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Estimations

4 min. readlast update: 01.05.2026

Sales Management – Estimations

The Estimations feature, part of the Sales Management module, enables organizations to create, calculate, structure, and analyze commercial cost estimations for project proposals.
It supports both simple cost estimations and detailed work-item–based project plans, including profitability, markup rules, timelines, and document attachments.

Important:
All field values shown in this article—such as companies, contacts, currencies, amounts, work items, and percentages—are illustrative examples.
Actual availability depends on the configuration defined in:

  • Control Center → Sales Management → Estimations
  • Control Center → General → State Machine Contexts

Access Path

Sales Management → Estimations

1. Purpose of Estimations

The Estimations feature allows users to:

  • Create sales cost estimations for products or services
  • Structure a commercial proposal using configurable work items
  • Calculate total cost, total sell price, profit, margin percentage, and markup values
  • Generate a timeline plan (Gantt) when work items are enabled
  • Associate estimations with:
    • Customers (Accounts + Contacts)
    • Opportunities
    • Sales exercises
    • Companies and fronting companies
  • Store and manage related documents

This ensures accurate pricing, clear project scoping, and full visibility into profitability.

2. Estimations Landing Page

The landing page displays all saved estimations and allows users to:

Columns include:

  • Name
  • Work Items (indicator)
  • Companies
  • Fronting Company
  • Account
  • Contact
  • Currency
  • Owners
  • Total Cost
  • Total Product Cost
  • Total Services Cost
  • .....

Actions

  • Add Estimation
  • Refresh
  • Filters
  • Export
  • Column Selection

Users can open any estimation to view details or continue editing.

3. Creating a New Estimation

Select Add Estimation.

3.1 Required Fields

Field Description
Name Estimation identifier.
Currency Currency used for cost and revenue calculations.

3.2 Optional Fields

Field Description
Estimation to Import Allows creating a new estimation using another as template.
Companies Defines the company to which the estimation belongs.
Fronting Company Represents the company issuing the proposal.
Work Items (toggle) Enables the creation of a project timeline with detailed tasks.

After setting the fields, click Save or Save and New.

4. Estimation Details Page

After creation, the Estimation page displays several sections and KPIs.

4.1 Header Information

Includes key classification and commercial fields:

  • Name
  • Currency
  • Account
  • Contact
  • Owners
  • Type (e.g., Fixed Markup)
  • Companies
  • Fronting Company
  • Owners
  • Financials

Field behavior depends on Control Center configuration.

5. KPIs Section

Displayed at the top:

KPI Description
Total Cost Sum of all cost components.
Total Sell Price Cost plus markup or price adjustments.
Total Profit Difference between Sell Price and Cost.
Margin Percentage Profit expressed as percentage of sell price.
Markup Percentage Applied markup for price calculation.
Total Effort Total number of hours (when work items exist).

6. Tabs Overview

6.1 Summary Tab

Provides a cost and pricing breakdown for:

  • Products
  • Services

  • Work items categories

Columns include:

  • Total Cost (EUR)
  • Total Sell Price (EUR)
  • Total Profit (EUR)
  • Margin Percentage (%)
  • Markup Percentage (%)
  • Effort (h)

Users can expand or collapse all sections.

6.2 Work Items Tab (optional)

Visible only when Work Items toggle is ON.

It provides:

  • A list of project tasks (work items)

  • Start and end dates

  • Durations and dependencies

  • A full Gantt chart visualization

  • Ability to:

    • Zoom in / Zoom out
    • Zoom to fit
    • Expand/collapse all tasks

Users may also add new work items at any time.

6.3 Documents Tab

Allows attaching supporting materials to the estimation, such as:

  • Proposals
  • Work breakdown structures
  • Cost spreadsheets
  • SOW documents

Uploads are done via:

  • Drag & Drop
  • Browse

7. Editing & Managing Estimations

Users can:

  • Modify costs or work items dynamically (totals recalculate instantly)
  • Change markup rules
  • Assign owners
  • Update customer data
  • View calculation impacts in real time

A full History view is available when enabled.

8. Recommendations

  • Keep cost structures organized using meaningful work item names.
  • Review markup and margin values regularly to ensure pricing consistency.
  • Attach proposal documents to keep estimation context centralized.
  • Link estimations to opportunities for improved sales forecasting.
  • Use the work-item timeline to validate delivery feasibility before pricing.

9. Summary

The Estimations module is a complete commercial pricing and planning tool that supports:

  • Cost modeling
  • Margin calculations
  • Detailed task planning
  • Document management
  • Customer and opportunity association

It provides clarity, pricing accuracy, and operational predictability across the sales cycle.

Related Articles

Sales Management – Opportunities
Sales Management – Accounts
Sales Management – Contacts
Project Management – Work Items

 

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