*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](https://youtu.be/Ku5uPeTMjkU)

*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

Salesforce Sales Cloud - Weighted Sales Pipeline

Sales Cloud: Conduct overall sales pipeline review (opportunities having a probability of close)