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Deal value changes


Identify trends and key behaviors to incentivize reps to have a more accurate, reliable forecast.

Forecast accuracy relies on the consistency of the sales organization – but with deals frequently changing in size, how do you create a reliable forecast? Lift snapshots of your Salesforce data to track every change to your deal sizes. This helps you identify trends, like reps consistently sandbagging or inflating their pipeline, or heavy discounting at the bottom of the funnel. By identifying these key behaviors, we can incentivize reps to have a more accurate, reliable forecast.

How much does a deal value change between the day it's created and the day it's won?

  • Start with all deals in the pipeline, CRM Opportunities (Data) and select columns we want for this analysis for a cleaner view Select Columns For Analysis (Select).

  • Next, we're going to branch off won business Won New Business Since 2020 (Filter) from open business Open New Business Since 2020 (Filter). For open business, we'll also do a hygiene check for open opportunities in our CRM that don't have an amount by Seller Reps With Most Null Open Opps (Aggregate) .

Does lead source create a trend?

  • We'll sum up and count both open opportunities Open Opp by Lead Source (Aggregate) and won opportunities Won Opp by Lead Source (Aggregate) for each lead source.

  • Next, we'll calculate Selling Price (ASP) for both open Open Opp ASP by Lead Source (Formula) and won Won Opp ASP by Lead Source (Formula) opportunities

  • Then we'll Join these back together, and we can analyze what is happening to ASP by lead source Deal Value Change From Open To Won (Filter)

This allows us to create visualizations where we can see how deal sizes change from opening to close across different lead sources.

This same analysis could be done by campaign, by sales pod or by any other attribute in your data.