Pipeline Visibility
The Best Way To Track Sales vs. Targets in Salesforce
The Best Way To Track Sales vs. Targets in Salesforce Contact us This article is a comprehensive guide to measuring sales versus quota in Salesforce using the Target Tracker. The Target Tracker is a vital tool because the other ways to measure sales versus target in Salesforce are either challenging or deliver limited benefits. That’s…
Read MoreThe Truth About 3x Pipeline Coverage—and What to Do Instead
The Truth About 3x Pipeline Coverage—and What to Do Instead Contact us In many businesses, 3x pipeline coverage is a compelling goal. Its simplicity is alluring. Ensure your sales pipeline is three times your quota, and you’ll be on track to hit your target. Measuring pipeline coverage this way is easy to grasp and widely…
Read MoreMaster Pipeline Coverage with the Sales Manager Dashboard
Master Pipeline Coverage with the Sales Manager Dashboard Contact us Sales leaders know that pipeline coverage is the backbone of hitting revenue targets. That’s why the latest enhancement to the GSP Target Tracker app—the powerful Sales Manager Dashboard—is a game-changer. Here’s the reality: confidence in hitting your quota becomes a guessing game without a strong…
Read More12 Must-Have Salesforce Dashboard Charts | With Video And Examples
12 Must-Have Salesforce Dashboard Charts | With Video And Examples Contact us Many sales managers are crestfallen when it comes to Salesforce dashboards. Sales leaders expect dashboards to give complete visibility of the sales pipeline. They want inaccurate sales forecasts to be a thing of the past. And they require detailed metrics to highlight when,…
Read MoreOpportunity Stages Explained With Best Practice Recommendations
Opportunity Stages Explained With Best Practice Recommendations Contact us The Opportunity Stages in Salesforce should match your sales process. However, the chances are, you think they don’t. That’s likely to be especially true if you’re still using the standard opportunity stages—those out-of-the-box stages in Salesforce. Of course, you can change them. (If you’re unsure how…
Read MoreSales Pipeline Trend (Track Whether Your Funnel Is Growing Or Shrinking)
Sales Pipeline Trend (Track Whether Your Funnel Is Growing Or Shrinking) Contact us Tracking your sales pipeline trend is essential because, all other things being equal, you cannot increase sales if your funnel growth is flat. Or even worse, if it’s heading downhill. In other words, managers need clarity on the trend in the size…
Read More3 Killer Pipeline Quality Metrics That Highlight When To Be Skeptical
3 Killer Pipeline Quality Metrics That Highlight When To Be Skeptical Contact us Often skepticism is deserved when it comes to pipeline quality and the revenue forecast accuracy for the month or quarter. That’s because deals that we assume will close this month sometimes slip to the next month. That’s painful if it’s unexpected. Of…
Read MoreThe #1 Pipeline Report You Should Be Using This Year
Effective sales manage relies on robust visibility of the sales pipeline. This salesforce dashboard chart shows the open opportunities by close date and stage. It gives sales executives the essential information they need to manage the sales pipeline effectively. It allows them to forecast accurately. It enables dud deals to be identified. And it prevents that all too common problem of the over-inflated sales pipeline.
