Cloud Documentation
Advanced Search


Oracle Sales Cloud Reporting and Analytics for Business Users
Close Window

Table of Contents

Show All | Collapse

13 Evaluating My Team's Pipeline

This tutorial shows you how to view your team's sales pipeline.

You want to know how your team's open opportunity revenue is distributed across the sales stages. Looking at the maturity of the sales pipeline can help you mitigate risk and meet your goals. Use the My Team's Pipeline (by Stage) report to determine the total opportunity revenue in your sales team pipeline, organized by sales stage, that is scheduled to close within the selected fiscal quarter.

Video link Video

To view the My Team's Pipeline report:

  1. From the Home page, click Analytics.

    This image is described under the surrounding text.
  2. Select My Team's Pipeline.

    This image is described in the surrounding text.

    The My Team's Pipeline report is displayed.

    Surrounding text describes mtpl_stage.gif.
  3. In the Timeframe list, select the forecast period that you want to evaluate. For example, if you want to view the current quarter, select Current Quarter.

    This image is described in the surrounding text.
  4. In the report, click one of the following buttons:

    • By Stage — Displays your team's pipelines information by sales stage.

    • By Resource — Displays your team's pipeline information by sales representative.

    • Done — Displays the Analytics view.

How do I read the My Team's Pipeline by Stage report?

This image shows an example of the My Team's Pipeline by Stage.

This report contains the following metrics:

  • Total Revenue — You and your team's total opportunity revenue scheduled to close within the selected forecast period.

  • Open Pipeline — Open opportunity revenue that has not yet been closed (won).

  • Won Revenue — Opportunity revenue already closed (won).

  • Revenue by Sales Stage — Total opportunity revenue per sales stage and the percent of the total revenue currently in the stage.

Surrounding text describes mtpl_stage.gif.

With these metrics, you can see the total revenue at each sales stage. Your team has $88,696,454.34 in open opportunity revenue. So far this quarter, they've closed $14,756,010. You can also drill down into each stage to learn more. You know that you want the bulk of your opportunity revenue in the later sales stages. If too much of the opportunity revenue is in the early stages of the pipeline, there may not be enough time to close it before the quarter is over.

It's important to note that revenue in the Closed Sales Stage (last bar in the chart) is not the same as closed revenue. Revenue in the Closed Sales Stage may or may not be closed (won) from a win/loss stand point.

You can optionally select List in the Show View list to display the chart in table format as shown in the following image.

To drill down for more details on an individual stage:

  1. Click an individual sales stage to drill down into the details for that stage. In a graph, you click on the bar for that stage. In the list view, click on the name of the stage.

    This image is described in the surrounding text.

    This image shows an example of a drill down into the Qualification stage. The win percent, opportunity name, account owner, account name, close date, and revenue won are displayed.

    This image is described in the surrounding text.
  2. Click Back to return to the My Team's Pipeline report or, click Done to display the Analytics view.

How do I read the My Team's Pipeline by Resource report?

This image shows an example of the My Team's Pipeline by Resource.

This report contains the following metrics:

  • Total Revenue — You and your team's total opportunity revenue scheduled to close within the selected forecast period.

  • Open Pipeline — Open opportunity revenue that has not yet been closed (won).

  • Won Revenue — Opportunity revenue already closed (won).

  • Revenue by Sales Resource — Total opportunity revenue for each representative, colored by sales stage.

This image is described in the surrounding text.

With these metrics, you see that you have more revenue in your sales pipeline than the sales representative you manage. You may need to have a conversation with Rory Morrow, who has the bulk of his opportunity revenue in the qualification stage. As his manager, you may need to help him work on those opportunities.

You can optionally select List in the Show View list to display the chart in table format as shown in the following image.

This image is described in the surrounding text.

To drill down into an into an individual sales stage for a representative:

  1. Click an individual sales representative to drill down into the details for that stage. In a graph, you click on the bar for that stage. In the list view, click on the name of the representative.

    This image is described in the surrounding text.
  2. Click Back to return to the My Team's Pipeline report or, click Done to display the Analytics view.