Sales - CRM Pipeline

Description

This subject area provides information on all the opportunities created in the system.

The Contact and Employee dimension in this subject area refers to primary contact and primary employee.

Business Questions

This subject area can answer the following business questions:

• What are the top 10 open opportunities? What are the target close dates and revenues for these?

• How can I identify the missing activities that could be used to optimize and guide the reps better?

• What is the value trend of high value opportunities? Do they show a positive or negative trend?

• What is the buying trend of our biggest customers?

• Who are the top competitors and what is the revenue exposure to them?

• Are there any up sell/cross sell opportunities?

• How is each member on the team performing on deal size, account coverage, and win rate?

• Is overall pipeline healthy enough to meet sales goals?

• How to gauge the pending effort required to progress the opportunity?

• Are the sales reps moving their opportunities fast enough?

• What are the top stalled opportunities and who are the sales reps working on these?

• How to analyze and proactively identify representatives facing issues that cause them to struggle to complete the sales objectives?

• Is the sales team converting leads to opportunities fast enough?

• What are the most likely reasons that the Opportunities are lost against our key competitors?

• Which types of Opportunity orchestration steps are reps skipping the most?

Job Roles

The following job roles secure access to this subject area:

• Channel Account Manager

• Channel Administrator

• Channel Operations Manager

• Channel Partner Manager

• Channel Partner Portal Administrator

• Channel Sales Director

• Channel Sales Manager

• Partner Administrator

• Partner Sales Manager

• Partner Sales Representative

• Sales Administrator

• Sales Manager

• Sales Representative

• Sales Restricted User

• Sales VP

Duty Roles

The following duty roles secure access to this subject area:

• Partner Channel Administrative Transaction Analysis Duty

• Partner Channel Transaction Analysis Duty

• Partner Org Transaction Analysis Duty

• Sales Administrative Transaction Analysis Duty

• Sales Executive Transaction Analysis Duty

• Sales Managerial Transaction Analysis Duty

• Sales Transaction Analysis Duty

Primary Navigation

Navigator > Sales - Opportunities

Time Reporting

Yes

Time dimension is linked to "Sales - CRM Pipeline"."Opportunity"."Created Date".

Transactional Grain

This subject area returns the data at multiple grains

a) Activity Facts: Provides information at the grain of an Opportunity

b) Lead Facts: Provides information at the grain of an Opportunity Revenue Line

c) Pipeline Fact: Provides information at the grain of an Opportunity

d) Pipeline Detail Fact: Provides information at the grain of an Opportunity Revenue line

e) Resource Quota Fact:

f) Sales Cycle Fact: Provides information at the grain of an Opportunity

g) Territory Quota Fact:

h) Win Loss Facts: Provides information at the grain of an Opportunity

Special Considerations

By default, the 'implicit' fact table for this subject area is the Pipeline fact. This means that in the absence of any metric, a report would return the data associated at the Opportunity level.