This chapter provides an overview of the opportunity pipeline, lists common elements, and discusses how to view 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:
Segment pipeline.
This pipeline reflects current activity based on opportunities with an open status. This perspective is not constrained by time frame or period. Opportunities with the status of inactive, closed-won, or closed-lost are not included in this perspective.
Segment pipeline types include:
Opportunity count
Revenue
Opportunity Revenue pipeline.
This pipeline represents estimated revenue, based on opportunities with open, closed-won, or closed-lost status.
Opportunity Revenue pipeline types include:
Revenue
Shadow
Product Detail pipeline.
This pipeline represents product activity based on opportunities with open, closed-won, or closed-lost status.
Product Detail pipeline types include:
Unit count
Revenue
Shadow
Use pipeline types to configure different perspectives of the specified pipeline. Pipeline types include:
Opportunity count.
This pipeline type reflects the total number of opportunities.
Revenue.
This pipeline type represents estimated revenue based on allocation percentages of the opportunity sales teams.
Shadow.
This pipeline type represents estimated revenue based on shadow percentages of the opportunity sales team members.
Unit count.
This pipeline type reflects product quantities for current opportunities.
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.
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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. |
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. |
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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. |
This section discusses how to:
View the segment pipeline.
View the opportunity revenue pipeline.
View the product detail pipeline.
Page Name |
Definition Name |
Navigation |
Usage |
RSF_PL_SEG |
Sales, Review Pipeline, Segment Pipeline |
Configure and view the pipeline of opportunities at different stages of the sales process. |
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RSF_PL_OPP |
Select the Opportunity Revenue Pipeline tab on the Segment Pipeline page. |
Configure and view the pipeline of revenue from opportunities. |
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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. |
Access the Segment Pipeline page (Sales, Review Pipeline, Segment Pipeline).
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.) |
Access the Opportunity Revenue Pipeline page (select the Opportunity Revenue Pipeline tab on the Segment 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:
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Pipeline Type |
Select the type of pipeline to render. Values are:
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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. |
Access the Product Detail Pipeline page (select the Product Detail Pipeline tab on the Segment Pipeline page).
Show Pipeline By |
Select how to organize data for the pipeline. Values are:
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Pipeline Type |
Select the type of pipeline to render. Values are:
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Time Frame and Period |
Select the time frame and reporting period to use for determining opportunities in the pipeline. |