Pipeline health dashboard recipe

Pipeline health dashboards provide visual insights into different aspects of the sales process.

Who’s it for

Sales managers and operations teams.

What they’ll get

Visuals enabling pipeline gap identification and risk mitigation.

What you need

To build this dashboard, you’ll need the following:

• Preset metrics:

  • Open pipeline ($)

  • Open pipeline deal count (#)

  • Average open deal size ($)

• Custom metrics:

  • Win rate (%)

• CRM fileds:

  • Opportunity type

  • Tier/Segment

  • Forecast category

• 1 line of business.

• 1 deal board

How to build it

The easiest way to build this dashboard is by generating it from a template. If you prefer building it on your own, here’s how:

To build the pipeline health dashboard:

1. Build 3 KPI widgets:

   1. Open pipeline ($):

      1. Base the widget on a single metric - Open pipeline ($)

      2. Set the date (created date) and team member (owner) to be taken from the dashboard.

   2. Running win rate (%):

      1. Base the widget on a single metric - Win rate (%).

      2. Set the date (created date) and team member (owner) to be taken from the dashboard.

   3. ASP open deals ($):

      1. Base the widget on a single metric - Average open deal size ($)

      2. Set the date (created date) and team member (owner) to be taken from the dashboard.

2. Build 7 custom charts:

   1. Open pipeline ($) by team and type:

      1. Base the widget on Open pipeline ($).

      2. Set the date (closed date) and team member (owner) to be taken from the dashboard.

      3. Break down the data by team and opportunity type.

   2. Open pipeline ($) by tier:

      1. Base the widget on Pipeline created ($).

      2. Set the date (closed date) and team member (owner) to be taken from the dashboard.

      3. Break down the data by tier.

   3. Open pipeline ($) by forecast category and stage:

      1. Base the widget on Pipeline created (#).

      2. Set the date (closed date) and team member (owner) to be taken from the dashboard.

      3. Break down the data by forecast category and stage.

   4. Open pipeline ($) by month and stage:

      1. Base the widget on Pipeline created (#).

      2. Set the date (closed date) and team member (owner) to be taken from the dashboard.

      3. Break down the data by month and stage.

   5. Open pipeline ($) by week and stage:

      1. Base the widget on Pipeline created (#).

      2. Set the date (closed date) and team member (owner) to be taken from the dashboard.

      3. Break down the data by week and stage.

   6. Open pipeline ($) by next call date (week):

      1. Base the widget on Pipeline created (#).

      2. Set the date (closed date) and team member (owner) to be taken from the dashboard.

      3. Break down the data by week of the next call.

   7. Open pipeline ($) by last activity date (week):

      1. Base the widget on Pipeline created (#).

      2. Set the date (closed date) and team member (owner) to be taken from the dashboard.

      3. Break down the data by week of the last activity.

3. Build 2 changes widgets:

   1. Pipeline changes in the last week:

      1. Base the widget on a line of business.

      2. Select the forecast category and the range date to reflect the last 7 days.

      3. Set the date (closed date) and team member (owner) to be taken from the dashboard.

   2. Pipeline changes since the beginning of the quarter:

      1. Base the widget on a line of business.

      2. Select the forecast category and the range date to reflect the time since the beginning of the quarter.

      3. Set the date (closed date) and team member (owner) to be taken from the dashboard.

4. Build 2 deals widgets:

   1. Highest value deals with warnings

      1. Base the widget on a deal board, select the board’s default tab, and select the columns to include in the widget.

      2. Filter the deals by the warnings and include all warnings.

      3. Set the date (closed date) and team member (owner) to be taken from the dashboard.

   2. Open deals with low scores

      1. Base the widget on a deal board, select the board’s default tab, and select the columns to include in the widget.

      2. Filter the deals by low score.

      3. Set the date (closed date) and team member (owner) to be taken from the dashboard.

5. Build 2 trends widgets:

   1. How’s this quarter’s pipeline trending?

      1. Base the widget on your line of business.

      2. Break down the data by forecast category and select the default forecast category.

      3. Set the team member (owner) to be taken from the dashboard and the period as the current fiscal quarter.

   2. How’s next quarter’s pipeline shaping up?

      1. Base the widget on a line of business.

      2. Break down the data by forecast category and select the default forecast category.

      3. Set the team member (owner) to be taken from the dashboard and the period as the next fiscal quarter.

6. Build 3 custom charts:

   1. Open pipeline ($) lookout by month and stage:

      1. Base the widget on Open pipeline ($).

      2. Set the team member (owner) to be taken from the dashboard and the date as 3 fiscal quarter + current.

      3. Break down the data by month and stage.

   2. Open pipeline ($) lookout by team and tier:

      1. Base the widget on Open pipeline ($).

      2. Set the team member (owner) to be taken from the dashboard and the date as 3 fiscal quarter + current/

      3. Break down the data by team member and tier.

   3. Overdue pipeline with past close date by owner:

      1. Base the widget on Open pipeline ($).

      2. Set the team member (owner) to be taken from the dashboard and the date as last 30 months.

      3. Break down the data by team members (individuals).