In this video, look specifically at the stage duration which measures how stages are updated, and learn to identify opportunities that are required to be reviewed in priority.
- [Instructor] So, in this video we'll be discussing…another way to check the quality of our data,…and that's through the stage duration lens.…Stage duration is the measure of the time that passed…between the last time the stage of the opportunity…was changed, and today.…So, for example, if you changed the stage of an opportunity…from prospecting to needs analysis ten days ago…the stage duration would be equal to ten.…If you changed the stage again today,…it will go back to zero.…
So, the idea here is to identify those opportunities…as have gone stale and initiate a conversation…with the owner of the opportunity to figure out…what is going on, and if there's a reason to that,…and if the opportunity needs to be updated.…So, let's talk about making a copy of our master pivot.…And call it Stage Duration Check.…(typing)…Now let's add the stage duration field,…just above the opportunity owner.…
Let's move the opportunity owner below the opportunity name.…Now, let's remove the unnecessary subtotals.…Let's resize our columns.…
- 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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