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Building a Sales Pipeline Dashboard with Mekko Graphics - For many companies, the sales pipeline is the leading indicator of future revenue. Tracking deals in the pipeline by product line, industry vertical, sales region and pipeline stage can provide senior management with valuable insights into future profitability. It can also alert sales managers to problems before they hit the income statement. In this webinar, we will build a sales pipeline dashboard that can be used in a variety of settings including B2B industrial sales, professional services, and any other sales organization that has a defined pipeline.
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Current Sales Pipeline
0
20
40
60
80
100%
Need Identified
BVPS $15,000
Pharma BI $10,000
Apex PartnersSharePoint
Consulting $25,000
J ames I ntl ProjectServer/Sharepoint I ntegration
$15,000
MOSS intranet$40,000
SDMC MOSS miscassists $14,000
WellPet SharePointportal $20,000
$155,000
Pre-Proposal
PJ 's follow up $300,000
Life Sciences - Sharepoint planning $25,000
Long River SharePoint Consulting $20,000College - custom dev web app (SQL) $12,500
MOSS architecture $10,000Vistaview -- SharePoint consulting services $7,000
$374,500
Proposal
Caprio MOSS 2007 consulting $17,500
Micropower - SharePoint Work $5,000
Healthcare -- DACCClinician Info Repository
$100,000
ANC -- SharePoint consulting $12,000
I nventive -- WSS tuning $5,000
API Enhacements $10,000
Compliance Portal $10,000
Non-profit - SharePoint InfoArchitecture $41,500
$205,000 Total = $734,500
Pine Street I nn - CompliancePortal Pilot $10,000
Health - QDS Survey integration $6,000 SDPS / BVPS perf mgt 360 feedback solution $4,000
The Marimekko captures each project organized by stage. You can see the relative importance of individual projects and the stage itself.
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0
20
40
60
80
100%
Need I dentified
BVPS $15,000
Apex PartnersSharePoint Consulting
$25,000
J ames Intl ProjectServer/Sharepoint Integration
$15,000
MOSS intranet$40,000
WellPet SharePointportal $20,000
Smaller Deals(>$15k)$40,000
$155,000
Pre-Proposal
PJ 's follow up $300,000
Life Sciences - Sharepoint planning $25,000
Long River SharePoint Consulting $20,000
Smaller Deals (>$15k) $29,500
$374,500
Proposal
Caprio MOSS 2007 consulting$17,500
Healthcare -- DACCClinician Info Repository
$100,000
Non-profit - SharePointInfo Architecture
$41,500
Smaller Deals (>$15k)$46,000
$205,000 Total = $734,500
Combining Smaller Deals into “Other Series”Adding the “Other Series” can help focus the sales force on the larger opportunities.
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0
20
40
60
80
100%
Need Identified
BVPS $15,000
Apex PartnersSharePoint
Consulting $25,000
J ames I ntl ProjectServer/ Sharepoint I ntegration
$15,000
MOSS intranet$40,000
WellPet SharePointportal $20,000
Smaller Deals(>$15k) $40,000
$155,000
Pre-Proposal
PJ 's follow up $300,000
Life Sciences - Sharepoint planning $25,000
Long River SharePoint Consulting $20,000
Smaller Deals (>$15k) $29,500
$374,500
Proposal
Caprio MOSS 2007 consulting $17,500
Healthcare - - DACCClinician Info Repository
$100,000
Non-profit - SharePoint InfoArchitecture $41,500
Smaller Deals (>$15k)$46,000
$205,000
$17,222 $93,750 $34,167Average Deal Size
9 4 6Number of Deals
Total = $734,500
Adding Key Statistics in Data RowsThese statistics in the data row can help explain the pipeline, especially if it contains many deals.
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Sales Pipeline by Product LineMarimekkos can also show pipeline by product line, sales office, sales rep or industry vertical.
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20
40
60
80
100%
Qualified Lead
Business Apps $532K
Database $237K
Analytics $126K
Cloud $34K
Mobile $76K
$1,005K
Technical Win
Business Apps $421K
Database $453K
Analytics $61KCloud $58KMobile $71K
$1,064K
ProposalSubmitted
Business Apps$394K
Database$123K
Analytics $87K
Cloud $43KMobile $31K
$678K
Verbal Approval
Business Apps$623K
Database $76K
Analytics $32K
Cloud $93K
Mobile $28K
$852K Total = $3,599K
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Business Apps Sales PipelineYou can then drill down to individual deals in each product line.
0
20
40
60
80
100%
Qualified Lead
Deal1 $239K
Deal2 $204K
Deal3 $45K
Deal4 $44K
$532K
Technical Win
Deal5 $312K
Deal6 $65K
Deal7 $44K
$421K
ProposalSubmitted
Deal8 $254K
Deal9 $100K
Deal10 $40K
$394K
Verbal Approval
Deal11 $563K
Deal12 $60K
$623K Total = $1,970K
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Tracking Estimated Pipeline Value by WeekWeight the value of deals in each stage by the probability that the deal will be won. The trend by week gives you an overall sense of the pipeline deal value.
