Salesforce Sales Cloud - Weighted Sales Pipeline

Sales Pipeline is the process by which an organisation converts its sales opportunities (or leads) into sales.

The Tableau Accelerator allows you to:

• Conduct overall sales pipeline review
• Assess and improve your sales performance:
  • Pipeline generation
  • Ability to convert opportunities
• Understand & grow each opportunity owner’s profile (based on profiling & recommended trainings)
• Breakdown your pipeline at any level of detail
• Focus your efforts on areas with best conversion
• Assess performance improvements over time
• Drill-back at Opportunity level of detail, directly in your Sales Pipeline Application and take immediate actions

Demo video

Compared to a standard Pipeline, a Weighted Pipeline introduces the concept of “Probability of Closing” (expressed in %) for each opportunity, which allows a more accurate and realistic analysis of the pipeline.

Answer key business questions

• What is the size of our sales pipeline: overdue, short, medium and long term?
• What was our ability to convert opportunities?
• Which opportunities do we have in our sales pipeline? Which opportunities do we win the most?
• How is our sales pipeline composed?
• Which account(s) drive our ability to convert opportunities?

Monitor and improve KPIs

Open opportunities

• Pipeline Value: Total amount of open opportunities (expressed in currency)
• Weighted Pipeline Value: Total amount of open opportunities, weighted by probability of closing (expressed in currency)
• Nb of Open Opportunities: Number of opportunities that are currently open

All opportunities

• Total Closed Opportunities Amount: Total amount of opportunities that are closed (expressed in currency)
• No. of Opportunities: Total number of opportunities (open or closed)
• Avg Opportunity Size: Average amount of opportunities, whether they are open or closed (expressed in currency)

Closed opportunities

• Total Closed Opportunities Amount: Total amount of opportunities that are closed (expressed in currency)
• Total Sales: Total amount of opportunities won (expressed in amount)
• Nb of Closed Opportunities: Number of opportunities that are closed
• Nb of Won Opportunities: Number of opportunities that were won
• Nb of Lost Opportunities: Number of opportunities that were lost
• Sales Cycle: Average time it takes to close an opportunity (only considering won opportunities)
• Sales Cycle (won): Average time it takes to win an opportunity
• Sales Cycle (lost): Average time it takes to close an opportunity (only considering lost opportunities)
• Avg Deal Size (won): Average amount of won opportunities (expressed in currency)

Performance

• Won/Lost Rate: Share of the number of opportunities won in relation to the number of all closed opportunities (expressed in %)
• Conversion Rate: Share of the amount of opportunities won in relation to the amount of all closed opportunities (expressed in %)
• Sales Velocity: Determines how fast you are making money (you bring back about that much every day) (expressed in currency)

Required attributes

• Opportunity ID (string): Opportunity Unique Identifier
• Account (string): Customer/Prospect name
• Opportunity Owner (string): Owner of the opportunity
• Opportunity Type (string): Type of Opportunity
• Opportunity Description (string): Opportunity Description
• Opportunity Stage (string): Opportunity Stage (according to your standards)
• Open Flag (string) ← expected values: “Y”, “N”. “Y” means the opportunity is Open.
• Won Flag (string) ← expected values: “Y”, “N”. “Y” means the opportunity is Closed and Won.
• Created Date (date): Opportunity Creation Date
• (Estimated) Closed Date (date): Actual Closed Date is the opportunity is Closed, else Estimated Close Date
• Amount (numeric): Opportunity Amount
• Probability % (numeric): Probability to win the opportunity (0.5 stands for 50%)

Understand the Data Model Requirements

The Accelerator shows data from these objects:

• Opportunity (custom field Opportunity Created Date (CreatedDate__c))
• Account
• User