Out-Of-The-Box Signals and Their Configurations¶
8 min read
Starting from 2310 release, new customers have a set of default preconfigured signals automatically activated in Revenue Grid. This article provides a list of these out-of-the-box signals and their configurations.
You can use the information provided about each signal to create your own signals from signal presets in Signals Builder or adjust the default ones.
Note
Signals configuration and editing is available only to users with platform admin or signals manager permissions.
1. Closing date is less than 2 weeks away, but stage probability is below 30/ 50/ 70/ 80/ 90%¶
Sales Representatives and Sales Directors get notified when the projected Close Date for a sales Opportunity is nearing, but the Opportunity’s progression through the sales Stages is lagging, i.e., still between 1-30/ 30-50/ 50-70/ 70-80/ 80-90%.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -16
Object type in question: Opportunity
Opportunity filter: Open opportunities with the Amount below $100k, Close Date in 14 / 21 days, Probability is between 1-30/ 30-50/ 50-70/ 70-80/ 80-90%
Sample SOQL filter: Amount < 100000 AND CloseDate = NEXT_N_DAYS:14 AND 1 < Probability < 30 AND isClosed = False AND ForecastCategory != Omitted
Suggested action: Update Close Date
How does it work?
Signal Manager sets thresholds for what is considered “approaching” (e.g., within 7 days) and “too low” for an Opportunity stage (e.g., not beyond “Proposal Sent” if the close date is in one week). The system will monitor all Opportunities, their projected Close Dates and Stages. When an Opportunity’s Close Date is nearing, but the deal Stage is lower than expected, this signal is triggered, notifying the assigned sales representative and their manager to take necessary action.
How can the sales team benefit from it?
This signal ensures critical sales Opportunities don’t lag in the sales pipeline, allowing the team to react timely to potential risks and, consequently, increasing the chances of successful Opportunity closures. In this time, the sales team will avoid last-minute rushes or deal slippages.
2. The closing date on a significant Opportunity is less than 3/ 2/ 1 weeks away, but the stage probability is below 30/ 50/ 90%¶
Sales Representatives and Sales Directors get notified when the projected Close Date for a sales Opportunity is nearing, but the Opportunity’s progression through the sales Stages is lagging, i.e., still between 1-30/ 30-50/ 50-90%.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -16
Object type in question: Opportunity
Opportunity filter: Open opportunities with the Amount over $100k, Close Date within next 21 days, Probability is between 1-30/ 30-50/ 50-90%
Sample SOQL filter: Amount => 100000 AND TODAY < CloseDate =< NEXT_N_DAYS:21 AND 1 < Probability < 30 AND isClosed = False AND ForecastCategory != Omitted
Suggested action: Update Close Date
How does it work?
Signal Manager sets thresholds for what is considered “approaching” (e.g., within 7 days) and “too low” for an Opportunity stage (e.g., not beyond “Proposal Sent” if the close date is in one week). The system will monitor all Opportunities and their projected close dates and stages. When an Opportunity’s Close Date is nearing, but the deal Stage is lower than expected, this signal is triggered, notifying the assigned sales representative and their manager to take necessary action.
How can the sales team benefit from it?
This signal ensures critical sales Opportunities don’t lag in the sales pipeline, allowing the team to react timely to potential risks and, consequently, increasing the chances of successful deal closures. In this time, the sales team will avoid last-minute rushes or deal slippages.
3. Close Date has passed¶
This signal alerts Sales Representatives and Sales Directors when an ongoing deal’s Close Date has already passed.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -32
Object type in question: Opportunity
Object filter: Open Opportunities with Close Date in the past and last changes within last 12 months.
Sample SOQL filter: LastStageChangeInDays < 365 IsClosed = False AND CloseDate < TODAY AND ForecastCategory != Omitted
Suggested action: Update Close Date
How does it work?
When Opportunity’s Close Date passes, the Sales Representatives and Sales Directors get a notification about this event. Signal Managers can configure this signal so that Sales Directors receive notifications only about big Opportunities, i.e., those with specific amount. Signals of this type negatively affect the Opportunity score.
How can the sales team benefit from it?
Signals of this type of alert Sales Directors about critical high-value deals that have missed their Close Dates so that Sales Directors can offer their guidance and take appropriate actions to get these significant Opportunities back on track for potential successful closure and revenue generation.
This signal type helps to maintain and enhance forecast accuracy. It serves as a coaching indicator to train Sales Representatives in efficient Opportunity management, and data-driven decision-making to improve their sales performance through accurate forecasting and proactive follow-ups. Ultimately, it contributes to the company’s success by increasing Opportunity closure rates and customer satisfaction.
4. There has been no activity on the Account for more than 6 months¶
This signal notifies Sales Representative and Sales Director when there is no activity and communications detected on an Opportunity for a long time (specified period). This signal negatively impacts the score of the Opportunity.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -16
Object type in question: Account
Object filter: Active Accounts with. No changes for more than 6 months
Sample SOQL filter: 180 <= LastActivityInDays <= 730
How does it work?
