We have enhanced the Pipeline Analysis report. Use this report to determine how a salesperson is pacing when comparing their pipeline, booked, and budget in a single report. Review the pipeline by sales stage to understand where the potential revenue is in the sales process. Dig deeper by comparing Weighted and Unweighted pipeline by toggling the report view.
To access this report, please follow the below steps:
1. Click Reports on the left navigation pane.
2. Click Forecast & Deals tab.
3. Click Pipeline Analysis link.
The Pipeline Analysis has three key functional areas two charts, a detail pivot table, and a filter panel.
1. Charts
There are two charts on the report:
- The Pipeline by Sales Stage chart provides you a high-level view of the pipeline by sales stages.
- The Forecast/Budget Analysis by Day provides you a high-level view of the forecast/budget analysis.
Interact with the chart:
- Hover on the bars for tooltips that provide details on the Pipeline or Revenue.
- Click on a bar to use it as a filter. When filtering with the visualization, the pivot table will also be impacted and will narrow the data scope to match the clicked area. For example, if I click on the bar labeled Sales Stage I, my pivot table will filter to show me only the market selling in the Sales Stage. You can confirm a chart filter is in use when one bar is highlighted, and the other bars are greyed out.
- To undo chart filters, click Clear Selection. The Clear Selection icon will be present when you hover on the top right corner of the chart.
- Click on the Options menu just above the pivot table, then select Download from CSV and Image. All exports will be available as browser downloads on your Downloads folder.
- Download CSV – export the visualization as a raw file.
- Download Image – export the visualization as an image.
2. Data in the pivot table
The pivot table provides you a detailed view of pipeline, booked, and budget by Outlets, Markets, Offices or Salespeople.
To manage data in pivot table:
- Sort columns by clicking on column headers.
- Review Grand Totals at the bottom of the chart on any page.
- Click on the Options menu just above the pivot table to select an export option. Click Options, Download, and select from CSV, PDF, Image, and Excel. All exports will be available as browser downloads on your Downloads folder.
- Image – export the pivot table as an image. When exported as an image only the first page will be displayed in the JPEG.
- CSV File – export the pivot table as a CSV. When exported as a CSV, the file can be opened in Excel and manipulated as a raw data set. This format will offer data that can filtered and manipulated further for deeper analysis in Excel.
- PDF File – export the pivot table as a PDF. When exported as a PDF only the first page will be displayed in the PDF.
- Excel File – export the pivot table as a formatted excel file. When exported as Excel, the file can be opened in Excel formatted as a pivot table. This format will offer you a clean table presentation that does not need to be modified unless desired.
3. Filters:
Apply filters that adjust the parameters of the report. Filters can be found in the right panel. This panel can be collapsed by clicking the grey tab icon located approximately mid-page. Note that the tab will animate or become bold on hover. Filter settings are sticky, so it will keep your last settings by default. You can also define their default filters and filter settings to use in future report runs.
- Setting up a Default Filter – Adjust all the individual filters to your preference and click the Options menu in the top right corner of the Filter menu. Select Set as My Default Filters to save your filter preferences.
- Restore My Default Filter – Click the restore icon at the top of the filter menu to undo any filters and restore your default settings.
- Editing Filters – Hover on the filter until the pencil icon appears in the top right corner. Click on the pencil icon to select from and edit any of the filter types.
Note that filters can be disabled through the toggle on the bottom of each filter. Disabling a filter will cause that filter to function as an all. For example, disabling the Account filter is the same as Include All Accounts filter.
- Filter Types:
- List – search a list of values and check the box to single-select or multi-select items. Click Include All to quickly grab everything in the filter category
- Text – search by entering single or multiple strings of text
- Calendar – click and drag to select a date range in the calendar window or type a specific date range in the To and From values. Adjust the number of months displayed in the calendar feature with the dropdown.
- Time Frame –select from predefined time frames such as “This year”, “Last Year”, and several others.
- Ranking – define your ranking by selecting the number of items to display organized by the Top or Bottom # values
- Starred (Favorite) – save favorite filter combination to quickly reference specific items within a filter, thereby providing quick access to the filter values you use most.
- List – search a list of values and check the box to single-select or multi-select items. Click Include All to quickly grab everything in the filter category