Viewing the Opportunity Pipeline

This chapter provides an overview of the opportunity pipeline and discusses how to view the opportunity pipeline.

Click to jump to top of pageClick to jump to parent topicUnderstanding the Opportunity Pipeline

The pipeline is a real-time view of an organization's current sales efforts. It is based on opportunities only. Leads are not included in the pipeline.

The pipeline does not include opportunities with inactive status. Pipeline charts include activity from closed-lost opportunities as negative activity or leaks.

With PeopleSoft Sales, you can view:

Use pipeline types to configure different perspectives of the specified pipeline. Pipeline types include:

Note. You cannot save real-time views of dynamic data. Therefore, if you need to preserve a particular pipeline view, use the same screen capture or print function that you use to capture or print it from the computer screen. Alternatively, you can produce a list of the opportunities that make up the pipeline by clicking the Pipeline Opportunity List button and downloading the contents to a spreadsheet.

Click to jump to top of pageClick to jump to parent topicCommon Elements Used in This Chapter

Click the Chart Information button to display a message with information about the chart on the page.

View Pipeline As

To view the pipeline as another person, select that person's name. You must have visibility of the person on the territory tree to use this feature. Viewing a pipeline as someone else is for managers who need to discusses a PeopleSoft Sales user's pipeline with the user and who want to view the pipeline as that individual.

Quota Type

Select the type of quota for revenue allocation comparison:

  • Rollup Quota: The sum of quotas for all sales representatives who report to the manager. This is the default.

  • Manager Quota: The manager's own, individual quota.

Chart Type

Select the type of graphic to use to view the pipeline. The PeopleSoft system provides these charts:

  • Bar Chart (default)

  • Horizontal Bar Chart

  • Horizontal Stacked Bar Chart

  • Stacked Bar Chart

Pipeline Opportunity List

Click to access the opportunities list, where you can view lists of the opportunities that make up the pipeline chart, and select opportunities to view them in more detail.

Click to jump to top of pageClick to jump to parent topicViewing the Opportunity Pipeline

This section discusses how to:

Click to jump to top of pageClick to jump to parent topicPages Used to View the Opportunity Pipeline

Page Name

Object Name

Navigation

Usage

Segment Pipeline

RSF_PL_SEG

Sales, Review Pipeline

Configure and view the pipeline of opportunities in different stages of the sales process.

Opportunity Revenue Pipeline

RSF_PL_OPP

Sales, Review Pipeline

Select the Opportunity Revenue Pipeline tab.

Configure and view the pipeline of revenue from opportunities.

Product Detail Pipeline

RSF_PL_PROD

Sales, Review Pipeline

Select the Product Detail Pipeline tab.

Configure and view the pipeline of products that are associated with active opportunities.

Click to jump to top of pageClick to jump to parent topicViewing the Segment Pipeline

Access the Segment Pipeline page.

In addition to the elements that are common to all of the pipeline pages, you must specify the following:

Show Pipeline By

Select how to organize data for the pipeline. Values are:

  • Business Unit.

  • Industry.

  • Pipeline Segment: Pipeline segments correlate with stages in the sales process. This is the default.

    See Setting Up Pipeline Segments.

  • Region.

  • Sales User.

  • Territory.

Pipeline Type

Select the type of pipeline to render. Values are:

  • Opportunity Count: Based on the number of opportunities with the status of Open.

  • Revenue: Estimated opportunity revenue from the opportunity sales teams' revenue allocation percentages. (You cannot render a pipeline from shadow allocations.)

Click to jump to top of pageClick to jump to parent topicViewing the Opportunity Revenue Pipeline

Access the Opportunity Revenue Pipeline page.

The revenue pipeline includes opportunities with estimated close dates that are within the specified time frame and with a status of open, closed - won, or closed - lost. Inactive opportunities are not included. Closed - lost opportunities appear as leaks in the pipeline.

In addition to the elements that are common to all of the pipeline pages, to render an opportunity revenue pipeline, you must specify the following:

Show Pipeline By

Select how to organize data for the pipeline. Values are:

  • Business Unit.

  • Industry.

  • Opportunity Status.

  • Period.

  • Pipeline Segment: Pipeline segments correlate with stages in your sales process. This is the default.

    See Setting Up Pipeline Segments.

  • Region.

  • Sales User.

  • Territory.

Pipeline Type

Select the type of pipeline to render. Values are:

  • Revenue: Estimated revenue based on opportunity sales team revenue allocations.

  • Shadow: Estimated revenue based on opportunity sales team member shadow allocations.

Time Frame and Period

Select the time frame and reporting period to use for determining revenue in the pipeline.

Currency

Select the currency in which to express the pipeline revenue amounts.

Click to jump to top of pageClick to jump to parent topicViewing the Product Detail Pipeline

Access the Product Detail Pipeline page.

In addition to the elements common to all of the pipeline pages, you must specify the following:

Show Pipeline By

Select how to organize data for the pipeline. Values are:

  • Business Unit.

  • Industry.

  • Opportunity Status.

  • Period.

  • Pipeline Segment: Pipeline segments correlate with stages in the sales process. This is the default.

    See Setting Up Pipeline Segments.

  • Product: When you select the pipeline type of Unit Count, the system sets the Show Pipeline By field to Product.

  • Product Group.

  • Region.

  • Revenue Type.

  • Sales User.

  • Territory.

Pipeline Type

Select the type of pipeline to render. Values are:

  • Revenue: Estimated product cost based on opportunity sales team revenue allocations. This is the default.

  • Shadow: Estimated product cost based on opportunity sales team member shadow allocations.

  • Unit Count: Estimated product quantities.

Time Frame and Period

Select the time frame and reporting period to use for determining opportunities in the pipeline.