Pipeline Highlights

Check the overall performance of your sales team.


Written by Ana Nelas

Last published at: October 15th, 2019

The Pipeline Highlights section is particularly useful for those seeking a quick overview of their pipeline, regarding last month's data.

Besides compiling information on the last month's performance, it also compares it to the previous month, in a very visual way, so that you can detect any issues and start correcting them immediately.

On the right, Attentive gives you a sales forecast for the current month, considering the Weighted Pipeline Value (each prospect opportunity on the pipeline is given a specific value, based on where they are in the buying process).

On the left, you can find the following metrics:

  • Total Deals Amount - Sum of all Active Deals amounts.
  • Average Deal Size - Total Deals Amount divided by the number of deals on the pipeline.
  • Probability of Closing - First, Attentive calculates each deal's weighted value (deal amount times the probability of closing). Then sums all deals weighted value (which gives you a forecast of your pipeline weighted value), divide it by the total deal's amount and finally multiply by 100 to get a percentage.

These metrics are related to the past month and compared with the month before.