Viewing the Opportunity Pipeline

This chapter provides an overview of the opportunity pipeline, lists common elements, and discusses how to view the opportunity pipeline.

Click to jump to parent topicUnderstanding the Opportunity Pipeline

The opportunity pipeline is a real-time view of an organization's current sales activities. It is based on opportunities only. Leads are not included in the pipeline.

The pipeline does not include opportunities with an inactive status. Pipeline charts include activity from closed-lost opportunities as negative activity or leaks.

PeopleSoft Enterprise Sales enables you to view the following types of information:

Use pipeline types to configure different perspectives of the specified pipeline. Pipeline types include:

Note. You cannot save real-time views of dynamic data. Therefore, if you need to preserve a particular pipeline view, use the screen capture or print function that you use to capture or print an image of the computer screen. Alternatively, you can produce a list of the opportunities that make up the pipeline by clicking the Pipeline Opportunity List button and downloading the data to a spreadsheet.

Click to jump to parent topicCommon Elements Used in This Chapter

Click the Chart Information button to have the page display a message with information about the chart.

View Pipeline As

To view the pipeline as another person would view it, select that person's name. You must have visibility of the person on the territory tree to use this feature. Viewing a pipeline as someone else enables managers to review sales users' pipelines before meeting to discuss the pipelines.

Quota Type

Select the type of quota for revenue allocation comparison. Values are:

Rollup Quota:The sum of quotas for all sales representatives who report to the manager. This is the default.

Manager Quota: The manager's own, individual quota.

Chart Type

Select the type of chart to use when viewing the pipeline. Values are Bar Chart (default), Horizontal Bar Chart, Horizontal Stacked Bar Chart and Stacked Bar Chart.

Pipeline Opportunity List

Click to access the opportunities list, where you can view lists of the opportunities that make up the pipeline chart and select opportunities to view in detail.

Click to jump to parent topicViewing the Opportunity Pipeline

This section discusses how to:

Click to jump to top of pageClick to jump to parent topicPages Used to View the Opportunity Pipeline

Page Name

Object Name

Navigation

Usage

Segment Pipeline

RSF_PL_SEG

Sales, Review Pipeline, Segment Pipeline

Configure and view the pipeline of opportunities at different stages of the sales process.

Opportunity Revenue Pipeline

RSF_PL_OPP

Select the Opportunity Revenue Pipeline tab on the Segment Pipeline page.

Configure and view the pipeline of revenue from opportunities.

Product Detail Pipeline

RSF_PL_PROD

Select the Product Detail Pipeline tab on the Segment Pipeline page.

Configure and view the pipeline of products that are associated with active opportunities.

Click to jump to top of pageClick to jump to parent topicViewing the Segment Pipeline

Access the Segment Pipeline page.

Show Pipeline By

Select how to organize data for the pipeline. Values are:

Business Unit.

Industry.

Pipeline Segment. Pipeline segments correlate with stages in the sales process. This is the default.

See Setting Up Pipeline Segments.

Region.

Sales User.

Territory.

Pipeline Type

Select the type of pipeline to render. Values are:

Opportunity Count: This count is based on the number of opportunities with the status of Open.

Revenue: This pipeline shows the estimated opportunity revenue from the opportunity sales teams' revenue allocation percentages. (You cannot render a pipeline from shadow allocations.)

Click to jump to top of pageClick to jump to parent topicViewing the Opportunity Revenue Pipeline

Access the Opportunity Revenue Pipeline page.

The Opportunity Revenue pipeline includes opportunities with estimated close dates that are within the specified time frame and with a status of open, closed-won, or closed-lost. Inactive opportunities are not included. Closed-lost opportunities appear as leaks in the pipeline.

Show Pipeline By

Select how to organize data for the pipeline. Values are:

  • Business Unit.

  • Industry.

  • Opportunity Status.

  • Period.

  • Pipeline Segment.

    Pipeline segments correlate with stages in your sales process. This is the default.

    See Setting Up Pipeline Segments.

  • Region.

  • Sales User.

  • Territory.

Pipeline Type

Select the type of pipeline to render. Values are:

  • Revenue: This shows the estimated revenue based on opportunity sales team revenue allocations.

  • Shadow: This shows the estimated revenue based on opportunity sales team member shadow allocations.

Time Frame and Period

Select the time frame and reporting period to use for determining revenue in the pipeline.

Currency

Select the currency used for the pipeline revenue amounts.

Click to jump to top of pageClick to jump to parent topicViewing the Product Detail Pipeline

Access the Product Detail Pipeline page.

Show Pipeline By

Select how to organize data for the pipeline. Values are:

  • Business Unit.

  • Industry.

  • Opportunity Status.

  • Period.

  • Pipeline Segment.

    Pipeline segments correlate with stages in the sales process. This is the default.

    See Setting Up Pipeline Segments.

  • Product.

    When you select the pipeline type of Unit Count, the system sets the Show Pipeline By field to Product.

  • Product Group.

  • Region.

  • Revenue Type.

  • Sales User.

  • Territory.

Pipeline Type

Select the type of pipeline to render. Values are:

  • Revenue: This shows the estimated product cost based on opportunity sales team revenue allocations. This is the default.

  • Shadow: This shows the estimated product cost based on opportunity sales team member shadow allocations.

  • Unit Count: This shows the estimated product quantities.

Time Frame and Period

Select the time frame and reporting period to use for determining opportunities in the pipeline.