as the object
3. Filter on: Stage field is updated

Add Branches for Each Stage

Create a branch for each stage with its probability:

Stage	Probability
New	10%
Qualified	25%
Meeting	40%
Proposal	60%
Negotiation	80%
Closed Won	100%
Closed Lost	0%

<Note> To create a new branch, right click on the workflow canvas and click **New action**. Then, link this action to the previous node by dragging the arrow from the previous node to this new action. </Note>

For each stage:

1. Add a Filter node: Stage = [stage name]
2. Add an Update Record action:
   • Record: The triggering Opportunity
   • Field: Probability
   • Value: [probability for that stage]

Calculate Expected Amount

After the branches rejoin:

1. Add a Filter node: Amount is not empty
2. Add an Update Record action:
   • Record: The triggering Opportunity
   • Field: Expected Amount
   • Value: Amount × Probability

Step 3: Create Workflow #2 — Recalculate on Amount Change

This workflow updates the Expected Amount when the deal Amount changes.

Create the Workflow

1. Go to Workflows
2. Click + New Workflow
3. Name it "Recalculate Expected Amount on Amount Change"

Configure the Trigger

1. Add a Record Created or Updated trigger
2. Select Opportunities as the object
3. Filter on: Amount field is updated

Add the Logic

1. Add a Filter node: Amount is not empty
2. Add an Update Record action:
   • Record: The triggering Opportunity
   • Field: Expected Amount
   • Value: Amount × Probability

Step 4: Display in Your Pipeline

Now show the Expected Amount totals in your Kanban view:

1. Open your Sales Pipeline Kanban view
2. Click the number next to any Stage name at the top of a column
3. Select Sum
4. Choose Expected Amount

Each column now shows the total weighted pipeline value for that stage.

Summary

Component	Purpose
Probability field	Stores the stage-based win probability
Expected Amount field	Stores Amount × Probability
Workflow #1	Updates Probability when Stage changes, then recalculates Expected Amount
Workflow #2	Recalculates Expected Amount when Amount changes
Aggregation	Displays Sum of Expected Amount per stage

Related

• Formula Fields — create calculated fields using workflows
• Kanban Views — column aggregations
• How to Create Custom Fields — field configuration