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Pipeline Inspection Metrics and Fields
The metrics shown in Pipeline Inspection are key performance indicators tracked in sales pipelines. The fields in the Pipeline Inspection opportunity list give more detailed information about the opportunities in the pipeline.
Required Editions
| View supported editions. |
Pipeline Inspection Metrics
Users can choose from two groups of metrics in Pipeline Inspection to view their pipelines. The metrics groups are based on forecast categories or pipeline changes. Number values for the metrics show in the user’s currency.
For summarizing metrics, Pipeline Inspection supports the Amount field, and custom currency and number fields. You can't use formula fields as summary fields.
Forecast Category Metrics Group
The Forecast Category metrics show how your pipeline metrics map to the forecast categories in your company’s sales cycle. Forecast Category metrics are configurable as single or multiple category rollups.
| Metric | Represents the Total for Opportunities |
|---|---|
| Best Case | With forecast categories of Closed, Commit, Best Case, or Most Likely (optional). |
| Closed Lost | In a stage classified as Closed/Lost. |
| Closed Won | In a stage classified as Closed/Won. |
| Commit | With forecast categories of Closed or Commit. |
| Most Likely | With forecast categories of Closed, Commit, and Most Likely (optional). |
| Pipeline | With forecast categories of Best Case, Commit, Most Likely (optional), or Pipeline. |
| Total | With forecast categories of Closed, Commit, Best Case, Most Likely (optional), or Pipeline. |
Opportunities with a Forecast Category of Omitted are excluded from the forecast.
Pipeline Changes Metrics Group
The Pipeline Changes metrics show how your pipeline changes over time. The Close Date filter shows opportunities based on their scheduled close date for the time period you specified. The Changes Since filter defines the time period in which changes for these opportunities occurred.
For example, a common snapshot a sales manager looks at is, “For my team’s opportunities with close dates in this quarter, what changes took place between the first day of the quarter and today?” To create this snapshot, compare pipeline metrics over the two dates by selecting these filters:
- Close Date: This Quarter
- Owner: My Team
- Changes Since: Start of the Period
To validate the change metrics, you can use one of these options: field history tracking, historical trend reporting, or opportunity stage history. From any of these sources, get the field values on the first day of the period and compare them to the current value.
| Metric | Represents the Total for Opportunities |
|---|---|
| Open Pipeline | With forecast categories of Best Case, Commit, Most Likely (optional), Omitted, or Pipeline, and that have a close date currently within the close date filter range. |
| New | Created or reopened within the change date filter range, and that have a close date currently within the close date filter range. |
| Won | Won within the change date filter range and that have a close date currently within the close date filter range. |
| Increased | With an amount in the summary field that’s higher than at the beginning of the change date filter range. Opportunities in Increased are open opportunities that, when the time period in the change date filter started, had close dates in the period and are currently closing within the period. |
| Moved In | Moved into the close date filter range. The opportunities in Moved In are those opportunities that, when the time period in the change date filter started, had close dates in a future period. |
| Moved Out | Moved out of the close date filter range. The opportunities in Moved Out are those opportunities that, when the time period in the change date filter started, had close dates after the end of the close date period. |
| Decreased | With an amount in the summary field that’s lower than at the beginning of the change date filter range. Opportunities in Decreased are open opportunities that, when the change date filter period started, had close dates in the period and that are currently closing within the period. |
| Lost | Lost within the change date filter range, and that have a close date currently within the close date filter range. |
| Overdue | With close dates within the last 90 days and that are still open. |
Opportunities with a Forecast Category of Omitted are included in the pipeline. To exclude omitted opportunities from Pipeline Changes metrics, adjust the filter logic.
Opportunity List Fields
The opportunity list in Pipeline Inspection shows both standard opportunity fields and fields specific to Pipeline Inspection.
Salesforce admins can also add custom fields, except for Rich Text Area fields. Users can change and reorder some of the fields in the list. If Pipeline Inspection is enabled, some of the Pipeline Inspection fields are also visible on opportunities.
These standard opportunity fields are in the list by default: Account Name, Amount, Close Date, Forecast Category, Next Step, Opportunity Name, Opportunity Score (if enabled), Owner Full Name, Recent Activity, and Stage. For descriptions of these fields, see Opportunity Fields.
These fields are specific to Pipeline Inspection:
| Pipeline Inspection Field | Description |
|---|---|
| Activity | A visual representation of inbound and outbound activities such as meetings, calls, or emails, for the opportunity in the last 30 days. |
| Age | The number of days since the opportunity was created. |
| Agent Activity | The suggestions or updates made by the Sales Management agent. This field shows when Pipeline Management is on. |
| Change | The net change to the pipeline contributed by the opportunity over the selected time period. When users view the pipeline changes metrics group, the Change field shows when they filter the opportunity list by the Increased and Decreased metrics. |
| Contacts | The number of contacts associated with the opportunity that have had activities in the last 30 days. |
| Days In Stage | The number of days the opportunity has spent in this stage since the last change to the Stage field. This field doesn’t represent the aggregate number of days spent in this stage. |
| Important | Whether the opportunity is tracked as important. |
| Opportunity Score | The Einstein Opportunity Score, shown in tiers. The opportunity score tiers are High (67-99), Medium (34-66), and Low (1-33). Tiered opportunity scores are available in Pipeline Inspection only. |
| Push Count | The number of times an opportunity’s close date was pushed out by a calendar month. The Push Count field isn’t shown in list views by default. |
| Sales Methodology | An assessment of the opportunity based on the sales methodology of the organization. The icons represent completeness and confidence based on the set criteria. |
| Recent Activity | The number of days since the most recent activity on the opportunity. This field can also show the number of days until the next scheduled activity. |
