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Sales Analytics Sales Stage Analysis Dashboard
Shows how deals move through stages of the sales process and if deals are moving smoothly. Also reveals bottlenecks and exposes at-risk opportunities.
Required Editions
| User Permissions Needed | |
|---|---|
| To use CRM Analytics apps: | Use CRM Analytics Templated Apps |
| To use Sales Analytics: | Access Sales Cloud Analytics Templates and Apps |
| To create and manage CRM Analytics apps: | Manage CRM Analytics Templated Apps |
| Edit CRM Analytics Dataflows | |
Default Behavior and Recommended Options
Compares how long current opportunities currently take in each stage of your process with the same data for historical deals. Click a stage in the main chart and the chart to the right shows deal movement from that stage to others. The main chart shows historic and current average number of days deals spend in that stage.
By comparing current with historical data, the dashboard determines which deals are at risk and displays them in neglected, stalled, and pushed opportunities charts at bottom of dashboard.
Data comes from the Opportunity History table, which supports only the standard amount and stage name fields.
The Stage Name filter uses stage names in the standard StageName field in the Opportunities object.
Wizard and Other Setup Options
The Sales Analytics dataflow determines neglected opportunities. Change the threshold from the default 60 days to your team’s preferred length of time using the Dataflow Editor. See Configure the Dataflow with the Dataflow Editor.
Datasets Used
- Opportunities
- Pipeline Trending
KPI Calculations
Filters at Top
- Account. Account names related to opportunities in the dashboard.
- Owner Name. Names of opportunity owners. May include inactive users or users who do not own any deals in the selected period.
- Owner Role. Role name of opportunity owners.
- Stage Name. Names in the standard StageName field in the Opportunities object.
- Record Type. Opportunity record type names defined in your org.
- Close Date. Opportunity closed date based on Salesforce fiscal year settings.
- Historical Time Frame. Period used to calculate average time in stage.
Main Chart, Top
- Historical Average. Number of days each opportunity stay in each stage. Average days in stage for all opportunities in the OpportunityHistory object, based on period set in Historical Time Frame filter.
- Open Opportunities. Number of days current open opportunities stay in each stage. Average days in stage to date for all open opportunities with close dates within period selected in Close Date filter.
Opportunity Days in Each Stage. Shows number of opportunities moved from stage selected in main chart to other stages based on period set in Historical Time Frame filter.
Main Chart, Bottom
- Probability to close. Total closed won/Total opportunities based on the selected stage during period set in Historical Time Frame filter. If no stage is selected, shows win rate.
- Won Deals. Total amount won during period set in Historical Time Frame filter.
- Lost Deals. Total amount won during period set in Historical Time Frame filter.
Charts Below Main Chart
- Neglected Opportunities. Top open opportunities by amount that have not been touched in 60 days that are set to close in the selected period.
- Stalled Opportunities. Top open opportunities by amount that have stayed in current stage at least one day longer than historical average for all opportunities. Based on close date in the selected period.
- Pushed Opportunities. Top open opportunities by push count based on close date in the selected period.
