Open pipeline value
The sum of every open opportunity whose close date falls in the period you are looking at, unweighted, at the amount recorded on the record.
Sales dashboards
The number your sales meeting opens with.
Pipeline, weighted forecast, win rate: the figures sitting inside your CRM that everyone argues about on Monday morning. A sales dashboard reads them straight out of Salesforce, HubSpot, Pipedrive, Microsoft Dynamics CRM Sales or Zoho CRM, so the room is looking at one version of them.
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Sales KPIs
Six figures, and what each one actually counts
Half the disagreement in a pipeline review is not about the number but about its definition. These are the ones worth agreeing on first.
Weighted forecast
The same opportunities, each multiplied by the probability attached to its stage – a 100,000 deal standing in a 30 per cent stage contributes 30,000.
Win rate
Deals won divided by every deal decided in the same span, won and lost together; leaving the open ones out is what keeps a growing pipeline from dragging the rate down.
Average sales cycle
The days between the creation of an opportunity and the day it was decided, averaged – and kept apart for won and lost, because lost deals usually lie around longer.
Activities per won deal
Calls, meetings and mails logged against the deals that closed won, divided by the number of those deals.
Pipeline coverage
Open pipeline value against the target for the period – a multiple rather than an amount, saying how many times the target currently stands in the pipeline.
Before the first widget
Two questions that come first
From the CRM to a number everyone shares
The connector reads your CRM itself: opportunities, stages, amounts, owners, logged activities. Nothing is exported, nothing waits in an intermediate file, and the scheduled refresh fetches the state as often as your meeting rhythm needs it.
What is left afterwards is definition, not technique. When does a deal count as won – on the signature date or on the stage change? Do you count the order value or the annual value? Is a renewal a new deal or an extension of an old one? You settle each of those once, as a calculated field in the model, and from then on every widget on the board does the same arithmetic.
That is what ends the argument that otherwise reopens every week: two spreadsheets, two pipeline values, and nobody in the room able to say which of them is right. If you want to see how such a board is assembled, that is on the dashboards page; this one is about what belongs on it.
When the CRM is not the only source
Order confirmations in a database, commission rates in an Excel list, territory assignments in a sheet somebody maintains by hand: a sales organisation rarely keeps everything in one system.
Where a system has no connector of its own, there are three honest routes and we will not pretend otherwise: a database view your IT exposes, an ODBC connection, or a scheduled CSV or Excel export dropped into a watched folder. All three arrive in the same data model as the CRM, and none of them needs anybody to copy a column by hand.
The sources are joined on a key both of them already carry – customer number, opportunity id, territory code. After that the deal marked won sits next to the order that was actually booked, and the gap between them is a column rather than a suspicion. Which systems are connected out of the box is listed under integrations.
From sales leadership and the CRM admin
What gets asked before the board goes live
Will every rep see everybody else’s numbers?
Only if you want that. Permissions and a filter on the owner or territory field decide who sees which slice, so the same board shows a regional manager one region and the sales director all of them.
How current is the pipeline value?
As current as the schedule you set. Many teams refresh hourly and put a run just ahead of the Monday meeting; where the CRM is only reachable overnight, daily is enough. The timestamp of the last refresh sits on the board so nobody has to guess.
Our stage probabilities do not match reality.
Then do not calculate with the percentages the CRM ships. A calculated field assigns each stage the probability your own closed history supports, and the weighted forecast follows your experience instead of a default someone set years ago.
Can we put forecast against target?
Yes. Targets come in as an Excel or CSV list per person, territory and month, and the projection from your own history – with seasonality and trend – can be placed beside them. The variance becomes a widget, and an alert can watch it.
Do we get told when a quarter starts slipping?
Alerts check a figure after every refresh and mail you when it crosses a threshold you set – pipeline coverage falling below your multiple, for instance, or a large opportunity moving backwards a stage.
Bring us your pipeline
Thirty minutes, your CRM login, and one question left unanswered in the last sales meeting. You leave with a board showing your own opportunities.