Overview of "Deals/Opportunities" data model
Overview:
Depending on your data source, the model is called "Opportunities" for Salesforce and "Deals" for HubSpot.The "Opportunities" model tracks and analyzes the journey of potential opportunities (deals) from their initial interaction phase through the opportunity phase until they are converted into customers. This comprehensive model provides actionable insights into every stage of the sales cycle, enabling an organization to optimize its sales processes, manage interactions efficiently, and forecast results effectively. It empowers users with clear visibility into their sales pipeline, helps prioritize high-value opportunities, and enhances overall sales performance.
Highlights:
Advanced filter and segmentation: Filter the data conveniently to see specific information for a particular segment - lead, source, campaign, region, team, etc.
Widgets Examples:
Won Deals by segment: This widget measures the number of successfully closed deals categorized by different customer segments, providing insights into which segments are best.
Pipeline velocity : This widget calculates the speed at which deals move through the sales pipeline, helping to identify the efficiency and effectiveness of the sales process.
Lost reasons: This widget identifies and categorizes the reasons why sales opportunities or deals were not successfully closed.
Cohorts from various stages in the pipeline: This widget tracks groups of deals that enter the sales pipeline at the same time, analyzing their progress through different stages to identify patterns, trends, and potential bottlenecks in the sales process.
Benefits & Use Cases:
Overtime Sales Pipeline Analysis
Track the progression and performance of sales opportunities over time to identify trends, growth patterns, and potential bottlenecks.
High-Value Opportunity Prioritization
Identify and prioritize high-value opportunities to focus sales efforts on deals most likely to convert and generate significant revenue.
Sales Forecasting
Use pipeline data to create accurate sales forecasts, predicting future sales outcomes based on current and historical pipeline information.
Conversion Rate Optimization
Analyze conversion rates at each stage of the sales pipeline to identify and improve stages with low conversion rates.
Lost Deals Analysis
Identify and categorize reasons for lost deals to understand common objections and challenges, improving future sales strategies.
Summary:
The "Opportunities" model, referred to as "Deals" in HubSpot, tracks and analyzes the journey of potential deals from initial interaction through to customer conversion. This comprehensive model provides actionable insights into every stage of the sales cycle, enabling organizations to optimize sales processes, manage interactions efficiently, and forecast results effectively. It offers advanced filtering and segmentation to view specific data by lead, source, campaign, region, or team. Key widgets include Won Deals by Segment, Pipeline Velocity, Lost Reasons, and Cohorts from Various Stages in the Pipeline, all of which help identify trends, prioritize high-value opportunities, and improve overall sales performance.
Integrations
HubSpot, Salesforce.
Examples of questions that can be answered with this model:
What is the total revenue by product line?
How do sales compare to the previous period?
What are the top-performing regions or territories?
Who are the top-performing sales representatives?
What is the average deal size?
What is the sales pipeline coverage?
How effective are the sales campaigns?
What is the customer churn rate?
What are the conversion rates from leads to opportunities to sales?
Which sales channels are most effective?
What is the sales forecast accuracy?
What are the trends in sales over different timeframes (weekly, monthly, quarterly)?
How does the sales performance align with the business goals or quotas?
What are the average time and steps to close a deal?
What is the profitability by customer segment?
Additional Questions:
What is the win rate per sales representative?
How long does each stage of the sales cycle take on average?
What are the key bottlenecks in the sales process?
How many deals are in each stage of the pipeline?
What is the value of deals in each stage of the pipeline?
What is the lead response time and its impact on conversion rates?
How do seasonal trends affect sales performance?
What are the reasons for lost deals?
How does the average sales cycle duration vary by product or service?
What are the most common objections faced by the sales team?
How effective are different pricing strategies in closing deals?
What is the rate of upsell and cross-sell opportunities?
What is the impact of marketing activities on sales performance?
How do different lead sources contribute to the sales pipeline?
What training or support needs does the sales team have to improve performance?
Model preview
This model includes the following joins:
Engagements.
Companies & Contacts.
Owners.
Object Stages.
Deal Pipelines.
Teams.
Line Items.