Weighted Sales Pipeline

The Tableau Accelerator for Weighted Sales Pipeline helps you get data-driven insights on your sales pipeline based on your sales opportunities.

Sales managers can use this Accelerator to better understand the probability of closing for each opportunity, also implying the concept of a weighted pipeline to improve forecasting.

Answer key business questions

• What is the size of our sales pipeline: overdue, short, medium, and long term?
• What was our ability to convert opportunities?
• Which opportunities do we have in our sales pipeline? Which opportunities do we win the most?
• How is our sales pipeline composed?
• Which account(s) drive our ability to convert opportunities?

Monitor and improve KPIs

• Nb of Open Opportunities
• Pipeline Value
• Weighted Pipeline Value
• Sales Cycle
• Total Sales
• Nb of Opportunities
• Nb of Closed Opportunities
• Nb of Won Opportunities
• Nb of Lost Opportunities
• Total Closed Opportunities Amount
• Avg Deal Size (won)
• Avg Opportunity Size
• Nb of Accounts
• Nb of Owners
• Nb of New Accounts
• Avg Probability
• Total Opp. Amount
• Sales Cycle (won)
• Sales Cycle (lost)
• Won/Lost Rate
• Conversion Rate
• Nb of Opp. per Account
• Nb of Opp. per Owner
• Sales Velocity

Required attributes

• Opportunity Id (string)
• Account (string)
• Opportunity Owner (string)
• Opportunity Type (string)
• Opportunity Description (string)
• Opportunity Stage (string)
• Open Flag (string) ← expected values: 'Y', 'N'. 'Y' means the opportunity is Open.
• Won Flag (string) ← expected values: 'Y', 'N'. 'Y' means the opportunity is Closed and Won.
• Created Date (date)
• (Estimated) Closed Date (date)
• Amount (numeric)
• Probability % (numeric)