Epicom has developed a customization to SugarCRM that makes the process of generating a sales forecast more accurate because it generates more accurate probabilities that a deal will close. In traditional CRM systems, each sales opportunity is assigned a sales stage and each stage has an associated probability of winning the deal. There are several weaknesses with this method:
It assumes that deals progress in a linear progression from one sales stage to the next. This is not always the case for all companies and products.
If a deal does not fit a particular sales stage, the salesperson is left to determine a probability of winning based on personal conjecture, rather than historical precedence. This is an error-prone method.

Epicom’s method defines a series of tasks that must be completed before a deal will close. These tasks are represented as a checklist in the CRM system. Tasks can be completed in any order, and points are awarded for completing tasks that move the deal closer to a successful close.

You, the client, can define the tasks to be completed and these can be customized for different product lines or deal types. You can also define the “points” that are awarded for the completion of each task based on the unique needs of your business.
The CRM system automatically calculates the probability of the deal closing based on the specific tasks that have been completed by the sales rep, increasing the accuracy of the forecast.