- Insights are mostly based on system data that cannot be changed by your users. An example is the "Actual Close Date" - the date an Opportunity was physically moved into the Won column as opposed to "Close Date" which can be changed. When you use date ranges in Insights, the date used is the "Actual Close Date". Another example is "Owner" - Insights are always based on the user who performed the action (KPI) not the current owner of the Lead or Opportunity (which may be different).
- Data in the Insights area becomes more valuable over a period of real life use and may seem skewed if you recently imported a lot of historical Opportunity or Lead data.
Insights — an Overview
Click on the "Insights" menu:
NOTE: If you’re set as a Manager Level user within Pipeliner, you’ll see four tabs that allow you to compare your team members and/or sales units. However, if you’re a Member Level user, you’ll still see all this useful information, but only relating to your own performance and KPIs, so the Indicators tab will not display.
Provides easy to visualize graphs that show the difference between such Key Performance Indicators as the number of Leads and Opportunities created — the number of Lost and Won Opportunities and number of Leads and Opportunities converted as well as Revenue Won and Lost. You can choose to view individual users or teams and comparative views over different periods. The Power Panel also gives you additional filtering options — maybe you want to view these KPIs for a specific marketing campaign. Insights are going to give you all this data in a realistic visual way.
Uses similar data as Insights but in a much more detailed way. If you want to instantly see how all of your sales reps are doing with the same benchmarks and KPI's, look no further then a single click on Indicators. See instantly how your sales reps are doing and the possible coaching opportunities and make you and your team the best they can possibly be.
Provides the key to where Leads and Opportunities started and then what happened to them. This perspective may help to clarify if your company is benefiting from Leads that are being sourced.
Provides the key to which step of your process is taking the longest and on average how long it takes to move from a Lead to an Opportunity to Won. Armed with this information, you can easily address bottlenecks and hurdles that are delaying your sales.
Examples using the Insights Tab
Let’s use the “Insights” tab to visualize how many of the total number of enquiries moved from being a Lead into being an Opportunity in the Pipeline. This is known as a "Qualified Lead". Click on the chart icon in the upper right of that section in Conversions to compare that data in a chart:
... or were Lost as a lead or Lost as an Opportunity in the Pipeline:
Mouse over the chart to see the indicators over a period of time and compare them:
Let’s compare the Lost vs Won amounts on a monthly basis. Since I’d like to compare all the Opportunities belonging to all my sales people, I will use the drop down list to select “All Users”:
Next click on the “Double Gears” icon/button in the upper right to open the Power Panel. Select the “View” Tab, and the period of time to look at for this data (this period will be based on the Won dates of the Opportunities).
For this example I’ll choose “Month”.
NOTE: By clicking on the month button, the drop-down under it automatically changes to the current month.
NOTE: This is a dynamic period which means as the pipeline's data changes so does the information displayed here.
Untick the “Show inactive users” option to hide the results for users who have left your company.
Now compare the Ranking of the individuals based on their total amount of sales won during the current month so far:
Click the dropdown next to an individual to see and compare only their own Opportunities or Leads over a timeline:
Saving a Custom Profile View
You can save your selections as a new “Custom Profile” so it’s easy to re-use in the future.
When you have modified a Profile View, you can save your modifications to all of the Tabs (such as View, Role and/or Filter Tabs) by selecting the “Cog Wheel” icon in the upper right of the Power Panel which looks like a single gear.
Use the “Save As” selection to Save this newly created Custom Profile view:
Choose a user friendly name :)
EXAMPLE: All Current Month. Now click the Save button.
This makes sure you don’t overwrite the original Profile View and adds your new Custom Profile to the dropdown ready for use next time.
Sharing Your Custom Profiles
Once you create a “Custom Profile” view, no one else can see it unless you share it with them.
Sharing a view with other sales managers can be helpful when having a meeting with them or the executive members of your company.
Sharing a view with one of the members of your sales team can be helpful when having a one-one-one meeting with them. Filtering this report so that it is only data related to the one Person and the things that they are the owner of, would be be helpful in this situation. Learn about how to filter.
To share a view, click the “Double Gears” icon/button in the upper right to open the Power Panel. Select the drop-down next to private and select the Custom option to share it with specific Pipeliner users on your team, or Public to share the view with all Pipeliner users.
Using the Indicators Tab
Is very similar to the "Insights" Tab, but has larger and more detailed charting.
Let’s see how we can see how the different Sales Units (Territories) of the company are doing compared with each other.
Click on the “Indicators” Tab. Next select what you’d like to compare.
For this example we will compare Won Amounts.
Click on the “Sales Unit Indicator”:
Next, select the double gears in the upper right to open the Power Panel.
Click on the “View” Tab, select the period of time. We will use the “Current Year”.
Select the Reported Record that you want to compare.
We will select “Show units results”:
Untick the “Show deleted units” option to hide information from previously deleted sales units:
Follow the instructions in the previous section to “Save As” as a New “Custom Profile”.
For this example, we would only like to compare how Connecticut, New York, and Philadelphia are doing and compare them with each other.
Use the “Filter” Tab to narrow down to these select “Sales Units”.
Click the “Filter” Tab, turn the filter on by selecting the red box with an “X”, it will turn green with a check mark. Then click on the “+” next to the Higher Unit to open it up to see its children:
Keep clicking on “+” symbols to open up the entire tree structure of units and and select the territories we want to include:
Now mouse over the time period in the chart and see how they compare:
The Conversions Tab
The “Conversions” Tab shows the flow of Leads and Opportunities.
- What’s happening to your Leads?
- Are they making it to become Opportunities or not?
- How many Opportunities are added without having begun life as a Lead?
- How many or how much?
You can see counts or values.
First click on the “Conversions” Tab.
Let’s select the “Profile View” that would suit us best for the question we are looking to answer.
EXAMPLE: I’d like to find out how many Leads were qualified to become Opportunities over the current year.
Select “All Count” for the profile view:
The green areas help to visualize the flow of those Leads or Opportunities that were won, while the red areas help to visualize the flow of those Leads or Opportunities that were lost:
Scroll down to view more information including a historical record charted for you.
Here with a mouse over the chart we can see that in 2017 there were 8 open opportunities:
Mouse over a little to the right and now we can see in 2018 how this differs:
Viewing the Life Cycle
Pipeliner keeps track of how long Opportunities take to get from one step of your process to the next. Let’s quickly see if there is a step in our sales process (or any process) that seems to be holding things up.
Click on the “Life Cycle” Tab.
Use the Power Panel to select which Pipelines you’d like to see, and over what period of time:
A red arrow indicates the longest step of the sales process. These are averages. The longest arrow at the bottom of each pipeline indicates on average how long it takes for a lead to be won, however click on any one of the steps and that will change to show you how long it takes for the Opportunities to get from that step to being won: