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Amount: The amount shown is the total value of the opportunity. If you adjust the total amount, the change will be spread equally across all line items.

Win Probability: The primary reason for changing the Win Probability is to move a particular opportunity or line item out of the forecast. If you feel an opportunity is not as far along in the sales cycle as the sales representative does, you can make an appropriate adjustment here. Remember, it does not change the actual opportunity-only the management view of it.

Close Date: Like Win Probability, the main reason for changing the Close Date is to move the opportunity into another forecast period.

Commit and Reviewed Flags: When you are ready to commit your numbers to your manager, check the Commit check box. You should also check the Reviewed check box. The next time you look at this opportunity, the Reviewed check box lets you know that you do not need to re-review this opportunity.

The History button displays all the adjustments that have been made to the current opportunity. The Opportunity button takes you to the particular opportunity within the Workbench. From here you can change the actual opportunity information.

   To change the amount, win probability, or close date for a particular line item on an opportunity:

1. Drill down the Opportunity Adjustments window.

The Expected Purchase Adjustment window lists each line items for the opportunity.

2. The Split Line check box lets you know if credit for a particular line is split between more than one sales representative. Remember, both representatives may not be in your sales group. If a line is split, the Amount shown under Current Commitment will be the amount of credit your representative is getting, not the total line amount. Adjustments to the Management Commitment, however, are to the total line amount.

3. Choose the Commit button to save your Expected Purchase Adjustments.