Salesforce Data 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)
• Nb 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%)

Getting Started Steps

1. Ensure you have Tableau Desktop version 2023.2 or higher installed and that it is licensed. Use the Salesforce Data Cloud connector to connect to Data Cloud. Note that this is a connector released with the Data Cloud Summer ’23 release as described here. This accelerator works only with the Salesforce Data Cloud connector.
2. Ensure that Tableau has been provisioned access to pull data from Salesforce Data Cloud (previously known as Salesforce CDP). There is great documentation on how to do this on Customer Data Platform’s Help site.

Understand the Data Model Requirements

The Accelerator shows data from these objects

• ssot__Opportunity__dlm (custom field label: Owner Id and API Name OwnerId (the system will add the __c))
• ssot__Account__dlm
• ssot__Lead__dlm
• tab_Data_Source__dlm (Custom object)
  • Object Label: Data Source
  • Object Category: Other
  • Object API Name: tab_Data_Source__dlm
  • Object Fields: Create the Data Model Object using this CSV file
  • How to create Custom Object from CSV file read more