Signals Manager can specify the critical period length after which the absence of activity on an Account is deemed to have a negative impact on a related Opportunity. The system will notify you when the absence of activity and communications has reached its critical period.
How can the sales team benefit from it?
For Sales Representatives, this signal is a reminder/alert to engage with a prospect more actively to ensure the Opportunity doesn’t become neglected/stagnant.
This signal helps Sales Directors to identify Opportunities that need attention, systematic issues or patterns that may affect deals progression, and avoid potential bottlenecks such as lack of engagement and stalled progress.
5. Close Date is not defined¶
This signal notifies Sales Representative and Sales Director when there is no close date specified for an open Opportunity that has the Probability over 10% and was created more than 5 days ago. This signal negatively impacts the score of the Opportunity.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -16
Object type in question: Opportunity
Object filter: CloseDate = null AND AgeInDays > 5 AND Probability > 10 AND ForecastCategory != Omitted AND isClosed = False
Suggested action: Update Close Date
How does it work?
Signals Manager can specify the critical period length after which the absence of a Close Date is deemed to have a negative impact on a deal. The system will notify you when the close date is not defined for Opportunities matching specific criteria.
How can the sales team benefit from it?
For Sales Representatives, this signal is a reminder/alert to engage with a prospect more actively to ensure the deal doesn’t become neglected/stagnant.
This signal helps Sales Directors to identify Opportunities that need attention at early stages, systematic issues or patterns that may affect Opps progression. It’s intended to mitigate neglect and potential bottlenecks such as lack of engagement at early stages of the sales process.
6. Amount is not defined¶
This signal notifies Sales Representative and Sales Director when there is no Amount specified for an open Opportunity that has the Probability over 10% and was created more than 5 days ago. This signal negatively impacts the score of the Opportunity.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -16
Object type in question: Opportunity
Opportunity filter: Open Opportunities with a Probability over 10% that were created more than 5 days ago
Sample SOQL filter: Amount = null AND 5 < AgeInDays AND Probability > 10 AND CloseDate = NEXT_N_DAYS:365 AND ForecastCategory != Omitted AND isClosed = False
Suggested action: Update Amount
How does it work?
Signals Manager can specify the critical period length after which the absence of an Amount is deemed to have a negative impact on a deal. The system will notify you when the Amount is not defined for Opportunities matching specific criteria.
How can the sales team benefit from it?
For Sales Representatives, this signal is a reminder/alert to engage with a prospect more actively to ensure the deal doesn’t become neglected/stagnant.
This signal helps Sales Directors identify Opportunities that need attention at early stages, systematic issues or patterns that may affect Opp’s progression. It’s intended to mitigate neglect and potential bottlenecks, such as lack of engagement at the early stages of the sales process.
7. Opportunity is opened for more than 6 months¶
When an Opportunity is open for too long (i.e. 6 months), Sales Representatives get alerts to identify and address stalled deals, enhancing pipeline management.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -16
Object type in question: Opportunity
Opportunity filter: Open Opportunities created more than 6 months ago that are to be closed within the next 365 days
Sample SOQL filter: CreatedDate < LAST_N_DAYS:180 AND ForecastCategory != Omitted AND isClosed = False AND CloseDate = NEXT_N_DAYS:365
How does it work?
Signals Manager can set a threshold for the maximum duration an Opportunity should typically stay open. The system keeps track of the age of all Opportunities in the pipeline. If a deal exceeds this threshold (6 months), this signal is triggered, alerting the assigned Sales Representative.
How can the sales team benefit from it?
The signals of this type help Sales Representatives identify stalled Opportunities in their Pipeline, enabling them to reassess their strategy, reignite progress, or deprioritize, if necessary, thus aiding in effective Pipeline management and efficient resource allocation.
8. On Stage for more than 30 days¶
Receive a notification when an Opportunity remains on a Stage in your sales Pipeline for a longer-than-desirable period.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -8
Opportunity filter: Open Opportunities whose last stage change occurred more than 30 days ago
Sample SOQL filter: LastStageChangeInDays => 30 AND LastStageChangeDate != null AND CloseDate = NEXT_N_DAYS:365 AND ForecastCategory != Omitted AND isClosed = False
How does it work?
For each Stage in your sales Pipeline, you can set a duration threshold that an Opportunity should typically not exceed. The system continuously monitors how long an Opportunity has been on each stage. If an Opportunity exceeds the set threshold at any stage, this signal is triggered, alerting the assigned Sales Representative or Team.
How can the sales team benefit from it?
For RevOps, this signal type provides a real-time overview of pipeline movement, helps identify bottlenecks, and enhances the predictability and efficiency of the sales process, thereby supporting improved operational strategy.
For Sales Representatives, this signal aids in identifying deals that may be stalling, prompting timely action to advance these deals or reevaluate their strategies, ensuring effective time management and enhancing overall Opportunity closure rates.
