Opportunity Management 

Sales Shortfall Tracking

The Sales Shortfall Tracking view is meant for sales managers whose main focus is recognise shortfall and identify sales opportunities within the Business Quarter. 

At the top, filters allow you to snap to a view based on Year, Quarter and Region. This allows sales managers to visualise sales shortfall in accordance with their business cadence. The filter will affect the entire dashboard and will allow the user to navigate by Year, Quarter and Region.   

The KPI Cards located at the top of the page are a clear display of Variance to Sales Target and Total Opportunity Value generated from Forecast Categories. They are Commit, Best Case Value, Pipeline. Numbers for Variance to Sales Target appearing red show they are above the target. Conversely, if it appears green, current performance is below the target.

Five main KPI Cards: 

1. Variance to Sales Target

2. Total Opportunity Value 

3. Commit Value 

4. Best Case Value

5. Pipeline Value

“There are two types of charts on this dashboard; detailing sales performance and detailing opportunities by forecast category. 

Sales Charts

Sales performance charts are the Variance to Sales Target chart and Variance to Sales Target (Region) chart. 

Variance to Sales Target is defined as the difference between forecasted sales performance and actual sales performance. The bigger the number, the further away actual sales performance is from reaching the sales goal. 

The sales charts calculated based on the closed sales against the sales target. 

Here’s an explanation of what the colour represents for the Variance to Sales Target (Region) bar charts.

Green: Actual value is equal to or less than the target value

Red: Actual value is greater than the target value

Opportunity Charts

Opportunities by forecast category charts are Total Opportunity Value, Commit Value, Best Case Value, Pipeline Value, Opportunity in Forecast and Stages Level, Opportunity by Quarter and Top 10 Opportunities. 

Core Opportunity Charts 

The Total Opportunity Value chart is a sum of the Commit Value, Best Case Value and Pipeline Value charts. They are ordered with respect to the likelihood of the opportunity closing as a sale. 

The likelihoods are explained here:

Commit Value = ~90% likelihood to close

Best Case Value = ~50% likelihood to close

Pipeline Value= ~25% likelihood to close

Opportunity in Forecast and Stages level

The Opportunity in Forecast and Stages Level chart is a breakdown of the aforementioned forecast categories in different stages. They are ordered with respect to the likelihood of the opportunity closing as a sale. The Pipeline chart, in this scenario, is broken down into Validate, Qualify and Proposed. 

Opportunity by Quarter

The Opportunity by Quarter chart is used as a forward-looking view into opportunities up to the two quarters ahead. In the event that the current quarter doesn’t have sufficient opportunities to close the variance to sales target, opportunities from next quarter can be identified and brought forward to the current quarter. Opportunities are broken down in Commit, Best Case and Pipeline. They are in order of descending likelihood to close. 

Top 10 Opportunities

The Top 10 Opportunities chart highlights the 10 highest opportunity values. The chart is broken down into five columns; Opportunity Name, Opportunity Owner, Forecast Category, Stage and Revenue. This is used by sales managers to identify the Opportunity Owners in charge of high propensity accounts to drive sales and provide the necessary support to facilitate the close. The Forecast Category, Stage and Revenue Columns are used as qualifiers by sales managers prior to directing Opportunity Owners to take action.