Read MoreTo Exceed Year-End Quota, Apply These Q4 Sales Strategies Now
To Exceed Year-End Quota, Apply These Q4 Sales Strategies Now Contact us It’s the time of year when sales teams worldwide are under pressure to get deals closed in Quarter 4 and meet year-end quotas. I have worked with many companies under their quarter and year-end pressure. Here’s what I’ve found: Successful teams apply five…
Read More5 Easy Tips That Will Make Opportunity Probability Your Trusted Friend
5 Easy Tips That Will Make Opportunity Probability Your Trusted Friend Contact us Opportunity Probability stands in the corner at pipeline review parties. Usually, he barely gets a second look. Everyone knows he’s always invited. But no-one feels like speaking to him. Sometimes, it would be better if he just went away. Nevertheless, here’s the…
Read More3 Proven Ways To Boost Pipeline Quality You Can Start Today
3 Proven Ways To Boost Pipeline Quality You Can Start Today Contact us I’m often asked by sales managers: How do I measure AND improve the quality of the sales pipeline? It’s an ongoing challenge. Well: In this blog post I explain EXACTLY how to use salesforce to manage pipeline quality. Not only that. I…
Read MoreMeasure Sales Pipeline Size With These 4 Vital Dashboard Charts
Measure Sales Pipeline Size With These 4 Vital Dashboard Charts Contact us Sales pipeline size matters. Big is beautiful. That’s certainly the case when it comes to funnel size. All other things being equal, of course. That’s because bigger is better, assuming the sales pipeline only contains deals of the right quality. Fortunately, you can…
Read MoreClose Dates In The Past Wreck Pipeline Reports | 5 Ways To Stop It Happening
Close Dates In The Past Wreck Pipeline Reports | 5 Ways To Stop It Happening Contact us Colin Parish, VP of Sales at Moderna, read our blog post, 12 Must-Have Charts On Your Salesforce Dashboard. “That’s the dashboard for me”, thought Colin. “Especially the Pipeline by Stage and Month.” So Colin had his system administrator…
Read MoreGetting Started With The GSP Sales Dashboard
Getting Started With The GSP Sales Dashboard Contact us Step 1: Enable Historical Trending The step applies only if you are installing the Enterprise Edition of the GSP Sales Dashboard. The Historical Trending feature must be enabled to install the dashboard successfully. If you get this error message when installing the GSP Sales Dashboard then…
Read MoreHow To Plug A Leaking Sales Funnel In The Right Place
How To Plug A Leaking Sales Funnel In The Right Place Contact us Everyone in sales has a leaking funnel. That’s the nature of the game. It is, after all, why the sales pipeline is typically displayed as a funnel. There are fewer deals at each successive stage in the sales process. If the funnel…
Read More3 Ways to Spot Deals That Will Deflate Your Monthly Sales Forecast
3 Ways to Spot Deals That Will Deflate Your Monthly Sales Forecast Contact us If your monthly sales forecast has ever fallen through the floor at the last minute then this blog post is for you. Use these three sales metrics to identify the deals that might deflate your monthly sales forecast. Take action on…
Read More5 killer examples of recurring revenue forecasts in salesforce
5 killer examples of recurring revenue forecasts in salesforce Contact us I’ve never met any company that couldn’t – or probably shouldn’t – be using Products in salesforce to forecast revenue. But here’s the rub. Many of us sell products and services that involve recurring revenue. And that means you need to use standard or…
Read MoreSandbagging Might Be Ruining Your Sales Pipeline Visibility
Sandbagging Might Be Ruining Your Sales Pipeline Visibility Contact us What a Hero! Last day of the quarter. He’s pulled another rabbit out of the hat. Closed a big deal out of nowhere. Turned our below budget forecast into an above target winner. He’s saved our bacon. And not for the first time. Warren the…
Read MoreHow to Spot Poor Quality Deals Using Salesforce Dashboards
How to Spot Poor Quality Deals Using Salesforce Dashboards Contact us Every Sales Manager is interested in what has been sold. Well, sort of. But what really gets them going is thinking about what will be sold. It’s the size of the sales funnel that drives emotion, energy and attention. So it’s a crying shame…
Read MoreHow to Count the Number of Opportunity Close Date Changes
How to Count the Number of Opportunity Close Date Changes Contact us Anyone that runs a sales team needs to be able to quickly identify dud pipeline deals. Those opportunities that have little chance of ever closing successfully but which are inflating the size of the pipeline. The ones that give you a false sense…
Read More3 Charts to Help You Measure Sales Pipeline Quality
3 Charts to Help You Measure Sales Pipeline Quality Contact us In most sales teams there’s a strong focus on the size of the sales pipeline. But size isn’t everything. We want to know that the pipeline isn’t being artificially inflated just to keep the management team at bay. In other words we need to…
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