9. Close Date has been pushed more than 4 times¶
Get notified when an Opportunity’s projected Close Date has been rescheduled beyond a set limit.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -8
Object type: 4 (Opportunity)
Opportunity filter: Open Opportunities whose Close Date changed for 4 or more times
Sample SOQL filter: PushCount >= 4 AND PushCount != null AND isClosed = False AND CreatedDate = LAST_N_DAYS:365 AND CloseDate = NEXT_N_DAYS:365 AND ForecastCategory != Omitted
How does it work?
You can set a limit on the number of times the Close Date of an Opportunity can be rescheduled. The system monitors changes in the Close Date of each Opportunity. If the Close Date of an Opportunity is rescheduled more times than the set limit, this signal is triggered, alerting the assigned Sales Representative or Team.
How can the sales team benefit from it?
This signal helps Sales Directors to spot Opportunities that may be facing constant delays, allowing them to identify potential challenges, provide guidance to their team, and intervene when necessary to drive Opportunity progression and improve closure rates.
10. Moves to Commit forecast category¶
Sales Director receives notifications whenever an opportunity progresses to a specific Forecast category. This allows them to stay informed about critical developments and take timely actions based on the stage/category transitions.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: +8
Object type in question: Opportunity
Opportunity filter: Open Opportunities whose Forecast Category changed from Best Case to Commit and that were created last fiscal quarter
Sample SOQL filter: SELECT Id, Name, Amount, ForecastCategory FROM Opportunity WHERE ID in (SELECT OpportunityId FROM OpportunityHistory WHERE ForecastCategory = ‘BestCase’ and CreatedDate = LAST_QUARTER) and ForecastCategory = ‘Forecast’
How does it work?
Signals Manager defines the Forecast Category transition to track. When an Opportunity moves into the specified Forecast Category, the system triggers this signal and a notification is sent to the Sales Director with relevant Opportunity details.
How can the sales team benefit from it?
Knowing when an opportunity moves to a specific stage can be critical for several reasons:
-
Timing: Deals in Commit may require timely actions or have time-sensitive aspects. Being notified when an opportunity moves into such a Forecast Category can ensure these actions are taken promptly.
-
Visibility: Sales Directors may want visibility into when Opportunities move into the Commit. category.
-
Oversight: Opportunities in Commit may be in the final stages of the sales process. These stages might be challenging or prone to delays. Alerts for Opportunities moving to the Commit category could allow for proactive management and intervention if needed.
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Forecasting: Movement into Commit could impact sales forecasts or indicate changes in expected revenue.
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Collaboration: Opportunities in Commit may require involvement or inputs from other teams or departments. Notifications of movement into this category can trigger the necessary collaboration or handover.
11. There is no activity for more than 30 days¶
This signal keeps Sales Reps and Sales Directors informed about lack of communication from/to Opportunities. It aids in maintaining communication momentum, improving response times, and ensuring that potential Opportunity risks due to communication gaps are minimized.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -8
Object type in question: Opportunity
Opportunity filter: Open Opportunities with no activity for more than 30 days and Close Date within the next 365 days
Sample SOQL filter: 30 <= LastActivityInDays AND isClosed = False AND CloseDate = NEXT_N_DAYS:365 AND ForecastCategory != Omitted
How does it work?
Signals Managers can choose the period after which you’ll receive a notification about an absence of a reply from/to a prospect. So Sales Reps can take the necessary steps to follow up to this customer.
How can the sales team benefit from it?
This signal helps Sales Reps to follow the established procedures and timelines of customer communication. Allows to notice communication gaps as soon as they get too long and can affect the Opportunity.
This signal enables Sales Director to focus team efforts on high-priority deals, ensure SLA compliance, and coach the team. It highlights the communication break and allows to mitigate this deal risk timely.
12. There is stage update but there is no activity¶
When there is no activity and communications detected on an Opportunity after stage change, a Sales Representative receives a signal. It helps to address incorrect CRM interaction and prevents Sales Representatives from simply changing the stages without actually doing any work on the Opportunity.
Signal preset: Chosen conditions met for the Salesforce object
Signal score: -8
Object type in question: Opportunity
Opportunity filter: Open Opportunities with no activity for more than 30 days and Close Date within the next 365 days
Sample SOQL filter: LastActivityInDays >= 14 AND LastStageChangeInDays <= 14 AND CloseDate = NEXT_N_DAYS:365 AND ForecastCategory != Omitted AND isClosed = False
How does it work?
Signal Manager can specify the critical period length after which the absence of activity has a negative impact on a deal. The system will notify you when the absence of activity and communications has reached its critical period.
How can the sales team benefit from it?
Sales Rep: Serves as a reminder/alert to prompt a Sales Rep to actively engage with a prospect to ensure the deal doesn’t become neglected/stagnant.
Sales Manager: Helps to identify Opportunities that need attention, systematic issues or patterns that may affect deals progression, and avoid potential bottlenecks such as lack of engagement and stalled progress.
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