Overview
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Discover how to analyze your sales pipeline using Salesforce and Microsoft Excel.
Syllabus
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Introduction
- Welcome
- What you should know before watching this course
- Using the exercise files
- 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
- 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
- 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
- Analyze pipeline generation by owner
- Analyze pipeline generation by source
- Analyze pipeline closing by rep
- Participating in pipeline reviews
- Sharing information with sales teams
- Collaborating with the sales team
- Next steps
