Pipeline Reporting is a common salesforce automation function, the main feature of which is a graph showing weighted sales value by period (this is a calculation made by multiplying the forecast sales value by the %age probability assigned to it). We plan offering Pipeline Management will which perform the same function, but with added value in Opportunity Review and Red Zone.
Our first challenge is designing the presentation of Pipeline Management so that it adds value to those who want to use it, but doesn’t complicate the application for people who don’t. We’ll achieve this by hiding the Pipeline graph and the Red Zone report on the Dashboard behind an expand button - this is the way we present Quick View in all of our lists so look and feel of access will be consistent with the rest of Front Office Box.
Opportunity Review will be offered to the user in the Opportunity/Actions view and include a series of questions/tests based upon the standard sales process. Each of these will have a check box for the user to confirm completion of that phase of the process. Each phase completed will increase the probability to be included in the calculation of the weighted forecast. Outstanding phases will guide the user as to the things which need to be completed in order to maximise the chance of a successful sale.
We will start with a standard series, something like this:
Phase Completed Probablity
Customer needs/business benefit agreed |
Yes | 10% |
| Confirmed budget available | Yes | 10% |
| Decision maker and process identified | Yes | 10% |
| Buy/sell process and actions agreed | Yes | 10% |
| Selected as preferred supplier | Yes | 10% |
| Costed proposal presented | Yes | 10% |
| Customer resources and start date committed | Yes | 10% |
| Contract Terms agreed | Yes | 10% |
| Contact signed | Yes | 10% |
| Invoice paid | Yes | 10% |
and present it in a template which the user can change to reflect his own standard process and qualification criteria.
Red Zone will presented on the Dashboard as a list of deals closing in the next 30 days with estimated value. Details will be colour coded for risk based on the probability calculation e.g. 70% probability deals will be shown in Green, 50% deals will be shown in Brown (amber) and below 50% will be shown in Red - something like this
Red Zone
Customer Project Value
ABC Inc Customer Service system $ 100,000
CDE Inc Maintenance contract $ 10,000
FGH Inc Office services $ 25,000
IJK Inc Network installation $ 45,000
LMN Inc CRM system $ 110,000
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