SALES PIPELINE
DASHBOARD
David Goldstein
President, Mekko Graphics
david@mekkographics.com
Current Sales Pipeline
2
0
20
40
60
80
100%
Need Identified
BVPS $15,000
Pharma BI $10,000
Apex Partners
SharePoint
Consul...
0
20
40
60
80
100%
Need Identified
BVPS $15,000
Apex Partners
SharePoint Consulting
$25,000
James Intl Project
Server/Shar...
0
20
40
60
80
100%
Need Identified
BVPS $15,000
Apex Partners
SharePoint
Consulting $25,000
James Intl Project
Server/Shar...
Sales Pipeline by Product Line
5
Marimekkos can also show pipeline by product line, sales office, sales rep or
industry ve...
Business Apps Sales Pipeline
6
You can then drill down to individual deals in each product line.
0
20
40
60
80
100%
Qualif...
Tracking Estimated Pipeline
Value by Week
7
Weight the value of deals in each stage by the probability that the deal will ...
Pipeline Gap Analysis
8
Used the weighted pipeline values to track progress against your goal. The
gap represents deals no...
Last Week’s Activity—New Leads
by Product Line
9
This chart shows new entrants into the pipeline. It can be grouped by pro...
Last Week’s Activity—Deals Won
by Product Line
10
This shows deals won. It can also be grouped by product line, sales offi...
Last Week’s Activity—Deals Lost by
Pipeline Stage
11Copyright 2013 © Mekko
0
20
40
60
80
100%
Deals Lost week of 24-Feb
Qu...
Close Rate by Pipeline Stage
12
This shows the close rate by pipeline stage. In this case, 19% of deals that reached
the q...
Close Rate by Product Line
13
Close rates can also be viewed by product line, industry vertical, sales office or
sales rep...
Time to Close by Pipeline Stage
14
Tracking time to close by month and comparing it to previous periods gives you
a sense ...
Time to Close by Product Line
15
0
50
100
150
200
Median Days to Close from
Business Apps
165
153
142
Database
147
165
183...
Wrap Up
• A quick note about the Mekko Graphics API
• Mekko Graphics has a programmatic interface that can
automate the ge...
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Sales Pipeline Dashboard in Mekko Graphics

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Building a Sales Pipeline Dashboard with Mekko Graphics - For many companies, the sales pipeline is the leading indicator of future revenue. Tracking deals in the pipeline by product line, industry vertical, sales region and pipeline stage can provide senior management with valuable insights into future profitability. It can also alert sales managers to problems before they hit the income statement. In this webinar, we will build a sales pipeline dashboard that can be used in a variety of settings including B2B industrial sales, professional services, and any other sales organization that has a defined pipeline.

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Transcript of "Sales Pipeline Dashboard in Mekko Graphics"

  1. 1. SALES PIPELINE DASHBOARD David Goldstein President, Mekko Graphics david@mekkographics.com
  2. 2. Current Sales Pipeline 2 0 20 40 60 80 100% Need Identified BVPS $15,000 Pharma BI $10,000 Apex Partners SharePoint Consulting $25,000 James Intl Project Server/Sharepoint Integration $15,000 MOSS intranet $40,000 SDMC MOSS misc assists $14,000 WellPet SharePoint portal $20,000 $155,000 Pre-Proposal PJ's follow up $300,000 Life Sciences - Sharepoint planning $25,000 Long River SharePoint Consulting $20,000 College - custom dev web app (SQL) $12,500 MOSS architecture $10,000 Vistaview -- SharePoint consulting services $7,000 $374,500 Proposal Caprio MOSS 2007 consulting $17,500 Micropower - SharePoint Work $5,000 Healthcare -- DACC Clinician Info Repository $100,000 ANC -- SharePoint consulting $12,000 Inventive -- WSS tuning $5,000 API Enhacements $10,000 Compliance Portal $10,000 Non-profit - SharePoint Info Architecture $41,500 $205,000 Total = $734,500 Pine Street Inn - Compliance Portal Pilot $10,000 Health - QDS Survey integration $6,000 SDPS / BVPS perf mgt 360 feedback solution $4,000 The Marimekko captures each project organized by stage. You can see the relative importance of individual projects and the stage itself.