0
500
1,000
1,500
$2,000K
Target $1,750K
6- J an
$205K
$413K
$361K
$641K
$1,620K
13- J an
$213K
$387K
$341K
$602K
$1,543K
20- J an
$245K
$445K
$378K
$624K
$1,692K
27- J an
$221K
$467K
$401K
$654K
$1,743K
3-Feb
$276K
$498K
$423K
$677K
$1,874K
10-Feb
$254K
$512K
$417K
$703K
$1,886K
17-Feb
$234K
$502K
$409K
$678K
$1,823K
24-Feb
$267K
$523K
$419K
$701K
$1,910K
Target $1,750K
Qualified Lead
Technical Win
Proposal Submitted
Verbal Approval
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Pipeline Gap AnalysisUsed the weighted pipeline values to track progress against your goal. The gap represents deals not in the pipeline that much be closed to reach target.
0
1,000
2,000
$3,000K
Closed toDate
$398K
QualifiedLead
$267K
Technical Win
$523K
ProposalSubmitted
$419K
VerbalApproval
$701K
Gap
$692K
Sales Target
$3,000K
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Last Week’s Activity—New Leadsby Product LineThis chart shows new entrants into the pipeline. It can be grouped by product line, sales office, sales rep or industry vertical.
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20
40
60
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100%
Qualified Leads Added Week of 24-Feb
Business Apps
Hedge Fund CRM $67M
Machine Tools ERP $23M
Law Firm CRM $12M
$102M
Database
Bank DataWarehouse
$43M
PE FirmReporting
$17M
$60M
Analytics
Engi
nee
ring
BI
$21M
$21M
Cloud
Con
sult
ing
Col
labo
ration $
45M
$45M
Mobile
Ban
k2 M
obi
le A
pp
Plat
form
$26M
$26M Total = $254M
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Last Week’s Activity—Deals Wonby Product LineThis shows deals won. It can also be grouped by product line, sales office, sales rep or industry vertical.
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20
40
60
80
100%
Deals Closed Week of 24-Feb
Business Apps
Auto Supply Chain$24M
Bank ERP $13M
$37M
Database
Investment Bank DataWarehouse $52M
Auto Info Arch $12M
$64M
AnalyticsLa
w F
irm
BI
$1
5M
$15M
Cloud
CPG
Clo
ud S
trat
egy $
8M
$8M
Mobile
Ban
k2 M
obile
App P
latf
orm
$15M
$15M Total = $139M
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Last Week’s Activity—Deals Lost by Pipeline Stage
Copyright 2013 © Mekko Graphics. All rights reserved.
0
20
40
60
80
100%
Deals Lost week of 24-Feb
Qualified Lead
Auto Supply Chain$24M
Bank ERP $13M
$37M
Technical Win
Investment Bank Data Warehouse$52M
Auto Info Arch $12M
$64M
ProposalSubmitted
Law
Fir
m B
I $1
5M
$15M
VerbalApproval
CPG
Clo
ud S
trat
egy $
8M
$8M Total = $139M
The third presents deals lost. Grouping by pipeline stage allows you to see when the deal was lost. It can be grouped by product line, sales office, sales rep or industry vertical.
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Close Rate by Pipeline StageThis shows the close rate by pipeline stage. In this case, 19% of deals that reached the qualified lead stage closed vs. 78% for those that reached verbal approval.
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20
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60
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100%
Close Rate Previous 12 Months
VerbalApproval
78%
ProposalSubmited
58%
Technical Win
42%
Qualified Lead
19%
$6,438K$3,832K$2,316K$1,283KTotal DealVolume
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Close Rate by Product LineClose rates can also be viewed by product line, industry vertical, sales office or sales rep.
0
10
20
30
40%
Close Rate Previous 12 Months
Average
Database
37%
Analytics
32%
Business Apps
25%
Mobile
18%
Cloud
15%
$1,247K $98K $2,498K $54K $76KTotal DealVolume
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Time to Close by Pipeline StageTracking time to close by month and comparing it to previous periods gives you a sense of how deals are moving through the pipeline.
0
50
100
150
200
Median Days to Close from
Qualified Lead
165
153142
Technical Win
98103
94
ProposalSubmitted
63 59 56
VerbalApproval
21 18 20
10/13
2/13
10/12
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Time to Close by Product Line
0
50
100
150
200
Median Days to Close from
Business Apps
165
153
142
Database
147
165
183
Analytics
121
134143
Cloud
118124
134
Mobile
6368
57
10/ 13
2/ 13
10/ 12
Time to close will also vary by product line and industry vertical, and possible by sales office or sales rep.
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Wrap Up• A quick note about the Mekko Graphics API
• Mekko Graphics has a programmatic interface that can automate the generation of these charts
• Into a PowerPoint deck• Or onto an intranet• Users can select the charts they want to produce• Contact me for more information at
