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Pipeline has never been so transparent

2 min read - updated few hours ago

The Opportunity tab is the place where you can visually track and analyze sales progress per each opportunity. This is your sales dashboard. It consolidates data gathered from Salesforce, email clients and calendars of all who are involved into sales activity. All information shown is 100% in real-time.

See the total pipeline and forecast figures

For the general pipeline worth, refer to the area right above the table with your opportunities. Here you'll find CLOSED, COMMIT, BEST CASE, PIPELINE, and TOTAL amounts in real time.

Hover-on a figure to see the special forecast tooltip, which shows how many opportunities make to the category: in good state, need attention, or at risk and how these figures changes over the last 6 days.

These hover-over tooltips appear only when forecast categories are found in Salesforce.

Track the team’s average statistics

Conveniently monitor the team’s overall sales performance using the average statistics bar.

Focus on deals that matter

Use the time period toolset in the right-hand upper corner, to select the deals that affect your pipeline today.

You can filter down the pipeline by a number of criteria. Criteria include any Salesforce field, including your custom fields. As well as you can filter by unique criteria, such as see Opportunities that haven't had in/outbound emails, nor meetings for the recent period.

The list of criteria you can filter by is constantly growing. The most recently added are "Close date", "Create date", and "Age of Opportunities".

Customize Opportunities filtering by specific dates

You can configure the custom dates for displaying the relevant Opportunities.
To select the custom dates for filtering:

1. In the upper right corner, click on CLose Date drop-down list
2. From the drop-down list, select the Custom option
3. In the From field, select the start date for showing opportunities
4. In the To field, select the end date for showing opportunities

AI score of an opportunity

Revenue Grid provides AI score for every opportunity to help you to forecast the outcome and act now. AI considers an extended number of criteria for calculation. Criteria include, but not limited to: intensity of communication, previous successes of the AE, number of shifts of close date and other key factors of a deal. AI scoring is being upgraded monthly. RG Managed package installation is required.

Add additional fields

You can modify the main table on the Opportunities tab by adding additional fields from your CRM. In order to do that, click the "More column" icon. Pick a new column you want to appear in the table. Choose among all fields stored in CRM.

Mark a deal as favorite for better focus

When you mark a deal as favorite, it will help you to grasp opportunities you are currently focusing on much easier. Starred deals can be helpful when it comes to planning and forecasting. Account Execs who have many deals in the pipeline than they are able to consolidate resource for, find Starring very helpful.

Find out how an opportunity is moving forward

The column reflects one of three states an opportunity can be in:
On Track
Needs Attention
At risk

By clicking on the icon, you can see new Revenue Signals generated for the Opportunity if any.

Update opportunity stage

When you need to change an opportunity stage, just click on the corresponding row of Stage column, then search a stage in the drop-down.

Update Close date

See when the close date is, edit the close date, and see how many times the close date has been shifted.

Update Forecast category

If you need to change an opportunity forecast category, just click on the corresponding row of Forecast category column, then select the necessary option from the drop-down list.

How much negotiation has taken place

The column shows a number of activities which has accumulated.
Inbound emails
Outbound emails
Number of representatives participated in meetings and have been involved into the correspondence.
Sorts all opportunities by number of: Meetings, Inbound Emails, and then by Outbound emails.

Enable the feature to keep capturing engagement with closed opportunities.

By clicking on each, a pop-up will appear on the screen with details of each record made to the total number.

You can drill down all the way to the core of the record. By clicking on a record you are able to read the actual context of emails, or meetings details, which are being pulled directly from email client and calendars, no data is stored anywhere else.

Confidentiality matters

Sensitive information will be hidden from users who are not supposed to see it.

A user can see the content of an email only if the user:

• Is sender or is among recipients
• Associated with the email
• Has a special permission

When was the last touch with an opportunity

This column is filled automatically and indicates what was the most recent touch with the opportunity.

Our sentiment analysis will mark every inbound email on the spectrum from very negative to very positive.

By clicking on the value, you'll be able to see the context of an email or meeting details for the maximum insights.

Every item has its age and a special indicator when the last touch happened more than 2 weeks ago to grasp your attention.

What is the next step

The "Next step" is being automatically scrapped from calendars when it's a meeting. In cases when it's a note, Sales reps can add it right from this screen switched to the Extended view. It also can be automatically synced from Salesforce when Sales reps fill up the corresponding field in Salesforce.

Extended view

Switch the view of the whole tab between regular and extended views.

Additional value in extended view mode

Mark a signal as resolved or delete it to get it out of the way.

Throw in a quick signal to convey a message to the opportunity owner.

Add a note. It will appear in the Action Center's Signal feed and all assignees will be notified via MS Teams or other channels implemented.

Update the Next Step and Description in the "What's next" field.

How much an owner has interacted with client?

Distinguish the effort of an opportunity owner vs the total effort of the team in the Extended view mode.

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