The Commercial Pipeline 1:1 Dashboard has been created and configured for you right out of the box, so your First line managers and reps have a built-in dashboard based on best practices, utilizing your data.

About the Commercial Pipeline 1:1 Dashboard

What data is included? Opportunities, Accounts (Optionally: Recording)

Who should use it? First-line Managers and Reps

When to use it? Once a week for short sales cycles, once every 3rd week for longer

Why use it?

• Provides a data-driven framework for running Rep 1:1s

• Highlights individual performance, Opportunity activity engagement, risk, and focuses on auditing pipeline both at creation and imminently closing

• Ensures that Reps have what they need to close out the period strong

• Visualizes the health of the Rep’s pipeline to support future coverage

• Review at-risk opportunities to develop an action plan to win

Usage by Persona

For Front-line Managers and Reps

When: Weekly

How: During a 1:1, a manager can use the hierarchy selector to filter this dashboard for the specific rep.

What would you do: Review this period’s bookings and pipeline. Go over meeting metrics to confirm the rep is engaged with accounts, and coach on the at-risk opportunities.

Pre-req Training

Copying and Editing Cards

This dashboard contains some placeholder cards, click here to learn how to replace these cards with your own data.

You may decide you want additional cards similar to what's provided, check out this article on copying and editing cards to learn how you can copy and adjust a current card instead of starting from scratch!

The Commercial Pipeline 1:1 Dashboard

The following rows and cards make up the template of reports we consider best practice for a Commercial Pipeline 1:1 Dashboard. Each card can be opened with one click to further inspect data with a more focused view on a particular report.

We recommend having your Commercial Pipeline 1:1 dashboard open in another window as you walk through what's included.

Row 1: How are we tracking towards our overall KPIs?

• New Business Bookings To Goal (Goal Placeholder)

   

• New Business Gap To Goal (Goal Placeholder)

   

• New Business Closing This Quarter (Headline)

   

• New Business Commit This Quarter (Headline)

This row contains what will come out of the box as Goal Card Placeholders, which means we prepare a place in the dashboard for a card that needs to be customized to your business process or data. In this case, a Bar Chart with Goals is the best practice recommendation for these spots. Goals don't make sense provided out of the box since they are so specific to each organization. But never fear, we've made creating goals easy, check out this article if you haven't already created your own goals! You must create goals before creating a goals card! The article will also help you create goal cards that best fit your business and offer the most insight on the likelihood of reps hitting their goals for the quarter!

Row 2: What's changed in our pipeline since the last time we met?

• Pipeline Flow Last Week For Opportunities Closing This Quarter (Waterfall)

Rows 3 & 4: What are our next steps with the pipeline for this quarter?

Row 3

• High Confidence Open Pipeline Closing This Quarter (70-100%) (Headline)

   

• Medium Confidence Open Pipeline Closing This Quarter (59-69%) (Headline)

Row 4

• Low Confidence Open Pipeline Closing This Quarter (0-49%) (Headline)

   

• Open Pipeline Closing Next Quarter (Headline)

Row 5: Which opportunities have been progressed through our stages, lost, or are getting stalled?

• Opportunity Progression Last Two Weeks (Progression Placeholder)

Row 6: How is our pipeline build and how is our pipeline for this quarter staged?

• Pipeline Creation vs Goal (Goal Placeholder)

   

• Open Pipeline Closing This Quarter By Stage (Bar Chart)

Row 7: Which opportunities are at risk or in danger of getting stalled? What do we need to focus attention on this week?

• Opportunities Lost Last Week After One Meeting (Top Content)

   

• Early Stage Opportunities That Need Follow Up (Table)

   

• Middle Stage Opportunities Stalled With No Next Meeting (Top Content)

   

• Potential Pull Ins (Top Content)

Row 8: Which accounts need attention? What are the accounts we're having meetings with?

• Upcoming Meetings With Accounts By Type (Bar Chart)

   

• Accounts that Need Re-Engagement (Top Content)

   

• Prospecting Calls vs. Goal Last 5 Weeks (Goal Placeholder)

How did we build this dashboard template for you?

The Commercial Pipeline 1:1 Dashboard has been created for you out of the box using the configurations listed below. We love being able to provide this Dashboard out of the box and ready to use, but it's always good to know what data you're working with when you hit the ground running.

Dashboard Configuration

• Base Template: Generic Multi-Content Board

• Content-Type: n/a

• Filters: Hierarchy

Filters on Report Drills

Clicking on a card will produce an inspection report so you can drill down on a card's specific data. Each report comes with our recommended best practice filter sets (report columns) that can be customized to best fit your process. Read Interactive Filters to learn more!

If you run into any issues, please contact support.