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Bringing Revenue Intelligence to Salesforce

Have you ever tried to build furniture without the instructions? You can follow your gut and may end up with a completed project – but there will always be a few screws left over. Your sales team can feel like that too. Their CRM may show them the parts – but without the data and…

See how forecast submissions have changed with Ebsta Waterfall

Waterfall Chart shows how your team's commit and upside forecasts have changed, and more importantly - understand which opportunities drove this change.

The Ultimate Forecast Submission Tool for Managers

New view for managers to review their teams pipeline, inspect their opportunities and change the forecast status.

Product Update: Introducing Ebsta’s Pipeline Flowchart

One of the crucial issues that our customers have highlighted with sales data is understanding “how has my pipeline changed” and “why has that happened?”. Being able to identify why a pipeline has increased or decreased or how it is trending seem simple questions to ask, but for most sales leaders and managers, it is extremely difficult to get those simple questions answered without diving into a mountain of data from your CRM or relying on sales reps for an update. Quite simply, getting to see the truth of your sales pipeline is well… a bit foggy.

Starting today, we’re taking your sales data to the next level with Ebsta’s Pipeline Flowchart.  Flowchart offers sales leaders and managers ‘at-a-glance’ insight into how their pipeline is progressing, breaking down their entire cycle into simple chunks to quickly identify any changes and visually represent how the pipeline is progressing. This added detail will allow sales leadership to see if opportunities have moved forwards or backwards or remained idle, which opportunities have slipped, where new opportunities have been created, won, lost or omitted. Giving them more data to analyse to make better decisions to keep deals are on track.

Effortlessly Track Pipeline Changes

As pipeline reviews typically start with an overview of where you are today, Sales leaders are left trying to piece together the current information in Salesforce with subjective updates and feedback from sales reps (read: rose-tinted glasses), which can make understanding where you are in the world an exhaustive experience. Not only that but most of the time you don’t get a complete picture; and you don’t get the answer to one key question – How did you get here?  

Flowchart makes it easy and quick for you to see where your pipeline sits weekly, giving you the ability to see what has happened. We have introduced a seven-day snapshot which segments your pipeline’s process into nine key indicators that plot where you started the week to where you ended it. The snapshot then draws in data from across your sales data to augment your pipeline view with additional data such as:

  • New Opportunities created
  • Opportunities pulled in from future quarters
  • Value increased
  • Overspill from the previous quarter
  • Lost opportunities
  • Decreased amounts
  • Opportunities slipping into a future quarter
  • Omitted from forecast 

This at-a-glance insight means that it is simple for you to see what has happened, how the pipeline has changed and why; so you can plan accordingly.

We have also introduced a deeper, at-a-glance insights system which is powered by our all-new performance measurement. This new feature compares your current pipeline against your quota to provide insight into your pacing allowing you to see where you are and how far behind, or in front, you are to reach your quota.

Giving you an expanded viewpoint over your sales cycle highlighting the causes of any dips or improvements so you know where your pipeline is heading and what to do to fix it.

Deep-Dive Into Every Opportunity

As part of the Flowchart roll out, we have introduced a new way to review your pipeline and take a deep dive into individual opportunities. Flowchart’s filtering system allows you to review every part of your sales ecosystem, from specific opportunities through to individual sales reps; giving you the ability to analyse performance on a granular level. 

Using this in-depth insight on your opportunities you can dynamically see how the opportunity has progressed through the sales process, what has happened to it and how long it has been in each stage. Allowing you to build a picture of deals that have been stuck idle for long periods, by diving into individual opportunities you can see who owns it, how valuable it is, what stage it is at, how long has it been in the stage, how engaged are we, how many stakeholders there are. 

Our expanded insights collect all communications from reps and customers into one central hub, which can be analysed to understand how the deal progressed, if there were roadblocks or if the deal was lost why that was. Giving you a 360° view of everything happening around your pipeline.

This gives you additional insight to build a stronger picture of what is happening with each deal and prioritise what matters and discover new ways to strategically coach your sales team.

Make Better Decisions from Revenue Intelligence

As you can now see why your pipeline has moved from $500,000 last week to $425,000 this week, when you sit down to review it. You can make better decisions based on insight from multiple sources backed with analysis. To improve your understand further we have introduced a visualised version of Pipeline Trend, which provides you with a full suite of insights into how your sales team is performing and where your opportunities are heading. This additional understanding creates an overview ‘command center’ for you and arms you with the information you need to have far more effective 1:1’s and team meetings, which are by leading strategic coaching decisions with data-driven insights and eliminating any guesswork. This ensure that you are able to not only coach your reps to achieve targets but also know what are the right targets to aim for.

You can find more information on Flowchart on your Knowledge Base.

Get started with Flowchart

Flowchart is available for Professional and Ultimate customers. Please get in touch with your dedicated Customer Success Manager if you have any further questions.

Sign-up for a free 14-day free trial of Ebsta’s Revenue Intelligence Platform, where you can access Ebsta’s Pipeline Flowchart, Forecasting insights and much more.

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