Deals Summary

The Deals Summary dashboard enables frontline reps to view charts and take action insights specific to their personal pipeline and quota. 

To access Deals Summary, go to the Deals product tab of the SalesLoft platform. If necessary, select the Summary tab. The Summary tab will take you to the Deals Summary dashboard. This dashboard holds six tiles full of data relating to your Opportunities and Pipeline. 

Before you can fully reap the rewards of Deals Summary, a team admins must configure your team's Goal Management. This determines rep goals and defines your organization's goal period. To learn more about these settings, check out the Deals Admin Settings KB article. 

In this article, we will walk through each tile presented in the Deals Summary dashboard, including: 

• Two Sentence Summary Tile
• Projection Tile
• Weighted Pipeline Tile
• Closed Won Tile
• Pipeline by Closed Date Tile
• Pipeline Health Tile

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Two Sentence Summary Tile 

At the top of the Deals Summary page, the Two Sentence Summary Tile provides an intro summary that lets you know where your sales projections are at for a given time period. Specifically, this tile says whether or not you are on target to hit your quota for a given goal period

At a quick glance, it will help reps and managers understand:

• How is the rep performing?
• Are they above or below their goal?
• What can they do to get back on track?

Based on your Goal Management admin settings, these summary sentences could appear in a variety of ways. Below are the different variations for how these sentences may appear:

If a rep is projected under their goal
If a rep is projected over their goal
If a rep surpassed their goal
If goal has not been set for the rep.
Missing Goal + Insufficient Data for Projecting
Insufficient Data for Projecting and Goal Set

 

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Projection Tile

The Projection Tile gives you a look into what Opportunities you are projected to close in the given goal period. This tile highlights your Projected Difference. The Projected Difference is the calculation that shows the Projected Amount minus the Goal amount.

The chart offers insight into how you have been trending towards your overall goal throughout the goal period. If data points are above the line, you're projected to exceed your goal. If the data points are below the line, it indicates they are projected to fall under their goal.

 

Hover over the chart to learn the trend data. This will specify the date, projection, projected difference.

The visible information is directly related to how your Goal Management admin settings. The variations are as follows: 

Quarterly Goal Period	When Quarterly Goal Period is set, this chart will show data for the given fiscal quarter. On the chart it will plot points on the first day of the quarter all the way to the end.
Monthly Goal Period	When Monthly Goal Period is set, this chart will show data for the given month. On the chart it will plot points on the first day of the month all the way to the end.
Annual Goal Period	When Annually Goal Period is set, this chart will show data for the given fiscal year. On the chart it will plot points on the first day of the year all the way to the end.
No Goal Set	When no goal is set, the chart will still display properly. The projection trend chart will remove the goal line and display the projection trend line. Additionally, projected difference and goal will appear with "-".

 

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Weighted Pipeline Tile

The Weighted Pipeline Tile looks at what the weighted and unweighted pipeline coverage is for a given goal period. 

The Weighted Pipeline value is based on the percentage value of deals in each stage. For example if the full amount of a deal is $1000, and you are viewing weighted pipeline values, then it will show at 50% (probability to close the deal) of the deal which is $500.

The Unweighted Pipeline value will display the full amount of the deal regardless of what stage it's at. For example if the full amount of the deal is $1000, and you are viewing unweighted pipeline values and the deal is at 50% (probability to close), then the value will still be displayed at $1,000.

Things to Note: The visible information is directly related to how your Goal Management admin settings. Charts and data may appear different based on your team and individual goals. 

The Weighted Pipeline chart shows the weighted and unweighted trends for your pipeline, your unweighted pipeline amount, and the pipeline coverage for your goal period. 

 

Hover over the chart to gain insight into the trend data. It will show the date, unweighted pipeline amount, and weighted pipeline amount. Additionally, tooltips help the rep understand how we are calculating the values in the tile.

 

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Closed Won Tile

The Closed Won Tile shows how much you have closed in the given goal period. You can also see how you are trending towards your overall goal. The Close Won Tile even highlights the number of deals closed and the average deal size for those closed-won opportunities.

 

Hover over the chart to view the date, closed-won amount, number of closed won deals, and the percentage of goal data.

Things to Note: The visible information is directly related to how your Goal Management admin settings. Charts and data may appear different based on your team and individual goals. 

 

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Pipeline by Closed Date Tile

The Pipeline by Close Date Tile gives insight into two different chart views:

• The Weight Pipeline
• Pipeline by Stage

You can change the chart view by clicking the selector in the top right of the tile. Let's take a look at each view. 

Things to Note: The visible information is directly related to how your Goal Management admin settings. Charts and data may appear different based on your team and individual goals. 

Weighted Pipeline

The first view is the Weighted Pipeline View. This will show a breakdown of the closed-won amount versus the weighted pipeline amount for given time periods. The total amounts can be viewed above each bar.

  

Hover over the chart to view the following details:

• Date
• Weighted amount if hovering over weighted pipeline
• Closed-won amount if hovering over closed won.

Pipeline by Stage

The second view is the Pipeline by Stage View. This will show the pipeline broken down into each Opportunity stage across time periods of their goal.

 

Hover over a section of a column within the chart to see the following details:

• Date
• Stage name of that section
• Amount of Opportunities in the stage
• Number of Deals.

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Pipeline Health Tile

The Pipeline Health Tile displays a heat map of deal amounts plotted against the number of days in stage. The chart can be edited to display only Stages as well.

Each square on the heat map varies in color based on the amount within each square. The darker the color, the larger amount. Hover over each square to see how many deals make up the data. 

Things to Note: The visible information is directly related to how your Goal Management admin settings. Charts and data may appear different based on your team and individual goals.