1. How do I get started with Sales Pipeline Management?
  2. Overview of Pipeline Management

Overview of Pipeline Management

The primary objective for sales leaders is to maximize the potential of their sales organization. To achieve better sales execution, Oracle Pipeline Management gives sales managers real-time pipeline visibility so they can maintain a healthy pipeline, prioritize deals, and help their team focus on key and at-risk opportunities.

Pipeline Management provides sales managers with these benefits:

  • Real-Time Pipeline Visibility

    Inspect and maintain a healthy pipeline with a consolidated view of pipeline metrics, opportunities, weekly changes, and AI insights. Get a snapshot of the pipeline in real-time, filter by key information, and switch between default and custom views.

  • Improved Sales Execution

    Speed up decision-making with instant access to key pipeline information, and streamline decision-making and uses real-time insights to guide and coach reps on next best steps.

  • Proactive Risk Mitigation

    Identify and address potential risks before they escalate. Using AI and pipeline trends, teams can focus on key and at-risk opportunities and gain real-time visibility into opportunity health, orchestration, and activities.

Default Views

Pipeline Management provides 3 default views:

  • All Opportunities

    Shows opportunities I can see with options to filter by opportunity owner, name, assigned territory owners/members, and forecast territory owner/members.

  • My Team Opportunities

    Shows opportunities owned by resources in the hierarchy below the sales manager.

  • My Territory Opportunities

    Shows opportunities with one or more product lines, with a forecast territory in the hierarchy below the sales manager territory.

Pipeline View Security and Filters

Here's how the pipeline default views apply security and filters to display opportunity information:

  1. All 3 views provide users access using Opportunity Access Group security. The My Territory Opportunities view also leverages Territory Access Groups to provide access the territories and the territory hierarchy.

  2. Each view applies the required filters for that view.

  3. Users can add optional filters.

The following table lists the required and optional filters for each view:

View Required Filters Optional Filters
All Opportunities Period (single): Current Quarter

  1. Opportunity Status = Open (multiple)

  2. Team (matches against the opportunity owner)

  3. Territory (matches against the revenue forecast territory)
My Team Opportunities

  1. Period (single): Current Quarter

  2. Team (single): Opportunity Owner = selected resource or descendant in the resource hierarchy

 Opportunity Status = Open (multiple)
My Territory Opportunities

  1. Period (single): Current Quarter

  2. Territory (single): forecast territory = selected territory or territory descendants in the territory hierarchy

 Opportunity Status = Open (multiple)

Other Sales Features Leveraged by Pipeline Management

  • Predicted Win Probability

    This Sales Intelligence feature is displayed by default for each opportunity and used to drive the health badge (At risk, Needs attention, On track) for each key performance indicator (KPI).

  • Activity Effectiveness (optional).

    If the Sales Intelligence capability is enabled, the calculated activity effectiveness information is shown in the Key Information drawer.

  • Guidance

    The next step guidance created in the Guidance feature (formerly called Orchestration).

  • Activity Feed

    The recent activities captured in the opportunity.

  • Deal Advisor

    To make Deal Advisor AI agent available in the Actions list for each opportunity, you must define a custom smart action with the context parent object option equal to Sales pipeline. Oracle also recommends enabling the option Also display action when no context is specified, to have this action available in the opportunity list and guidance pages.

Known Limitations

Here's a list of known limitations for pipeline management for update 26B:

  1. Sales managers can't see their own opportunities if they're the owner of the opportunity, or the owner of the forecast territory on the revenue sales credit.
  2. Selecting the lowest level (sales rep) resource or territory in the team/territory filter doesn't display any opportunities (same limitation as above).
  3. Both open and closed opportunities are shown by default.
  4. In the My Territory Opportunities view, both revenue and overlay sales credits are shown by default.
  5. In the My Territory Opportunities view, the opportunity count values in each key performance indicator (KPI) and the group by summaries show as zero (0). This also occurs in the All Opportunities view when grouping by Territory or Product Group – a design for this is in progress.
  6. A sales administrator (or user with the equivalent sales administrator privilege) is unable to see the pipeline on behalf of sales manager/execs in the My Team Opportunities and All Opportunities views – a design for this is in progress.
  7. Trending isn't enabled by default. Please contact Oracle Support if you wish to enable this feature in Pipeline Management.
  8. Your environment must be enabled to use read-optimized data store (RODS) technology for you to use Pipeline Management. Please contact Oracle Support to enable the read-optimized data store.