Identifying sales pipeline leaks

When assessing lost opportunities it’s instructive to review where in the pipeline are opportunities being lost. Put another way we want to know at what sales stages do we experience pipeline leakages.

While all sales pipelines will naturally leak (after all you can’t win every opportunity) it’s important to analyse where and why opportunities are lost. Lost deals point to problems in the sales process depending on where they leak from. These problems could include no emotional connection, information overload, undefined needs, poor on boarding, etc.

Opportunities should also not linger in the pipeline for too long. After a certain period the chances of closing an opportunity decrease dramatically and should exit the pipeline anyway.

Using standard Salesforce reports we can develop a view of where in the sales process deal are lost. To do this we will start by creating an Opportunity History Report.

  • Switch to Report Edit mode and select the Filter section
  • Update the Opportunity Close Date filter to reflect the period under review.
  • Add a To Stage filter and set it to Closed Lost as we want to analyse lost opportunities
  • Switch to the Outline section and add the From Stage and To Stage fields (in that order) under Group Rows
  • Then add a chart to the Report and select the Funnel chart type
  • For readability select the Show Values and Show Percentage chart options
  • This will render a funnel chart showing the stages where opportunities were lost as well as the number of opportunities and the percentage of lost opportunities they represent.

There you have it! You can now drill down to the underlying opportunities to assess where in the pipeline the opportunities leak.

Spring 22 release

Spring 22 is upon us. Some highlights:

Revenue Intelligence provides sales leaders with actionable insights throughout all customer touch points — from clinching deals, to setting forecasts, and to generating pipelines.

Pipeline inspection which provides AI insights on opportunity progress, and engagement and activity details. You can also view pipeline changes in a flow chart view and edit opportunity fields inline. See full list of Sales enhancements here.

Orchestrator is now generally available to customers. It enables customers to automate and optimise complex and multi-user business processes. This can include internal and external users .

Mobile enhancements for Lightning Web Components which adds native device capabilities such as camera GPS and geofencing.

Dashboard and reporting enhancements including making it easier to select report types when creating a new report (much needed), editing multiple fields inline in report run mode (beta) and dynamically updating gauge chart values (GA in this release).

Full list here.