Use the Revenue Management components to get performance insights to build better pipelines, improve forecast accuracy, and generate more revenue. They include Revenue Tracker, Top Open Opportunities chart, Opportunity Conversion chart, Pipeline Forecast Changes chart, and Opportunities by Product and Opportunity Stage chart.
Required Editions
| Available in: Developer Edition and for an extra cost in Enterprise, Performance, and Unlimited Editions. |
Revenue Management Overview
The Revenue Management components contain these charts:
- Revenue Tracker: Use this chart in places where you want a quick view of your team's progress based on revenue.
- Top Open Opportunities: Quickly identify the top open opportunities. Use this chart to know where to focus your resources.
- Opportunity Conversion: Get a quick view of the potential value of opportunities for each product and the corresponding conversion rate.
- Pipeline Forecast Changes: View the forecasts and recent changes to projections. Use the chart to understand the changes and adjustments made in the forecasted revenue pipeline.
- Product Penetration: Identify the value of opportunities by each product for a profile.
Key Performance Indicators in the Revenue Tracker
This table shows the key performance indicators in the Revenue Tracker chart.
| Metric | Description | Calculation |
|---|---|---|
| Total Sales | Total won opportunities for the selected date range. | Sum of all Closed Won Opportunities |
| Win Rate | Total won opportunity percentage from all opportunities closed in the selected date range. | Total Number of Closed Won Opportunities / [Total Number of Closed Won + Total Number of Closed Lost] Opportunities |
| Avg Deal Amount | Average won opportunity amount from all opportunities closed in the selected period. | Total Amount of all Closed Won Opportunities / [Total Count / Number of Opportunities] |
Key Performance Indicators in the Top Open Opportunities Chart
This table shows the key performance indicators in the Top Open Opportunities chart.
| Metric | Description | Calculation |
|---|---|---|
| Open Opportunities | Total open opportunities in the selected date range. | Sum of all open opportunities |
| Value of Opportunities | Value of each opportunity. | Value of each opportunity. |
Key Performance Indicators in the Opportunity to Focus Chart
This table shows the key performance indicators in the Opportunity to Focus chart:
| Metric | Description | Calculation |
|---|---|---|
|
No Activity |
This metric can be one of two measures. No recent activity (Open opportunities with no activity in the last fourteen days), or No upcoming activity (Open opportunities with no activities scheduled in the future from today.) |
No Recent Activity: Count of open opportunities with no activity in the last fourteen days. No Upcoming Activity: Count of open opportunities with no activities scheduled in the future from today. |
|
No Next Step |
Open Opportunities where the Next Step field is blank. |
Sum of all Open Opportunities where the Next Step field is blank. |
Key Performance Indicators in the Opportunity Conversion Chart
This table shows the key performance indicators in the Opportunity Conversion chart:
| Metric | Description | Calculation |
|---|---|---|
|
Conversion Rate |
The ratio of converted opportunities to the total opportunities |
Total Wins / Total Opportunities Closed grouped by product. Use opportunities in the last 365 days. |
|
Avg Potential Value |
The average value of opportunity by product. |
Avg of Opportunity Amount field by Product |
|
Open Opportunities |
Total Open Opportunities |
Sum of all Open Opportunities |
|
Closed Won Opportunities |
Total won opportunities closed in the selected date range. |
Sum of all Closed Won Opportunities |
|
Closed Lost Opportunities |
Total lost opportunities closed in the selected date range. |
Sum of all Closed Lost Opportunities |
|
Projected Value |
Sum of Potential Value of all closed opportunities within the selected duration. |
Potential Value of All Closed Opportunities + [(Avg Potential Value per Day * Number of days remaining)] |
Key Performance Indicators in the Pipeline Forecast Changes Chart
This table shows the key performance indicators in the Pipeline Forecast Changes chart:
| Metric | Description | Calculation |
|---|---|---|
|
Adjusted Opportunities |
Opportunities with a change in amount compared to the forecasted value. |
Opportunities with a change in an amount from OpportunityHistory object. Filter all the records added into Opportunity History based on the selected duration. IsClosed = False |
|
New Opportunities |
All the opportunities created in the selected duration from the date filter. |
Sum of all the opportunities created in the selected duration from the date filter. |
| Opportunities Carried Over to Next Period | Opportunities initially planned to close in this period but moved to the next period. | Sum of all opportunities initially planned to close in this period but moved to the next period. |
|
Opportunities Not Closed |
Opportunities that have crossed their closing date but the stage isn’t closed. |
Opportunities that have crossed their closing date but the stage isn’t closed. |
Key Performance Indicators in the Opportunities by Product and Opportunity Stage Chart
This table shows the key performance indicators in the Opportunities by Product and Opportunity Stage chart:
| Metric | Description | Calculation |
|---|---|---|
|
Opportunity Stage |
Indicates the Opportunity status, for example, Closed/Won. |
The potential value and Count of Opportunities. |
|
Value Type |
Indicates how to display the value of the opportunity. |
Indicates how to display the value of the opportunity. |
Key Performance Indicators in the Percentage of Opportunities by Product and Opportunity Stage Chart
This table shows the key performance indicators in the Percentage of Opportunities by Product and Opportunity Stage chart:
| Metric | Description | Calculation |
|---|---|---|
|
Opportunity Stage |
Indicates the Opportunity status, for example, Closed/Won. |
The potential value and Count of Opportunities in percentage. |
|
Value Type |
Indicates how to display the value of the opportunity. |
Indicates how to display the value of the opportunity. |
Key Performance Indicators in the Leaderboard Chart
This table shows the key performance indicators in the Leaderboard chart:
| Metric | Description | Calculation |
|---|---|---|
| Total AUM |
Summary of the assets under management |
Sum of AUM from the Account object for non-household account records. |
| Total Deposit |
Indicates the total value of deposits of your clients. |
Indicates the total value of deposits of your clients. |
| No of Financial Accounts | Number of financial accounts | Count of rows from the Financial Account object. |
| Win Rate | Indicates the total won opportunities closed in the selected date range. | Sum of all won opportunities that are closed in the selected date range. |