Create or edit opportunities

Create an opportunity when your lead is almost ready to buy. With an opportunity, you can forecast sales revenue, set a potential close date, and factor in a probability for the sale to occur.

License and role requirements

Requirement type You must have
License Dynamics 365 Sales Premium, Dynamics 365 Sales Enterprise, or Dynamics 365 Sales Professional
More information: Dynamics 365 Sales pricing
Security roles Any primary sales role, such as salesperson or sales manager
More information: Primary sales roles

How to create an opportunity

Use one of the following methods to create an opportunity:

  • Convert a lead to an opportunity, if the opportunity originated from a lead. In this case,
    • Information from the lead record is copied to the opportunity.
    • The lead and opportunity records are linked. All the activities and notes in the lead record also becomes available in the corresponding opportunity record.
  • Create a new opportunity from scratch if it didn't originate from a lead.

Create a new opportunity

Create an opportunity with the details you have. You can update the opportunity as you progress through the different stages of the opportunity - Qualify, Develop, Propose, and Close.

To create an opportunity:

  1. In the Sales Hub site map, select Opportunities.

  2. On the command bar, select New.

  3. In the Summary tab, capture important details about the opportunity. The following list describes fields that require explanation:

    • Topic: Specify a brief summary of the opportunity. Include details such as the product, quantity, and customer name. A well-written topic helps your stakeholders spot the opportunity by just glancing through the opportunity list. Example: 125 CRM licenses for Contoso inc.

    • Currency: Select the currency to use for calculating money values in the opportunity.


      • Your base record and all its line items must use the same currency. For example, if your opportunity has the currency set to US Dollars, you must use the same currency for the price list items that you add to the opportunity. You can't change the currency of the base record (in this case, an opportunity), unless you remove all the list items associated with the record.
      • Similarly, all the records created from an opportunity, such as a quote, order or invoice must use the same currency as the opportunity.
  4. Select the pull-down menu at the top-right corner of the opportunity to update the estimated revenue and estimated close date as shown in the following video:

  5. Specify the following details:

    1. If you're not ready to add products to the opportunity yet but want to capture the estimated revenue, specify it in the Est. Revenue field.


      When you're ready to add products, you can choose to auto-calculate the revenue based on the products added, price list, discounts and so on.

    2. Specify the estimated close date in the Est. Close Date field.
    3. To change the owner of the opportunity, update the Owner field.
  6. Select Save.

Typical next steps

Right arrow button Find and add multiple products to an opportunity
Right arrow button Add stakeholders, sales team, and competitors for the opportunity
Right arrow button Move the opportunity through different stages

Home button Learn about the sales process, nurturing sales from lead to order
Home button View relationship insights for the opportunity

Can't find the options in your app?

There are three possibilities:

  • You don't have the necessary license or role.

  • Your administrator hasn't turned on the feature.

  • Your organization is using a custom app. Check with your administrator for exact steps. The steps described in this article are specific to the out-of-the-box apps such as, the Sales Hub or Sales Professional app.

See also

Import opportunity records Create an opportunity by using the Quick create option on the command bar Add products to an opportunity
Add products to an opportunity using the enhanced experience
Recalculate an opportunity
Close an opportunity
Work with opportunities in the Kanban view
Troubleshooting the Opportunity entity
Boost sales with Versium Predict
Insights, powered by InsideView
Print quote, invoice, or other records
Troubleshoot issues with opportunities