Reporting best practices

Review Your Active and Inactive Statuses

There are two categories of status: Active and Inactive.

  • Use Active statuses to keep track of deals that your team is currently working on or has successfully won.
  • Use Inactive statuses to move deals out of your active pipeline if you will no longer pursue them—for example, if you won't pursue a deal for at least 30 days, or if you lose a deal.

Your active statuses should reflect your current sales pipeline and represent key stages of your sales flow. Your team should update a deal's status regularly to receive the most accurate reports.

Example of a recommended status flow for sales organizations:

  • Active
    • Lead
    • Qualified
    • Negotiation
    • Verbal Commitment
    • Deal Won
  • Inactive
    • Deal Lost
    • Revisit Later

All Sales and Pipeline reports are based on your last active status—Deal Won in this example.

Inactive statuses are removed from your active pipeline.

If You Track Revenue or Another Numeric Value

To report on revenue or other numeric values, you need to have a numeric field on your List.

  • If a numeric field exists on your List, when you select your first Sales or Pipeline report, you are prompted to select the field to set as your Revenue field.
    Click and select the field.
  • If a numeric field doesn't exist, you are asked to create one.

As you add opportunities or other objects to the List, we recommend inserting the estimated value of the deal within the selected Revenue field. To ensure better accuracy in your reports, you should update these values over time as new information becomes available.

Sales and Pipeline reports pull in this designated Revenue field value.

  • For Sales reports, SalesforceIQ uses the value of all deals that are currently in your List's last active status.
  • Pipeline reports pull in the value of all deals that are in an active status except for the last active status.

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