Ebsta’s Pipeline Insights offers complete visibility into your pipeline so that you’re able to identify deals that are at risk before it’s too late.
By automatically capturing activity and scoring engagement, sales leaders have better insight into what’s really going on with each opportunity and how the team are performing. Ebsta’s Pipeline Insights Dashboard also makes it really easy to browse through your team’s pipeline and deep-dive into every opportunity, looking at relationships, various changes and previous communication.
Ebsta monitors pipeline changes in real-time to highlight opportunities that aren’t moving quickly enough, have no activity or are suffering from a lack of stakeholder engagement so you can get them back on track.
Accessing Pipeline Insights
1. Open up the Ebsta Console by clicking on the following link:
2. Click Sign in with Salesforce and log into your Salesforce account.
3. Click Insights and then select Pipeline Insights from the sub menu.
Overview of Pipeline Insights
There are three main elements within Pipeline Insights:
- Opportunities Bubble Chart
- Opportunities Table
- Activities Sidebar
Opportunity Bubble Chart
This chart shows you at a glance what opportunities are at risk in your pipeline. Every Opportunity within your company is visually represented as a bubble and is plotted against Engagement Score and expected Close Date. The size of the the bubble represents the deal value, i.e. the bigger the Bubble, the bigger the deal size).
Use the Opportunities Filters at the top of the chart to customize this report.
You can filter results by Opportunity type, Stage, Close Date, Amount, Engagement Score and User.
If you hover over a bubble, Ebsta will display key information relating to the Opportunity including the Opportunity Name and Owner, the Account it relates to, Deal Value, Close Date and the Engagement Score.
If you click on a bubble, it will highlight the Opportunity within the Opportunity Table.
This table is a list of all Opportunities that are displayed in the chart above i.e. if you filter the chart to show existing/reoccurring business only, the table will display only those Opportunities.
The green and pink boxes are positive and negative indicators respectively; ie when an Opportunity amount goes up, the box will turn green. When the closed date is pushed back the box will turn pink.
If you click on any row, it will highlight the Opportunity within the chart above by turning it orange so you can see quickly how at risk it is.
This sidebar displays the total number of activities related to an Opportunity along with the most recent 10 activities. This is a summary of the total number of activities related to an Opportunity.
The sidebar displays the Opportunity that is currently highlighted in the Opportunity table and Bubble chart. Clicking on each of the rows within the table or on the bubbles with the chart updates the sidebar.
Click the down arrow to expand the view.