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Size matters.

Don’t let anyone tell you otherwise.

Big is beautiful. That’s certainly the case when you measure sales pipeline size.

All other things being equal, of course.

Big is better, assuming the sales pipeline only contains deals of the right quality. To make sure this is the case, use these key metrics to track sales pipeline quality.

However, here are four salesforce dashboard charts and underlying reports that accurately measure sales pipeline size.

1. Measure pipeline size by Close Date and Stage

If you only create one pipeline size dashboard chart then make it this one.

This chart is the starting point for any funnel review focused on pipeline size.

Salesforce dashboard chart to measure pipeline size by month and stage.

The dashboard chart shows pipeline size by Close Date. The individual segments group the pipeline size by Opportunity Stage.

Why this dashboard chart is useful

Use this chart to assess the size and strength of the pipeline, both near term and into the future.

Here are three examples of the insights this chart gives.

  • Pipeline size this month. The dashboard chart in our example shows the pipeline for September is £2.5M. Let’s assume the typical sales cycle is 3 months. That means we need to confirm how many of those deals in the Prospecting Stage can be relied upon to successfully close this month.
  • Negotiation Stage. October and November both have deals at the Negotiation Stage. Is it really going to take several months to conclude these opportunities? Maybe. But also investigate whether these deals can be brought forward to boost this months’ revenue.
  • End of year pipeline. December shows an upturn in the size of the pipeline. We need to know if this is realistic. Is there a compelling reason why more deals will close this month? Sometimes December 31 is entered into opportunities on the basis of, “well, it’s bound to close sometime this year”. If so, then the December pipeline size is overstated.

For more details on measuring pipeline size in salesforce using this dashboard chart then read “If You Only Create One Chart Make It This One” (video included).

Incidentally if you have the same problem as Colin Parish – lots of opportunities with close dates in the past – here’s what to do about it.

2. Measure pipeline size using the funnel dashboard chart

This chart measures the pipeline size in the form of a traditional sales funnel.

Opportunity funnel dashboard chart measuring total sales pipeline.

It’s often the first chart that gets created on the dashboard because it’s the one that resembles a traditional funnel.

Why this dashboard chart is useful

Actually, I have mixed views about this dashboard chart.

The funnel chart is a good way to check whether the pipeline is in proportion.

In the chart above, for example, the value of deals in the Investigating Stage and Customer Evaluating Stage is almost identical. This suggests a shortage of pipeline in the earlier Investigating Stage. It’s highlights the funnel is out of kilter.

Here’s another example. Look at the funnel size chart below.

Pipeline size measured on a funnel dashboard chart highlighting that there is a shortage of early-stage opportunities.

The total pipeline is exactly the same. But the pipeline is short of deals at the first Opportunity Stage, Prospecting. Again, it’s highlighting a sales revenue problem down the road.

But there’s several things to watch out for with this chart.

First, there’s no time context with this chart. It shows the total pipeline size, irrespective of when those deals are likely to close.

Second, the shape of the dashboard chart doesn’t vary with the amount of pipeline at each Stage. What does vary is the height of the slices and the numbers within them.

So be careful.

This pipeline size dashboard chart is a good one to eyeball every week. It describes whether the total pipeline is in proportion. That’s a good reason to have it on your dashboard.

Watch this short video to see the demonstrate the funnel chart in action.

3. Pipeline size dashboard metrics

When is a dashboard chart not a chart? When it’s a dashboard Metric.

Here’s an example:

Dashboard metric showing total pipeline size.

A salesforce dashboard metric gives a single total figure that pulls from the underlying report.

So, to easily view the total size of the pipeline, use a metric.

Here are two other examples. First, the total value of open opportunities due to close this month.

Dashboard metric showing total pipeline size due to close this month.

And second, the size of the pipeline due to close next month.

Dashboard metric showing total pipeline size due to close next month.

Why this dashboard chart is useful

Dashboard metrics give an immediate measure of the overall size of the pipeline.

In the example above, if you know your sales target for next month £0.5M, then all other things being equal, you’re probably in good shape.

If the target is £1.5M you’ve got a problem. However least you know there’s a problem. That gives you chance to do something about it.

4. Trend in pipeline size

This chart measures the trend in the size of the pipeline. It’s called the As-At Historical Pipeline Trend report and dashboard chart.

As-At dashboard chart that displays the size of the pipeline on the 1st day of each month.

The chart shows the size of the pipeline As-At the first day of each month. We can see here that the month-on-month trend is positive. In other words, the pipeline is getting bigger.

Why this dashboard chart is useful

Effective sales managers know the pipeline size at any point in time.

But they also know the trend in the size of the pipeline. The trend tells them whether they are doing the right things. Moving in the right direction. Making headway.

This dashboard chart also comes with a little sister that measures the trend in pipeline size on a daily and weekly basis. Read this blog post to find out more about pipeline size trend dashboard charts.

Watch this video to see me demonstrate the pipeline trend chart in action.

Pipeline size salesforce dashboard

Here’s what a salesforce dashboard looks like with these four charts measuring sales pipeline size.

Salesforce dashboard chart that gives management insight into the pipeline and funnel size.

The dashboard gives sales executives the essential information on pipeline size. And the bigger the size of the pipeline, the more you are likely to sell.

All other things being equal.

But size is no good without high quality. It’s important to identify which deals need to be questioned in terms of close dates.

That’s why we’ve also publish blog posts that demonstrate specific dashboard charts to measure the quality of deals in the sales funnel. Combine with the pipeline quality charts with pipeline size charts to get the complete management picture.

For help measuring the size and quality of your sales pipeline, don’t hesitate, get in touch.

12 Must-Have Charts For Your Salesforce Dashboard

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