Excel: Analyzing Your Sales Pipeline

Discover how to analyze your sales pipeline using Salesforce and Microsoft Excel.

Introduction

• Welcome
• What you should know before watching this course
• Using the exercise files

1. The Sales Cycle and Salesforce Pipeline

• Learn what a pipeline is
• Learn how the pipeline materializes in Salesforce
• Examine a high-level overview of the sales cycle
• Examine stages and probabilities
• Examine the key dimensions of pipeline analysis
• Examine qualitative measures
• Examine quantitative measures

2. Acquiring and Preparing Your Data

• Accessing the report builder in Salesforce
• Creating your report in Salesforce
• Exporting your data from Salesforce
• Importing data into Microsoft Excel
• Preparing the data for analysis
• Creating your master PivotTable

3. Qualitative Reports

• List of owners and opportunities
• Close date and stage checks
• Close date and stage checks example
• Stage duration check
• Opportunity age check
• Review the top 80% of opportunities

4. Quantitative Reports

• Analyze pipeline generation by owner
• Analyze pipeline generation by source
• Analyze pipeline closing by rep

5. Conducting Effective Pipeline Reviews

• Participating in pipeline reviews
• Sharing information with sales teams
• Collaborating with the sales team

Conclusion

• Next steps