A quick overview of the Pipeliner CRM Targets:
The Pipeliner CRM Weighted Target
- The Weighted Target is the sum of opportunities’ values according to their sales step position (its percentage of probability).
- For example, I have a deal worth $100,000 at my Value Proposition stage with a win rate of 60%. This would be viewed as 60% of that value or $60,000.
The Pipeliner CRM Ranked Target
- The Ranked Target is the sum of the opportunities’ values according to their rankings. Each salesperson gets to assign a “rank” to each opportunity. This is their chance to have input on how good a chance they have on winning the deal.
- Pipeliner CRM utilizes a star ranking system for 20-100 in 20% increments but the salesperson can enter any value they like.
- For example, I have a deal worth $100,000 and as a salesperson, I’ve said this is worth 4 stars or 80%, this would be viewed as 80% of that value or $80,000.
The Pipeliner CRM Balanced Target
- The Balanced Target is the sum of the opportunities’ values according to their rankings and their sales step position.
- For example, I have a deal worth $1000,000 and as a salesperson, I rate this as 4 stars (80%) and therefore its value becomes $80,000. In addition to this, the opportunity is at the Value Proposition step with a win rate of 60%, reducing the $80,000 to 60% of that value or $48,000.
The Pipeliner CRM Unweighted Target
- The Unweighted Target is the sum of the opportunities’ values according to the target date period definition (i.e. it’s raw value). In our example, this would show an opportunity worth $100,000 as $100,000.
The Pipeliner CRM Real Target
- The Real Target is the sum of the closed/won opportunities’ values. Once you’ve moved the opportunity into the final closed/won step, it will be shown in this value at its closing value e.g. $100,000.
Data Insights Tip
Not sure of what your sales step win rates should be? Pipeliner CRM analyzes your data and automatically tracks the drop-off rates when you archive (lost) opportunities – a great insight to have. You view this in the opportunity quick view. Simply reverse this for the win rate for each sales step.
For more information about how to use the powerful Target features in Pipeliner CRM, visit the Sales Target Guide for Pipeliner CRM.
Pipeliner CRM has your entire sales process covered — an airtight management system that fosters best practices and keeps your sales strategy on track. Try Pipeliner CRM software for Mac and Windows.
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