In this video, dive into qualitative metrics that focus primarily on making sure the data used for reporting purposes is solid. Also, review five elements to keep in check to maximize data quality.
- [Narrator] There's a first set of reports…that you can build to ensure the quality…of your data is good.…Those look into each data point…and validates that what is returned…is what you expected from it.…You can verify the quality of your reports…with the following elements.…First the close date, which is the time…at which the deal is expected to be won…and therefore is closely tied to the time…when the first revenue is expected to be seen.…
Now what happens if the close date passes…and nothing happens?…No deal is signed and the opportunity…is still ongoing.…Then nothing happens in Salesforce.…The close date is an input from…the opportunity owner.…Salesforce does not update automatically.…It is the responsibility of the opportunity owner…to update the close date regularly…to ensure it is still in the future…and at a realistic date.…Another element that can significantly impact…the quality of your pipeline is…if the stages and probabilities are off.…
Setting stages and probabilities…is an imperfect science.…It is therefore critical to review…
- 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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