Examine qualitative measures

- [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…