Pipeline / Forecast Reports
Sales Funnel
The classical Sales Funnel reports the sum of opportunities based on the sales stage they are in and displays them as a funnel chart.
In addition, also the pipeline split by quarters with total and weighted amount is displayed with an overlay line representing the count of opportunities.
Quarterly Forecast
The quarterly forecast is a report that per quarter summarizes the
- Total unweighted amount
- Total weighted amount
- Total unweighted amount of Opportunities marked as “forecasted”
The weighted amount is a statistical view across your complete Pipeline that correlates the opportunity amount with the probability. The forecast is based on the fact that you can either win or lose an opportunity and thus the weighted amount is of no relevance but it is important what you can and will win vs can and will lose.
Looking at the time horizon the forecasted amount is typically of highest relevance, the further you move into the future the weighted and then total amount is an indicator of the health in your pipeline.
Upside/Downside
The upside downside reports on the Realistic Case compared to the Best Case and Worst Case.
It compares all three figures summed up per quarter and differentiated by weighted and forecasted.
If there is no best case or worst case maintained on an opportunity the realistic case is taken as best or worst case. Looking at the result of the report depicted for the future opportunities no upsides or downsides are yet maintained and thus the best and worst case are the same as the real case.
The report provides insight into potential risks as well as into potential lucky wins.
Pipeline Coverage
The Pipeline Coverage calculates the total open unweighted amount of the opportunities, the total amount of all closed opportunities as well as the quota. The pipeline coverage is the factor between the open amount and the open quota. It is an indicator how likely a sales repo still has a chance to hit the quota. A typical pipeline coverage should be 2 to 2.5 depending on the industry and product.
The report is based on the calendar year. Towards the end of a year the pipeline coverage will not be as meaningful and thus to come to a closer forecast the relationship between the open quota, the weighted amount and the forecast is more relevant.