Overview

Before you can improve sales performance, you need to be able to measure what's actually going on. Bookbuilder includes a variety of analytics and reporting to help sales teams better understand the accounts and activity that lead to pipeline creation.

Now you can easily see how your pipeline is created, without spending hours cobbling together Salesforce dashboards, BI reports or spreadsheets.

Answer questions like:

• Are reps putting in the work?

• Are there good accounts going unworked?

• How can we help reps work their books more effectively?

• Are our books the right size?

• Are we on track to create the pipeline we need to hit our targets?

Available Reports

There's the Pipeline Overview report, and sets of reports about rep performance, account coverage, and Market Map cluster performance.

Pipeline Overview - Get a high-level view of how your team is creating pipeline and covering their accounts

Rep Reports - Get detailed information about how every sales rep is working their accounts and creating opportunities

Coverage Reports - Get detailed information about a particular account segment, including account coverage and pipeline creation

All of these reports are available to Bookbuilder admins, and a set of them are available for Managers.

Getting Started

Make sure you've configured Working Activities and Rep Pipeline Metrics to get the most from these reports.

Rep pipeline metrics

This reporting is available for all Bookbuilder admins and managers in Salesforce package version 1.134 or later. We recommend you upgrade to the newest Salesforce package for the latest metrics and bug fixes.

To get pipeline metrics, you'll need to configure a few settings in Bookbuilder.

• Go to Bookbuilder -> More -> Settings

• Go to Rep Pipeline Metrics, click the configure button

• Make sure all 3 elements are configured with the right SF fields

  • Included Opportunities: Any criteria an opp has to meet to be included in opp creation metrics

  • Opp Value Field: The field we should use for calculating the monetary value of an opp

  • Opp Creator Field: The field we should use for determining who created an opp

There's more about configuring working activites here.