KPI Section

The KPI section of the Account Plan shows the value of opportunities linked to the plan.

By default, the app rolls up the Standard Amount field from the opportunities, but you can modify this to roll up custom fields.

Here’s an example of the Amount fields rolling up to the Account Plan. All fields calculate automatically except for the Sales Target, which you populate manually.

Here’s what the fields in the KPI section mean.

• Won Revenue. Total Value of Closed Won Opportunities.
• Pipeline. Total Value of Pipeline Opportunities – Deals not Closed Won or Closed Lost.
• Weighted Pipeline. Total Value of Pipeline Opportunities with the Opportunity Probability taken into account – Amount * Probability.
• Total Expected Revenue. Won Revenue + Weighted Pipeline.
• Forecast Target Variance. Total Expected Revenue – Sales Target.

You can see the percentage performance against the sales target in the right-hand column.

You also get a great sense of the Account Plan performance using the on-page chart on the right-hand side of the Key Account Plan page:

The chart shows the Sales Target, Won Revenue, Weighted Pipeline, and Expected Variance.