In the Opportunities menu, the Pipeline View shows “What’s in the pipeline and where it’s at” — opportunities organised by sales stage along with many visual cues to help you manage those opportunities effectively. You can also use the Pipeline View in the Archive ⤵
Opportunities are organised into columns, each of which represents a stage in the lifecycle from Lead to Opportunity to successful completion.
The Leads column displays the same Leads that you can see from the main Leads menu and you can qualify a Lead to become an Opportunity in the pipeline using Drag & Drop. Opportunities are then moved from stage to stage as they progress. Successful Opportunities are then moved into the final (green) column.
NOTE: “Lost” opportunities are Archived and are then visible in the Archive menu where they can also be displayed in the Pipeline view which shows them in the stage they reached before the deal was lost.
Each column header displays the name and probability (weighting) associated with that stage. These are customisable by your Administrator.
Below the stage name, additional icons give valuable pointers to effectively managing Opportunities ⤵
This icon shows that 40 of the Opportunities in that sales step are “Overdue” i.e. they have exceeded the expected velocity — the maximum number of days that an individual Opportunity should spend in that sales step (as set up by your Pipeliner Admin). Click on the icon to browse through the Overdue Opportunities ⤵
This icon shows that two of the Opportunities currently in that sales step are “Ready to Move” i.e. the Sales Activity Checklist is fully completed for those Opportunities. Click the icon to browse the Ready to Move Opportunities ⤵
The value given here is determined by your Target selection. If, for example, you are viewing the Weighted Target, this is the weighted sum of the Opportunities in that sales step.
At the bottom of each column is the total number of Opportunities currently in that sales step.
Quick View Summary
Hover over the sales step name and the Quick View will give you a summary of the sales step ⤵
The “Open value” is the sum of the Opportunity Values for that Sales Step (the Unweighted sum).
The “Lost value” is the total value of Opportunities archived from that sales step.
“Drop Off Rate” shows you the average percentage of deals that drop off in this stage.
“Avg days in step” gives you the average number of days that opportunities are spending in that sales step. If you’ve set up an expected velocity, you’ll see how the actual average days compares to that expectation.
You’ll also see if there are “Overdue” or “Ready to Move” opportunities and can click on the View link to browse through them.
Each Opportunity is represented by a card. You can use the View options from the Power panel to choose what you want to see on each Opportunity’s card ⤵
This article has more details on Using the Power Panel for Managing your Views.
As well as the options you choose to enable in your View settings, you may see other icons on the Opportunity card ⤵
This symbol indicates that the value of the Opportunity is not being included in the Target values. The Target article below covers this in detail.
NOTE: The most common reason is that the Close Date of the Opportunity falls outside of the current Target Period — for example, the Target Period is the default Current Year and the Opportunity's Closing Date is sometime next year ⤵
This symbol indicates that, even though you are not the Opportunity Owner, you are a member of the “Sales Team” for that Opportunity — you have been added to an Opportunity as an Editor/Watcher.
To the right of the screen, always in view, is the Dynamic Target. It is a constant reflection of your up-to-the-minute progress in any given sales period, and can be utilized in five different target views. This article has more details about using the Target in the Pipeline View ⤵