Pipeline Visibility
The Best Way To Track Sales vs. Targets in Salesforce
The Best Way To Track Sales vs. Targets in Salesforce Discover how the GSP Target Tracker brings visibility and control to quota tracking in Salesforce. Last updated December 1, 2025 Written by Gary Smith, CEO At A Glance Accurately measuring sales versus quota in Salesforce is often harder than it should be. Many methods are…
Read MoreThe Myth About 3x Pipeline Coverage—and What to Do Instead
The Myth About 3x Pipeline Coverage—and What to Do Instead The 3x Pipeline Coverage Rule is Flawed. This is How High-Performing Teams do it Differently to Secure Strong Funnel Coverage. Last updated December 8, 2025 Written by Gary Smith, CEO “If I Have 3x Pipeline Coverage, Will I Hit My Sales Target?” In many businesses, 3x pipeline coverage is a compelling goal –…
Read MoreMaster Pipeline Coverage with the Sales Manager Dashboard
Master Pipeline Coverage with the Sales Manager Dashboard Pipeline coverage and sales performance visibility managers need to stay ahead Last updated December 15, 2025 Written by Gary Smith, CEO At a Glance Hitting revenue targets without a clear view of your pipeline can be frustrating – and it’s a big reason why forecasts often fall…
Read More12 Must-Have Salesforce Dashboard Charts | With Video And Examples
12 Must-Have Salesforce Dashboard Charts | With Video And Examples How to make your dashboards drive smarter sales conversions. Last updated September 19, 2025 Written by Gary Smith, CEO 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…
Read MoreYour Complete Guide to Opportunity Stages in Salesforce
Your Complete Guide to Opportunity Stages in Salesforce Opportunity Stages Explained With Best Practice Recommendations. Last updated December 15, 2025 Written by Gary Smith, CEO Opportunity stages in Salesforce help you track a deal’s progress. That means your opportunity stages should match your sales process. But the chances are, you think they don’t – particularly if you’re still using the standard ‘out-of-the-box’ Salesforce opportunity stages (i.e., Prospecting, Qualification, Needs Analysis, Proposal/Price…
Read MoreHow To Track Whether Your Funnel Is Growing Or Shrinking
How To Track Whether Your Funnel Is Growing Or Shrinking How to keep your pipeline moving in the right direction with smarter Salesforce dashboards. Last updated September 19, 2025 Written by Gary Smith, CEO Tracking your sales pipeline trend is essential because, all other things being equal, you cannot increase sales if your funnel growth…
Read More3 Killer Pipeline Quality Metrics That Highlight When To Be Skeptical
3 Killer Pipeline Quality Metrics That Highlight When To Be Skeptical Boost your forecast confidence by asking better questions of your pipeline. Last updated September 19, 2025 Written by Gary Smith, CEO Often skepticism is deserved when it comes to pipeline quality and the revenue forecast accuracy for the month or quarter. That’s because deals…
Read MoreThe #1 Pipeline Visibility Report You Should Be Using In 2026
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 It’s time to stop ignoring Opportunity Probability – here’s how to make it work with you, and not against you. Last updated September 19, 2025 Written by Gary Smith, CEO Opportunity Probability stands in the corner at pipeline review parties. Usually, he barely gets…
Read More3 Proven Ways To Boost Pipeline Quality You Can Start Today
3 Proven Ways To Boost Pipeline Quality You Can Start Today Tackle the ongoing challenge of pipeline quality with proven Salesforce strategies and practical, free tools. Last updated September 19, 2025 Written by Gary Smith, CEO I’m often asked by sales managers: How do I measure AND improve the quality of the sales pipeline? It’s…
Read MoreMeasure Sales Pipeline Size With These 4 Vital Dashboard Charts
Measure Sales Pipeline Size With These 4 Vital Dashboard Charts How to get the full picture of your sales funnel with precise pipeline size tracking. Last updated September 19, 2025 Written by Gary Smith, CEO Sales pipeline size matters. Big is beautiful. That’s certainly the case when it comes to funnel size. All other things…
Read MoreClose Dates In The Past Wreck Pipeline Reports | 5 Ways To Stop It From Happening
Close Dates In The Past Wreck Pipeline Reports | 5 Ways To Stop It From Happening How to transform messy charts into meaningful insights. Last updated October 6, 2025 Written by Gary Smith, CEO Colin Parish, VP of Sales at Moderna, read our blog post, 12 Must-Have Charts On Your Salesforce Dashboard. “That’s the dashboard…
Read MoreGetting Started With The GSP Sales Dashboard
Getting Started With The GSP Sales Dashboard A quick-start guide to hit the ground running with better instant pipeline and sales performance visibility. Last updated September 4, 2025 Written by Gary Smith, CEO Enable Historical Trending Set the Close Date Change Counters Additional Resources Step 1: Enable Historical Trending The step applies only if you…
Read MoreHow To Plug A Leaking Sales Funnel In The Right Place
How To Plug A Leaking Sales Funnel In The Right Place Not all leakage is bad – it’s where, why, and what you’re doing about it that matters. Last updated October 15, 2025 Written by Gary Smith, CEO Everyone in sales has a leaking funnel. That’s the nature of the game. It is, after all,…
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 Recurring revenue in Salesforce doesn’t have to be messy – here’s how to do it right. Last updated September 19, 2025 Written by Gary Smith, CEO I’ve never met any company that couldn’t – or probably shouldn’t – be using Products in salesforce to forecast revenue.…
Read MoreSandbagging Might Be Ruining Your Sales Pipeline Visibility
Sandbagging Might Be Ruining Your Sales Pipeline Visibility The hidden threat to accurate sales forecasting. Last updated December 15, 2025 Written by Gary Smith, CEO 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…
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 The smart way to identify stuck deals fast and keep your pipeline healthy. Last updated September 19, 2025 Written by Gary Smith, CEO Anyone that runs a sales team needs to be able to quickly identify dud pipeline deals. Those opportunities that have little chance…
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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