  3. 3. 0 20 40 60 80 100% Need Identified BVPS $15,000 Apex Partners SharePoint Consulting $25,000 James Intl Project Server/Sharepoint Integration $15,000 MOSS intranet $40,000 WellPet SharePoint portal $20,000 Smaller Deals (>$15k) $40,000 $155,000 Pre-Proposal PJ's follow up $300,000 Life Sciences - Sharepoint planning $25,000 Long River SharePoint Consulting $20,000 Smaller Deals (>$15k) $29,500 $374,500 Proposal Caprio MOSS 2007 consulting $17,500 Healthcare -- DACC Clinician Info Repository $100,000 Non-profit - SharePoint Info Architecture $41,500 Smaller Deals (>$15k) $46,000 $205,000 Total = $734,500 Combining Smaller Deals into “Other Series” 3 Adding the “Other Series” can help focus the sales force on the larger opportunities.
  4. 4. 0 20 40 60 80 100% Need Identified BVPS $15,000 Apex Partners SharePoint Consulting $25,000 James Intl Project Server/Sharepoint Integration $15,000 MOSS intranet $40,000 WellPet SharePoint portal $20,000 Smaller Deals (>$15k) $40,000 $155,000 Pre-Proposal PJ's follow up $300,000 Life Sciences - Sharepoint planning $25,000 Long River SharePoint Consulting $20,000 Smaller Deals (>$15k) $29,500 $374,500 Proposal Caprio MOSS 2007 consulting $17,500 Healthcare -- DACC Clinician Info Repository $100,000 Non-profit - SharePoint Info Architecture $41,500 Smaller Deals (>$15k) $46,000 $205,000 $17,222 $93,750 $34,167Average Deal Size 9 4 6Number of Deals Total = $734,500 Adding Key Statistics in Data Rows 4 These statistics in the data row can help explain the pipeline, especially if it contains many deals.
  5. 5. Sales Pipeline by Product Line 5 Marimekkos can also show pipeline by product line, sales office, sales rep or industry vertical. 0 20 40 60 80 100% Qualified Lead Business Apps $532K Database $237K Analytics $126K Cloud $34K Mobile $76K $1,005K Technical Win Business Apps $421K Database $453K Analytics $61K Cloud $58K Mobile $71K $1,064K Proposal Submitted Business Apps $394K Database $123K Analytics $87K Cloud $43K Mobile $31K $678K Verbal Approval Business Apps $623K Database $76K Analytics $32K Cloud $93K Mobile $28K $852K Total = $3,599K
  6. 6. Business Apps Sales Pipeline 6 You can then drill down to individual deals in each product line. 0 20 40 60 80 100% Qualified Lead Deal1 $239K Deal2 $204K Deal3 $45K Deal4 $44K $532K Technical Win Deal5 $312K Deal6 $65K Deal7 $44K $421K Proposal Submitted Deal8 $254K Deal9 $100K Deal10 $40K $394K Verbal Approval Deal11 $563K Deal12 $60K $623K Total = $1,970K
  7. 7. Tracking Estimated Pipeline Value by Week 7 Weight the value of deals in each stage by the probability that the deal will be won. The trend by week gives you an overall sense of the pipeline deal value. 0 500 1,000 1,500 $2,000K Target $1,750K 6-Jan $205K $413K $361K $641K $1,620K 13-Jan $213K $387K $341K $602K $1,543K 20-Jan $245K $445K $378K $624K $1,692K 27-Jan $221K $467K $401K $654K $1,743K 3-Feb $276K $498K $423K $677K $1,874K 10-Feb $254K $512K $417K $703K $1,886K 17-Feb $234K $502K $409K $678K $1,823K 24-Feb $267K $523K $419K $701K $1,910K Target $1,750K Qualified Lead Technical Win Proposal Submitted Verbal Approval
  8. 8. Pipeline Gap Analysis 8 Used the weighted pipeline values to track progress against your goal. The gap represents deals not in the pipeline that much be closed to reach target. 0 1,000 2,000 $3,000K Closed to Date $398K Qualified Lead $267K Technical Win $523K Proposal Submitted $419K Verbal Approval $701K Gap $692K Sales Target $3,000K
