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Top Pipeline ReportsReports to Grow Pipeline and How to Make These Insights Your Own!

Angelica MacatangayManager, Solution Engineeringamacatangay@salesforce.com

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Top Pipeline Reports and Dashboards to Drive Success

Rawson HobartSenior Director of IT

Top Pipeline Reports and Dashboards to Drive Success

Steve De MarcoVP of Worldwide Sales

Top Pipeline Reports and Dashboards to Drive Success

Dean TobeRVP, Commercial Sales

Top Pipeline Reports and Dashboards to Drive Success

Dean TobeRegional Vice President

Salesforce

Steve De MarcoVP of Worldwide Sales

Xactly

Rawson HobartSenior Director of IT

Embarcadero Technologies

Greater Visibility into Sales Funnel to Grow PipelineTop Sales Leaders Answer these Questions with Sales Reports and Dashboards

Is Our Pipeline Real?

Is Our Pipeline on Track?

What is my Pipeline Evolution?

Leveraging Reports and Dashboards to Grow Pipeline Take the Emotion out of the Pipeline to Increase Accuracy

Goals for Today’s SessionWalk away from “Top Pipeline Reports” with:

Reports and dashboards to eliminate the emotion

Pipeline management best practices

Insights to make your own

Rawson HobartSenior Director of IT Embarcadero Technologies is a global software company with $100M in annual revenue. We sell tools for Database Architects, Database Analysts, and Developers.Years in with Salesforce: 4 years

Demo

Based off Past Performance, is our Pipeline on Track?Obstacles:• High Turnover = Lost Insight• No Sales Process• Inefficient use of SFDC

• Create Opportunity Historical Trends Reports• Accurate Probability of Closure per Rep• Manage at every time frame: wk/wk, mth/mth, etc.

Solution:

Steve De MarcoTitle: Vice President of Worldwide SalesXactly offers cloud-based, enterprise software for sales performance management, sales effectiveness, sales compensation, and employee engagement.Years in with Salesforce: 14 years

Demo

“How Do We Know Our Pipeline is Real?”

• Rapidly growing Sales Teams across all segments• Unreliable data• Zombie Opportunities

Solution:• Clearly defined Sales Process• Dashboards as ‘Diagnostics’ for Pipeline• Exception reporting to find ‘non-actions’

Obstacles:

Dean TobeTitle: Regional Vice President, Commercial SalesYears in with Salesforce: 6 years

Demo

“What is our Pipeline Evolution?”

• Inaccurate pipeline creation• Over protected vs. happy ears pipeline• Never enough pipeline in General!

Solution• ‘Only real if it’s in Salesforce’ policy• Understand pipeline creation cadence

• Measure creation timeline• Stage advancements• Pipeline spread

Obstacles

Greater Visibility into Sales Funnel to Grow Pipeline

Is Our Pipeline Real?

Exception Reporting‘Non-Action’ Dashboards

Greater Visibility into Sales Funnel to Grow Pipeline

Is Our Pipeline on Track?

Opportunity HistoricalTrend Reports

Greater Visibility into Sales Funnel to Grow Pipeline

What is my Pipeline Evolution?

Pipeline Advancement Reports

Pipeline Specific Dashboards

Q&A

Next Steps for YOU! Create a “Non-Action” Dashboard Build an Opportunity Historical Trends Report Leverage Bucket Fields in a Current Pipeline Report Track your Pipeline Stage Advancements

Lightning Experience at Dreamforce

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AppendixExamples of Featured Reports and Dashboards

Reporting Insight into Late Closes and SandbaggingWeekly Team Oppty

For step by step instructions on setup, use this help documentWeekly Team Oppty

Search for ‘historical’ and

by default these fields are included

Track Rep Performance Historically to Predict Current BehaviorQuarterly Pipeline Review

Understand what is Real in Your Pipeline with Exception ReportsWTForecasting Dashboard

Use dashboard

filters to allow each

manager to search for their team

Collection of exception reports looking for non-actionsWTForecasting continued..

Create filters using equals and not equal