Salesforce Sales Cloud - Weighted Sales Pipeline | tableau_exchange

Salesforce Sales Cloud - Weighted Sales Pipeline

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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

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