This video covers the two key methods to analyzing a pipeline—not only to check the quality of the data but also to gain critical visibility over your business.
- [Instructor] There's a million ways to analyze a pipeline…and as with many other subjects,…there's a qualitative side of it…and a quantitative side of it.…The qualitative side is made of any type of analysis…you can run that will identify…quality issues with your data.…You could argue that there's no need to change…the quality of your data…because everyone is using Salesforce…so well in your company.…But unfortunately, many if not most companies out there…have a quality problem when it comes to their pipeline data.…
The reason for this quality problem…is that in many companies,…management has more use in the pipeline information…than salespeople do.…So, updating the information on every single deal…is a hassle to them…and the pipeline can very quickly become…a long list of outdated information…that is useful to no one.…The other problem for many salespeople…when it comes to updating their pipeline…is that many aspects of their opportunities are ambiguous…and not as easy to update.…
For example, close dates can be very ambiguous…
- How the pipeline materializes in Salesforce
- Examining a high-level overview of the sales cycle
- Examining qualitative and quantitative measures
- Acquiring and preparing your data
- Creating your report in Salesforce
- Working with qualitative and quantitative reports
- Conducting effective pipeline reviews
- Collaborating with the sales team
Skill Level Intermediate
1. The Sales Cycle and Salesforce Pipeline
2. Acquiring and Preparing Your Data
3. Qualitative Reports
4. Quantitative Reports
5. Conducting Effective Pipeline Reviews
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