The way probability ranking is interpreted will change depending on the sales cycle phase. This means the same point on the “Probability Index” in one phase will mean something very different in another phase.
Consider this scenario: In the Probe phase of the sales cycle, the customer has expressed that funding would not yet be available. Even if funding materialized, the customer is favoring the competition. The rank assigned to “Will this opportunity go to completion?” and “Will we win this opportunity?” will be “Low” for both.
In the Probe phase, when there’s still plenty of time before the customer makes a decision, a Low/Low ranking would be discouraging, but not worth abandoning the sale altogether. However, in the Close phase, when the opportunity is nearing the end of the sales cycle, the same ranking would indicate the opportunity is almost definitely lost.
Here is another example: An opportunity is so promising that it has been given a High/High ranking. The probability of winning this sale is high, so the opportunity requires less attention in the Probe phase. Instead, focus on the opportunities that require more work. The High/High ranked opportunity will later become a top priority in the Close phase, when it’s time to get the deal done.