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Considerations for Setting Up Pipeline Inspection
Review important considerations before setting up and configuring Pipeline Inspection.
Required Editions
| Available in: Lightning Experience |
| Available in: Enterprise, Performance, and Unlimited Editions with Sales |
| Available with Revenue Intelligence, which is available for an additional cost in: Enterprise and Unlimited Editions |
Ensuring Sales Rep Accountability with Pipeline Inspection (English
Only)
Activities and Activity Metrics
Important Starting in Summer ’25, data from Activity
Metrics and Activity 360 Reporting isn’t available in Pipeline Inspection unless previously
set up. This change affects the counts of activities by type in Activity Timeline and the
Who’s Involved feature. If you’re already using Activity Metrics and Activity 360 Reporting
data in Pipeline Inspection, you can continue to do so until these Einstein Activity Capture
reporting tools are retired. See Einstein Activity Capture Activity 360 Reporting, Activity
Metrics, Activities Dashboard Upcoming Retirement.
- To include emails from Einstein Activity Capture in the Recent Activity field on Pipeline Inspection, turn on Sync Email as Salesforce Activity.
- If you still use Activity 360 Reporting or Activity Metrics in Einstein Activity Capture, the activity counts in the side panel come from either source. If you use both, your activity metrics come from Activity 360 Reporting.
- Users of Einstein Conversation Insights and Einstein Activity Capture can add the Activity column to Pipeline Inspection only if their data is stored natively on the Salesforce Platform. For example, if Sync Email as Salesforce Activity is on.
Einstein Features and Insights in Pipeline Inspection
- To show insights based on opportunity scores in Einstein Deal Insights, turn on Einstein Opportunity Scoring. These insights are available only in Pipeline Inspection.
- To show the Opportunity Score field, turn on Einstein Opportunity Scoring. Opportunity scores show in tiers instead of numerical values.
- To get more activity-based insights in Einstein Deal Insights, set up Einstein Activity Capture.
- To get more email-based insights in Einstein Deal Insights, set up Einstein Activity Capture and Einstein Email Insights.
- To get insights based on call recordings in Einstein Deal Insights, set up Einstein Conversation Insights.
- To get insights about service cases, use cases. Insights are shown about service cases for the opportunity’s associated accounts, contacts, or products. If you use the Product field on cases, you get more data. The Product field is available only if entitlements are set up to include products.
- To allow users to add contacts to cadences from deal insights and opportunities, add the Add to Cadence action to the opportunity record layout. Your company must have a Sales Engagement (High Velocity Sales) license, and users need Sales Engagement (High Velocity Sales) permissions.
Filters
- Users can filter by opportunity owner, opportunity teams, or territories.
- Managers can see deals for users who have subordinate roles in the role hierarchy, where the user is either the opportunity owner or on the opportunity team.
- Users with View All Records permission on opportunities can search for any user and see opportunities owned by that user and other users with subordinate roles in the role hierarchy.
- Users must be in the same branch of the role hierarchy to see deals where reports are on the opportunity team.
Flow Chart
- To turn on the Pipeline Inspection flow chart, you need the Revenue Intelligence add-on license.
- To access the Pipeline Inspection flow chart, users need a Revenue Intelligence permission set.
- The flow chart is the corresponding chart where you view the forecast category metrics. If you turn on the flow chart but don't turn on the forecast category metrics, your users don’t see the flow chart.
- To get data in the flow chart, turn on historical trending for opportunities.
Waterfall Chart
- To show a waterfall chart on the Chart tab, turn on pipeline changes metrics.
- To get data in the waterfall chart, turn on historical trending for opportunities.
Historical Trending
- Turning on Pipeline Inspection also turns on historical trending for opportunities. Five fields are set up for tracking by default: Amount, Close Date, Forecast Category, Probability, and Stage. You can set up 3 more fields for a total of 8 fields.
- The Next Step field is automatically set up in historical trending when you turn on Pipeline Inspection and uses one of the allocated opportunity fields.
- Historical trending must be on to:
- View opportunity changes and insights when you hover over the Amount, Change, Close Date, Forecast Category, and Stage fields and your custom currency and number fields. Changes are indicated for open and in progress deals only.
- Show the New, Won, Increased, Moved In, Moved Out, Decreased, and Lost metrics in the pipeline changes metrics grouping, and the corresponding lists of opportunities.
- Show the Change field on opportunities when filtering the list by the Increased or Decreased metrics in the pipeline changes metrics grouping.
- Get details of the last update when the Next Step field hasn’t been updated in 7 days or more.
- View data in the flow or waterfall charts.
- Although you can use the Expected Revenue and Quantity fields as summary fields, they aren’t available in historical trending. If you use these fields as summary fields, some metrics or charts don’t show data.
- After the Next Step field is enabled in historical trending, it takes at least 7 days to collect historical data before you see the last update details.
- If you make configuration changes in historical trending, such as adding filters, some records and fields don’t show opportunity changes and insights. For example, when you add a filter, the Next Step field doesn’t show as Trending. The opportunity amounts can also be excluded from metric calculations and charts.
- If historical trending is turned on for opportunities before you turned on Pipeline Inspection, your historical trending configuration doesn’t change.
- When you enable Historical Trending in Pipeline Inspection, 3 months of historical data plus the current month is copied to the historical trending table, and the data is stored for 12 months. If you've used opportunities more than 3 months before the month you enable historical trending, your pipeline inspection metrics show data only for the past 3 months and the current month.
- Field history for custom number or currency fields is tracked starting on the day that you enable them in historical trending.
Pipeline Metrics and Fields
- Pipeline Inspection supports number and currency fields, both standard and custom, for summarizing pipeline metrics. Amount is the default field. Based on the fields that an admin configured, users can set or change the summary field in their pipeline views using the available fields in the List View Controls menu.
- Formula fields can’t be used as summary fields.
- You can rename the forecast category metrics that display in the Pipeline Inspection view. All the links to rename forecast category metrics are accessible from the Pipeline Inspection Setup page. If you select single category rollups, rename forecast categories in Object Manager. If you select cumulative forecast rollups, rename forecast categories directly on the Setup page. To edit what appears in other languages for both settings, go to the Pipeline Inspection Metric Configuration page in Translation Workbench.
- The Pipeline Changes metrics show a Change field in the opportunity list when users filter the view by the Increased and Decreased metrics. The Change field is excluded from the limit of 15 fields users can show in the Pipeline view.
- You can’t show custom Rich Text Area fields in the opportunity list in Pipeline Inspection.
- You can’t rename the pipeline changes metrics.
Push Count Field
- The Push Count field is on by default in Pipeline Inspection and opportunities. To control visibility of the field, go to Opportunity Settings in Setup.
- To see the Push Count field in the Opportunity list in Pipeline Inspection, users must add it. To show it in the list, go to the List View Controls menu under the gear icon, and select Select Fields to Display.
- You can’t add the Push Count field to opportunity record layouts.
Top Contacts and Users Involved in Deals
- If Sync Email as Salesforce Activity is on, the external contacts and who's involved in deal sections aren't available.
- If you still use Activity 360 Reporting in Einstein Activity Capture, the side panel shows who's involved in opportunities.
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