You are here:
Sales Insights Leaderboard
Get all the details you need for sales success from the Sales Leaderboard. You can see how your team is performing, which opportunities are stuck, and overdue activities. At a glance, you quickly understand your top open opportunities, the most recent opportunity changes, and the opportunities that need attention.
Note This dashboard is available for Sales Insights based on Opportunity data and for Sales
Insights with Forecasting. Some filters and KPIs are different depending on which version of
Sales Insights you have.
From the top of the dashboard, select from the filters to narrow the scope of the analysis.
- Time Period: Filter by standard or custom time periods.
- Team Member: Sort by Sales Team members.
- Forecasting Type: (For Sales Insights with Forecasting only) Filter by different types. Currently, Opportunity Amount is supported.
| KPI | CALCULATION |
|---|---|
| Closed Won | The total amount of all Closed Won Opportunities. |
| Commit Opportunties/Commit Forecast | (Sales Insights) The total amount of all Open Opportunities where the Forecast Category is equal to Commit. (Sales Insights with Forecasting) Calculates the current Open Pipeline divided by the current Quota. |
| Best Case Forecast/Gap to Quota | (Sales Insights) Open Opportunities where the Forecast Category is Best Case. (Sales Insights with Forecasting) Returns the positive difference between the historical Quota and the Commit forecast. |
| Open Pipeline/Pipe Coverage | (Sales Insights) Open Opportunities where the Forecast Category is Pipeline. (Sales Insights with Forecasting) Calculates the current Open Pipeline divided by the current Quota. |
| Chart | Chart Type | Description |
|---|---|---|
| Hierarchy Details/Team Quota Attainment | Horizontal bar | (Sales Insights) Amount of Closed Won Sales by Sales Rep. (Sales Insights with Forecasting) Sum of Forecast Amount by Sales Rep. |
| Tracking | Progress bar | (Sales Insights with Forecasting only) Projected attainment calculated from the Sum of Closed Only Forecasting Field, with a one- or two-word assessment. |
| Amount by Fiscal Weeks | Veritcal bar | For Sales Insights based on Opportunity data, the chart has solid bars. For Sales Insights with Forecasting, the chart has stacked bars, with different colors representing Opportunity Forecast Categories. |
| Forecast Breakdown | Donut | Opportunity Forecast Category by sum of Total Amount (Sales Insights) or Sum of Forecast Amount (Sales Insights with Forecasting). |
| Insight Summary | Text | Based on the data behind your dashboard, Sales Insights surfaces a time-sensitive insight that summarizes the Closed Won section of the Leaderboard. |
| What should I focus on? | Bubble chart and Table | Examine sales rep data across Opportunities Needing My Attention, Opportunity Changes, and Top Open Opportunities. See below for KPI calculations for each. |
KPI Calculations for Opportunities Needing My Attention
The following calculations are for opportunities needing my attention.
- No Activity: This metric can be one of two measures. No recent activity (Open opportunities with no activity in the last fourteen days), or No upcoming activity (Open opportunities with no activities scheduled in the future from today.)
- No Next Step: Open Opportunities where the Next Step field is blank.
- Stuck in Stage: Opportunities that have been in the same stage for more than fourteen days longer than the average days in the stage.
KPI Calculations for Opportunity Changes
The Opportunity Changes metrics are calculated in the following way.
- Amount: Open Opportunities where the Amount field has changes in the last seven days.
- Close Date: Open Opportunities where the Close Date field has changes in the last seven days.
- Forecast Category: Open Opportunities where the Forecast Category field has changes in the last seven days.
- New: Open Opportunities that have been created in the last seven days.
- Lost: Closed Lost Opportunities in the last seven days.
KPI Calculations for Top Open Opportunities
The Top Open Opportunities are calculated in the following ways.
- Commit: Open Opportunities where the Forecast Category is Commit.
- Most Likely: Open Opportunities where Forecast Category is Most Likely.
- Best case: Open Opportunities where the Forecast Category is Best Case.
- Pipeline: Pipeline:Open Opportunities where the Forecast Category is Pipeline.
Did this article solve your issue?
Let us know so we can improve!
