GSP Sales Dashboard (Enterprise+)
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Tips for installing and adapting the dashboard
The only difference between the two is the Short-Term Pipeline Trend chart. This tracks the change in the size of the pipeline over the last 5 weeks. It requires the Historical Trending feature that is not available in Professional Edition.
If you are installing the Enterprise+ version of the dashboard be sure to enable Historical Trending for Opportunities. Do this by clicking Setup and searching for Historical Trending the configuration area Search box. Then enable Historical Trending on the Opportunities object.
The versions include a comprehensive dashboard and underlying reports. They also contain three pipeline quality metrics for the Opportunity object that help identify deals that at risk of slipping from the sales forecast for this month..
The dashboard is built in the salesforce Classic Interface. However it can be installed into a Lightning-enabled environment and adapted in the usual way. Be aware that you may need to reset some of the charts to run on the correct axis.
The remainder of this web page will:
- Explain in more details how to enable the Historical Trending feature.
- Provide hints and tips on how specific charts and reports can be adapted to suit the specific needs of your business.
- Highlight other free related resources and explain how to get further support from GSP.
1. Historical Trending
To enable Historical Trending:
- Click Setup.
- Search for Historical Trending in the Setup search box.
- Click Historical Trending.
- Click on Opportunity.
- Check the box marked Enable Historical Trending.
- Click Save.
2. Ways to adapt the reports
Optionally there’s several adjustments you can make based on your own business needs. Some of these adjustments apply to multiple reports (e.g. Summary levels), other relate to specific reports.
The reports that show data on Closed Won opportunities are based on Current Financial Year. Feel free to modify this to a different period (e.g. Calendar Year) if appropriate.
The pipeline reports have no default timescale i.e. they show all pipeline opportunities. If you want the report to show only deals due to close in a given period (e.g. this quarter) then modify the timescale setting.
Report Summary Levels
Some reports summarize Opportunities at the individual Owner level. If your business has a large sales team then modify the report to ‘Group By’ Territory, Region, Country or any other field used to structure your sales team.
You may also want to adjust the reports to run on My Team’s Opportunities or My Opportunities.
Sales Quality Metrics
The package adds three fields to the Opportunity object that provide additional pipeline quality metrics.
- Number of Close Date Month Extensions. Counts the number of times the Close Date has moved from one month to another.
- Number of Days Since Last Stage Change. Number of days since the Opportunity Stage was last updated.
- Days Open. Number of days the Opportunity has been open. Stops counting when the Opportunity is set to Closed.
We recommend adding these fields to the Opportunity Page Layout so that salespeople and sales managers can get insight into the quality of each deal. Adjust the Field Level Security of these three fields to make the information visible to relevant User Profiles.
The metrics will automatically start to count for new Opportunities created from the date the package is installed.
You can also update the pipeline quality metrics so that they start to apply for existing opportunities. To do this, use an Opportunity List View or the Apex Data Loader to update the “# Close Date Extensions” and “# Close Date Month Extensions” to 0.
There are two charts the provide information on the trend in the size of the pipeline. These are the Long Term Pipeline Trend and the Short Term Pipeline Trend.
In both cases, the underlying report filters out the historical stages of Closed Won and Closed Lost.
If you have used additional Opportunity Stage values for Won or Lost (e.g. Qualified-Out) then we recommend adding these to the filter on both reports. This means that for each period, the chart and report will only show what was in the pipeline at the time.
3. Additional Resources
12 Must-Have Sales Charts eBook
The 12 Must-Have Sales Charts eBook gives advice on how to use each dashboard chart effectively. It includes examples of the insights each chart provides to managers and salespeople.
You can download the eGuide from the AppExchange listing or from this page on our website. LINK.
12 Must-have Sales Charts blog post
The 12 Must-Have Sales Charts blog is our most popular post. It contains additional detail on each dashboard chart plus videos and further links to chart-specific blog post. It’s a comprehensive resource.
Further support from GSP
We provide a comprehensive range of services to help you get the most from salesforce and marketing automation platforms. Find out more on our website www.garysmithpartnership.com
We also have a range of other Apps that will increase your salesforce benefits. These include the GSP Product Selection Wizard, Auto Price Book Selector (free), and the Target Tracker. Visit our Apps page or more information. www.garysmithpartnership.com/apps
We also welcome feedback and questions about the dashboard package. Call us on +44 203 280 3665 or visit our Contact Us page.