Optimize Sales Execution Through Smarter Pipeline Management

To optimize sales execution, Pipeline Management gives real-time pipeline visibility to allow sales managers to inspect and maintain a healthy pipeline by tracking key metrics and trends, proactively mitigate risks and use real-time insights to guide and coach sellers and plan next steps. Pipeline Management offers three views: By Sales Stage shows all opportunities the manager can access, By Team shows the opportunities owned by the salespeople below based on the reporting hierarchy and By Territory shows the opportunities owned by the territories below where the territory is designated as the  product line forecast territory. It shows the opportunities that make up the manager's pipeline and the breakdown by product line.  

Pipeline Management By Sales Stage View

Additionally the sales manager can see the key opportunity health and activity stream information for each opportunity in order to asses the status and risk. 

Pipeline Management - Opportunity Health

Pipeline Management gives real-time pipeline visibility to allow sales managers to inspect and maintain a healthy pipeline by tracking key metrics and trends, proactively mitigate risks and use real-time insights to guide and coach sellers.

Steps to Enable

• Enable Permission Groups for standard or custom job roles

• Configure Adaptive Search (if not already configured) and enable the "ListOfSelfAndAncestorIdsInBaseHierarchy" attribute on Product Group object (required for filtering by product group)

• Define Resources and the resources organization hierarchy (required if the Pipeline By Team view is used)

• Define Territories and their hierarchy (required if the Pipeline By Territory view is used), and schedule revenue territory assignment processing.

• Assign the Manage Pipeline Privilege to the sales manager roles who intend to access Pipeline Management. This enables the View Opportunity Health action within Pipeline Management.

• Enable access groups and schedule the appropriate object share processes

• Add a Pipeline Management menu option

  • Create a sandbox and enable the structure tool

  • Navigate to structure tool (inside the sandbox)

  • Create a new Page Entry

  • Select an icon

  • Complete the form

  • Save and Test

  • Publish the sandbox

Tips And Considerations

Pipeline Management has an extensive roadmap of features and enhancements planned. Currently,

• All (open and closed) opportunities are shown by default
• Sales administrators are unable to see opportunities on behalf of other users in the By Team and By Territory pipeline views. It is recommended that the By Sales Stag view is leveraged until further capabilities for sales administrators are available.
• Sales Managers cannot see their own opportunities (where they are the owner of the opportunity or  owner of the forecast territory on the sales credit). Also in the By Team and By Territory views, opportunities owned by lowest level sales representative or territory are not available.