Sales Management Dashboard

Sales Management Dashboard


The Sales Management Dashboard includes information on pipeline, weighted pipeline, sales forecasts, and won and lost opportunities. Also included are booked orders and recognized revenue information.
KPIs The KPI table on each dashboard displays the current period value of the KPI and the change over the comparison period. The change is a percentage value, shown to one decimal place, based on the difference of the current and prior period values.

Sales Management KPIs

Revenue: Total value of product revenue that has gone through the revenue recognition process and has been designated as recognized revenue.

Net Booked: Total value associated with all order lines for products that have been booked, plus the negative value of returns order lines that have been booked.

Sales Group Forecast The last submitted forecast of the manager of
the selected sales group that has the:
(1) Forecast submission for the selected current
period.
(2) Forecast period type as the current selected
period type. (or rolled up to the current selected
period type)

Direct Reports Forecast The sum of the last submitted forecasts of the
subordinates of the selected sales group that
have the:
(1) Forecast submission for the selected current
period.
(2) Forecast period type as the current selected
period type (or rolled up to the current selected
period type). Note that depending upon where
it is located, the Direct Reports Forecast KPI
will drill to one of the following reports: Sales
Results vs Forecast or Forecast Overview. In
these cases, it will be named accordingly in the
UI.

Won The sum of the sales credit amount of all
opportunities that have the:
(1) Close date between the start of the selected
current period and selected As of Date.
(2) Closed flag set (’Open’ unchecked)
(3) Won flag set (’Win’ selected for Win Loss
Indicator) for all sales groups and sales persons
belonging to the selected sales group and
for all product categories belonging to the
selected product category (defined by the View
By parameter). Note that depending upon
where it is located, the Won KPI will drill to
one of the following reports: Sales Results vs
Forecast, Opportunity Win/Loss, and Forecast
Overview. In these cases, it will be named
accordingly in the UI.

Weighted Pipeline The sum of the sales credit amount of
all opportunities, weighted by the Win
Probability, that have the:
(1) Close date within the selected current
period.
(2) Forecastable flag set (’Include in Forecast’
checked) for all sales groups and sales persons
belonging to the selected sales group and for
all product categories belonging to the selected
product category (defined by the View By
parameter). When the Weighted Pipeline value
of a prior period falls within a period for which
no snapshot is available, N/A (NULL) will be
displayed. Therefore, the change value between
the current and prior periods will show N/A
(NULL). Note that depending upon where it is
located, the Weighted Pipeline KPI will drill to
one of the following reports: Weighted Pipeline
or Forecast Overview. In these cases, it will be
named accordingly in the UI

Pipeline The sum of the sales credit amount of all
opportunities that have the:
(1) Close date within the selected current
period.
(2) Forecastable flag set (’Include in Forecast’
checked) for all sales groups and sales persons
belonging to the selected sales group and for
all product categories belonging to the selected
product category (defined by the View By
parameter). When the Pipeline value of a
prior period falls within a period for which
no snapshot is available, N/A (NULL) will be
displayed. Therefore, the change value between
the current and prior periods will show N/A
(NULL). Note that depending upon where it
is located, the Pipeline KPI will drill to one of
the following reports: Weighted Pipeline or
Forecast Overview. In these cases, it will be
named accordingly in the UI.

Sales Management Dashboard