Pipeline Overview
The Pipeline Overview report can help you understand how your team is creating pipeline.
View opps and pipeline value created so far this month, quarter, etc...
Compare current performance to previous periods
See how efficiently you're creating pipeline with opp creation rate metrics
Compare reps side-by-side to see who's creating pipeline and who need help
Drill into rep-level metrics and identify areas for improvement
Pipeline Overview
The overview section gives you a high-level view of how a team is creating pipleline over the report period. You can drill into different time ranges and filter your view by rep groups.
Opps created
The number of new opportunities that have been created in the report period. You can click on this metric for details on the opps included in that number.
Pipeline created
The amount of pipeline created, in dollars, in the report period
Opp creation rate
The ratio of opps created to accounts worked (X opps / Y accounts) for the report period
Avg opps created
The average number of opps created per rep
If you see a 0 next to any metrics, you may need to update your configuration to make sure we're using the right account or opportunity field to calculate. More on that below.
Opps Created Section
This section provides a breakdown of when opps have been created (in both opportunity count and dollar amount), and compares that to the previous corresponding time period.
Accounts Engaged Section
This section has a more detailed chart showing how each rep in the view is engaging the accounts in their books. There's lots more detail about account engagement in the Rep Report.
Please note: If you've enabled activity thresholds, you'll see an updated chart built on accounts that are considered "worked", or accounts that meet your activity thresholds. More on activity thresholds here.
Rep Leaderboard
This section shows a table of all sales reps and how many accounts they've engaged, how many opps they've created, and their opp creation rate (opps created / accounts worked) for the report period. You can click into each rep name for more detail on their contribution to pipeline. There's also a lot more data on rep performance in the Rep Report.
Configuration
This pipeline report 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.
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
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