Opportunities

Introduction

The Opportunities dashboard can be accessed from the Sales page in Data Hub. A Legacy version is also available if you want to keep using it.

The dashboard is organized in two sections:

• Sales Opportunities Pipeline Metrics - showcase trends and the sales funnel.
• Pipeline Health Metrics - indicate opportunities with issues.

Note: All of the metrics can be drilled through. You can right click on a number, or a bar in a visual, and see the opportunities included in the calculation.

Available Filters

• Created Month - filter on when the opportunity was created.
• Location Name - select only certain locations.
• Company - this will give you the opportunity to view the sales pipeline for a single customer.
• Member Name - same as the above, however, for a single member.
• Opportunity Status - filter only on opportunities that have a certain status.
  Tip: to see the status of your Open Opportunities, select only the statuses which signify Not yet closed/Won.

Sales Opportunities Pipeline Metrics

Won Amount - calculated as the sum of Deal Size Amount, where the probability is set to 100%. You can right click on the number and drillthrough Won opportunities. This will open a new table with a list.

Lost Amount - defined as the sum of Deal Size Amount, where the probability is 0. Again, you can right click on the number to drillthrough

Conversion Rate - this is calculated as Won Amount divided by the total amount of created opportunities, regardless of status or probability

Probability Amount - calculated by multiplying the Probability (as a percentage) with Deal Size Amount

Sales Funnel - Shows the sum of deal size amounts in different statuses, only for Open Pipeline (probability is neither 0 nor 100). The visual is sorted according to Probability - opportunities with lowest probability will show up on top, while the ones with higher probability will be shown further down in the funnel. Again, you can right click on a segment of this visual and drill through opportunities.

Opportunities per Status - the number of opportunities in different statuses. Again, right click to see list.

Opportunities per Status and Creation Month - according to the month they were created, you will see the number of opportunities and their current status. Right click on a segment to see more.

Opportunities by Location - shows the total deal size amount, as well the number of opportunities by location. You can easily identify trends in desirability and where you have opportunities for growth.

Top 15 Customers by Opportunity Amount - a list of customers with highest opportunity amount

Pipeline Health Metrics

• No Opportunity Status - will show how many opportunities do not have a Status. Right click on the number to drill through and see a full list.
• No Deal Size Amount - number of opportunities where there’s no deal size amount entered. Have in mind that this means blank deal size amount (not 0, zero will be counted as non-blank value). Right click on the number to drill through and see a full list.
• Blank Probability - number of opportunities where Probability is left blank. Right click on the number to drill through and see a full list.
• No Member Count - number of opportunities where Member Count is left blank. Right click on the number to drill through and see a full list.