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The Expected Amount is a calculated value: Amount × Probability. This helps you forecast revenue by weighting deals based on how likely they are to close.
This is an example of creating Formula Fields using workflows.
This guide walks you through setting up the custom fields and workflows needed to calculate and display expected amounts in your pipeline.

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Step 1: Create Custom Fields

You need two custom fields on the Opportunities object.

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Create the Probability Field

  1. Go to Settings → Data Model → Opportunities
  2. Click + Add Field
  3. Configure:
    • Name: Probability
    • Type: Number
    • Description: Stage-based probability (0-100%)
  4. Click Save

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Create the Expected Amount Field

  1. Click + Add Field
  2. Configure:
    • Name: Expected Amount
    • Type: Currency
    • Description: Calculated: Amount × Probability
  3. Click Save

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Optional: Make Fields Read-Only for Users

If you don’t want users manually editing these calculated fields:
  1. Go to Settings → Roles
  2. Select the role to configure
  3. Find the Opportunities object
  4. Set Probability and Expected Amount fields to read-only
This ensures only the workflows can update these values.

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Step 2: Create Workflow #1 — Update Probability on Stage Change

This workflow automatically sets the Probability when an opportunity moves to a new stage.

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Create the Workflow

  1. Go to Workflows
  2. Click + New Workflow
  3. Name it “Update Probability on Stage Change”

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Configure the Trigger

  1. Add a Record Created or Updated trigger
  2. Select Opportunities as the object
  3. Filter on: Stage field is updated

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Add Branches for Each Stage

Create a branch for each stage with its probability:
StageProbability
New10%
Qualified25%
Meeting40%
Proposal60%
Negotiation80%
Closed Won100%
Closed Lost0%
To create a new branch, right click on the workflow canvas and click New action. Then, link this action to the previous node by dragging the arrow from the previous node to this new action.
For each stage:
  1. Add a Filter node: Stage = [stage name]
  2. Add an Update Record action:
    • Record: The triggering Opportunity
    • Field: Probability
    • Value: [probability for that stage]

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Calculate Expected Amount

After the branches rejoin:
  1. Add a Filter node: Amount is not empty
  2. Add an Update Record action:
    • Record: The triggering Opportunity
    • Field: Expected Amount
    • Value: Amount × Probability

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Step 3: Create Workflow #2 — Recalculate on Amount Change

This workflow updates the Expected Amount when the deal Amount changes.

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Create the Workflow

  1. Go to Workflows
  2. Click + New Workflow
  3. Name it “Recalculate Expected Amount on Amount Change”

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Configure the Trigger

  1. Add a Record Created or Updated trigger
  2. Select Opportunities as the object
  3. Filter on: Amount field is updated

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Add the Logic

  1. Add a Filter node: Amount is not empty
  2. Add an Update Record action:
    • Record: The triggering Opportunity
    • Field: Expected Amount
    • Value: Amount × Probability

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Step 4: Display in Your Pipeline

Now show the Expected Amount totals in your Kanban view:
  1. Open your Sales Pipeline Kanban view
  2. Click the number next to any Stage name at the top of a column
  3. Select Sum
  4. Choose Expected Amount
Each column now shows the total weighted pipeline value for that stage.

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Summary

ComponentPurpose
Probability fieldStores the stage-based win probability
Expected Amount fieldStores Amount × Probability
Workflow #1Updates Probability when Stage changes, then recalculates Expected Amount
Workflow #2Recalculates Expected Amount when Amount changes
AggregationDisplays Sum of Expected Amount per stage