  9. 9. Last Week’s Activity—New Leads by Product Line 9 This chart shows new entrants into the pipeline. It can be grouped by product line, sales office, sales rep or industry vertical. 0 20 40 60 80 100% Qualified Leads Added Week of 24-Feb Business Apps Hedge Fund CRM $67M Machine Tools ERP $23M Law Firm CRM $12M $102M Database Bank Data Warehouse $43M PE Firm Reporting $17M $60M Analytics EngineeringBI$21M $21M Cloud ConsultingCollaboration$45M $45M Mobile Bank2MobileAppPlatform$26M $26M Total = $254M
  10. 10. Last Week’s Activity—Deals Won by Product Line 10 This shows deals won. It can also be grouped by product line, sales office, sales rep or industry vertical. 0 20 40 60 80 100% Deals Closed Week of 24-Feb Business Apps Auto Supply Chain $24M Bank ERP $13M $37M Database Investment Bank Data Warehouse $52M Auto Info Arch $12M $64M AnalyticsLawFirmBI$15M $15M Cloud CPGCloudStrategy$8M $8M Mobile Bank2MobileAppPlatform$15M $15M Total = $139M
  11. 11. Last Week’s Activity—Deals Lost by Pipeline Stage 11Copyright 2013 © Mekko 0 20 40 60 80 100% Deals Lost week of 24-Feb Qualified Lead Auto Supply Chain $24M Bank ERP $13M $37M Technical Win Investment Bank Data Warehouse $52M Auto Info Arch $12M $64M Proposal Submitted LawFirmBI$15M $15M Verbal Approval CPGCloudStrategy$8M $8M Total = $139M The third presents deals lost. Grouping by pipeline stage allows you to see when the deal was lost. It can be grouped by product line, sales office, sales rep or industry vertical.
  12. 12. Close Rate by Pipeline Stage 12 This shows the close rate by pipeline stage. In this case, 19% of deals that reached the qualified lead stage closed vs. 78% for those that reached verbal approval. 0 20 40 60 80 100% Close Rate Previous 12 Months Verbal Approval 78% Proposal Submited 58% Technical Win 42% Qualified Lead 19% $6,438K$3,832K$2,316K$1,283K Total Deal Volume
  13. 13. Close Rate by Product Line 13 Close rates can also be viewed by product line, industry vertical, sales office or sales rep. 0 10 20 30 40% Close Rate Previous 12 Months Average Database 37% Analytics 32% Business Apps 25% Mobile 18% Cloud 15% $1,247K $98K $2,498K $54K $76K Total Deal Volume
  14. 14. Time to Close by Pipeline Stage 14 Tracking time to close by month and comparing it to previous periods gives you a sense of how deals are moving through the pipeline. 0 50 100 150 200 Median Days to Close from Qualified Lead 165 153 142 Technical Win 98 103 94 Proposal Submitted 63 59 56 Verbal Approval 21 18 20 10/13 2/13 10/12
  15. 15. Time to Close by Product Line 15 0 50 100 150 200 Median Days to Close from Business Apps 165 153 142 Database 147 165 183 Analytics 121 134 143 Cloud 118 124 134 Mobile 63 68 57 10/13 2/13 10/12 Time to close will also vary by product line and industry vertical, and possible by sales office or sales rep.
  16. 16. Wrap Up • A quick note about the Mekko Graphics API • Mekko Graphics has a programmatic interface that can automate the generation of these charts • Into a PowerPoint deck • Or onto an intranet • Users can select the charts they want to produce • Contact me for more information at david@mekkographics.com 16
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