Get to Know Pipeline Inspection

Learning Objectives

After completing this unit, you’ll be able to:

• Describe the benefits of a shared pipeline view.
  
• Explain how Pipeline Inspection helps you track your deal health.
  

Why Is a Shared Pipeline View Important?

A successful sales pipeline goes beyond a collection of prospects and a record of deals won and lost. It serves as a shared view of historical trends, forecasts, and deal progress for you and your sales team. When you can analyze deals and pipelines in this shared view, you ensure alignment throughout the sales process and foster collaboration, which results in better deal outcomes. If you’re still relying on random sticky notes, multiple spreadsheets, and a jumble of facts and figures floating around in your head (and even if you’re not!), we have a better solution.

Introducing Pipeline Inspection

Pipeline Inspection provides a comprehensive, consolidated view of your pipeline with key metrics, up-to-date changes, and valuable insights about your deals.

Let’s take a look at how Pipeline Inspection seamlessly integrates with your sales workflow, propels deals forward, and empowers sales teams for greater success.

Monitor Deal Progress

Pipeline Inspection offers you a real-time snapshot of your pipeline. You can effortlessly switch between different views, including your pipeline and your team’s pipeline, important opportunities, or a custom view tailored to your workflow. Filters help you precisely tailor the information on display. And you can drag and reorganize columns to personalize your pipeline.

Sales reps can efficiently manage their pipeline with this consolidated view by quickly updating their deal stages, next steps, and other sales activities through inline editing and automated activity capture. Sales managers can use Pipeline Inspection to stay updated on the latest pipeline activities and updates, bookmark specific deals for further discussion, and access charts that provide high-level views of the sales team’s pipeline health.

Guide Productive Conversations

Rather than dedicating the bulk of your time in team meetings and one-on-one sessions to update pipelines and ensure alignment around a single source of truth, Pipeline Inspection helps you focus on high-value items such as strategy and coaching. Since sales reps have control over their pipelines, managers can review real-time updates and bookmark specific deals for discussion during meetings. This paves the way for more informed decisions, encourages collaborative and impactful conversations that drive deals forward, and helps sales reps improve their skills.

Harness AI-Driven Insights

Pipeline Inspection offers AI-driven insights and features to facilitate discussions, including:

• Highlights that signal changes to amounts, stages, or close dates
  
• Opportunity score tiers to help sales teams prioritize the most promising opportunities
  
• Insights into deal progress, service cases, voice and video conversations, and emails
  
• Activity metrics, timelines, and details on individuals involved in the deal
  

Work Within Collaborative Forecasts

Pipeline Inspection enables sales managers to identify pipeline changes and potential at-risk deals. This facilitates timely coaching and enhances the accuracy of sales forecasts. Uncover deals from upcoming periods that have the potential to close sooner to bridge forecast gaps. For companies using Collaborative Forecasts, sales teams can view Pipeline Inspection opportunity details and insights without leaving Collaborative Forecasts.

Make Great Deals with Great Data

A successful pipeline relies on the caliber of its data. Offer real-time metrics and insights with Pipeline Inspection, so your whole sales team can make informed decisions that drive deals forward, for even greater sales success.

Resources

• Salesforce Help: Pipeline Inspection
  
• Salesforce Help: Managing Pipelines with Pipeline Inspection
  
• Salesforce Video: Ensuring Sales Rep Accountability with Pipeline Inspection