Sales Pipeline Report
The Sales Pipeline Report provides managers with a comprehensive view of all current sales opportunities, helping to track projected revenue, win rates, and assigned follow-up activities. This report is designed to give an overview of where clients are in the buying process and ensure associates are actively working toward closing deals.
What is a Sales Opportunity?
In Clientbook, a Sales Opportunity serves as a sales funnel or pipeline for associates. It is created when an associate identifies a potential client who is likely to make a purchase, often after an initial visit to the store without making a purchase. For example, a Sales Opportunity might be created for someone exploring engagement rings who needs time to consider their options or budget before committing.
The Sales Pipeline Report empowers managers to monitor these opportunities, providing insights into the progress and potential outcomes of ongoing sales efforts.
Filter Options
The report can be filtered by:
- Date Range: Adjust the time frame to focus on opportunities created within a specific period.
- Associate: View the pipeline for individual associates to assess their performance and workload.
- Opportunity Type: Analyze specific types of opportunities to understand trends or focus on particular sales categories.
Key Features
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Summary Tiles
- Open Opportunities: Displays the total number of active opportunities in the pipeline.
- Total Pipeline: Shows the total value of all open opportunities.
- Includes a Weighted Pipeline figure, which applies the historical close rate to the total pipeline value, providing a projection of expected sales. This helps with goal setting, performance tracking, and accountability.
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Opportunities Over Time
- A bar graph visualizes the number of opportunities created over time.
- Helps identify trends in opportunity generation and assess periods of high or low activity.
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Opportunities Spreadsheet
- Provides a detailed list of all current opportunities matching the selected filters.
- Columns include:
- Expected Close Date: The projected date when the opportunity is expected to close.
- Opportunity Owner: The associate responsible for managing the opportunity.
- Client Name: The name of the client associated with the opportunity.
- Opportunity Amount: The potential value of the sale.
- Opportunities can be expanded by clicking the “+” icon, revealing scheduled follow-up steps and their due dates.
Why It Matters
The Sales Pipeline Report is a powerful tool for managers to:
- Monitor the progress of active sales opportunities and ensure associates are actively pursuing them.
- Use the Weighted Pipeline to forecast projected revenue and make informed decisions for goal setting and resource allocation.
- Identify trends in opportunity creation and evaluate the effectiveness of the sales process.
By regularly reviewing the Sales Pipeline Report, managers can maintain a clear understanding of the sales funnel, hold associates accountable for their opportunities, and take strategic steps to improve overall sales performance.