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Identify Shrinking Deals

Historical trending analysis can help you prioritize by quickly identifying deals that are at risk. For example, target the deals in your pipeline that have decreased in value since yesterday. Use a historical trending report that gives you the deals whose value yesterday was greater than their value today.

Required Editions

Available in: Lightning Experience
Available in: Enterprise, Performance, Unlimited, and Developer Editions
Available in: Enhanced Folder Sharing
User Permissions Needed
To create, edit, and delete reports:
Enhanced Folder Sharing
Create and Customize Reports

AND

Report Builder
  1. Create an opportunity history report.
    1. On the Analytics tab, select Create | Report, or on the Reports tab, click New Report.
    2. Select Select Report Type | Opportunities | Opportunities with Historical Trending.
      If you don’t see the Opportunities with Historical Trending report type, enable Historical Trend Reporting for Opportunities in Setup.
    3. Click Create or Continue.
  2. Select the option to show All Opportunities.
  3. Filter out any deal that wasn’t worth more yesterday than today.
    1. (Lightning Experience) Open the Filters pane. Click Add Filter and select Amount (Historical). For the date, select Yesterday. For the operator, select greater than. To compare yesterday’s Amount value with today, click the gear icon, and select Field.
    2. (Salesforce Classic) Click Add and select Historical Field Filter. Select Amount (Historical). For the date, select Yesterday. For the operator, select greater than. To compare yesterday’s Amount value with today, click the gear icon, and select Field.
  4. Run the report.

You’ve created a simple report that flags deals that have shrunk since yesterday. All the results in the Amount — Today column are shown in red, to indicate decreases in value.

Tip
Tip To change the color-coding for amount changes, click the down arrow above the Change column and click Reverse Colors.

See Also