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CRM · Customers and Sales

How to update certainty and the estimated close date for an opportunity

Keep the likelihood of closing and expected decision date current to improve follow-up.

Opportunity certainty gauge connected to an estimated close calendar

Published on October 19, 2026

Certainty and Estimated closing help keep the sales forecast aligned with the real situation. Certainty reflects how likely you think the opportunity is to close based on current information; estimated closing is when you expect a decision. It is not a guarantee or the date of your next call or meeting.

For example, if you presented a proposal and the contact confirmed they will review it with their team on Thursday, use that as the estimated close date. Choose a certainty that matches the interest and confirmed next steps. If the decision is postponed, update both details so the team is not working from an outdated forecast.

Certainty indicator next to an estimated date on a calendar

Update the opportunity

  1. Open Opportunities and find the sales process.
  2. From its action menu, select Modify.
  3. Under Estimated closing, choose when you expect the buyer to make a decision. Base the date on a commitment or recent conversation, not on your next follow-up date.
  4. Under Certainty, select the percentage and description that best match what you know. Consider signals such as a confirmed need, proposal review, budget, and involvement of the decision-maker.
  5. Save with Accept.
Opportunity form showing Estimated closing and Certainty
Use the expected decision date and the configured certainty that matches current progress.

Choose a value that fits

  • If you have only received an inquiry or the buyer has not confirmed their needs, keep an early certainty value.
  • If they have reviewed the proposal and agreed on a next step, choose the value that matches that progress.
  • If the budget, decision-maker, or purchase date changes, modify the opportunity again. Do not keep a high certainty simply because the process has been in CRM for a while.

After saving, the opportunity table shows certainty and the estimated date so you can review the forecast with your team. If you cannot find a suitable option under Certainty, ask your CRM administrator to review the Certainty catalog.

Keep in mind: certainty organizes the forecast based on current information; it does not predict or guarantee the outcome. Update the date and percentage when the buyer confirms a change.

The screenshot shows the interface in Spanish.