Overview: Total number of opportunities created by the rep during the given time period.
Why it’s important: This card shows the total number of opportunities created by each rep in Salesforce and the current Stage of each of those opportunities, regardless of their current owner. It also shows, for organizations with a defined "sales accepted" or "sales qualified" stage, whether the opportunity ever reached a sales accepted stage. As a result, this card help you to understand not only the volume of opportunities created by each rep, but also the conversion of those opps to SAOs/SQOs and to down funnel and Closed Won deals. For SDRs, this will show how effective they are being in their roles, while for AEs, this can help managers better understand the level of AE self-prospecting that is taking place.
Who it’s useful for: SDRs and AEs and their managers
Definition: For individuals, the sum of all Opportunities that were created during a given time period. By default, this card uses the standard Created By field in Salesforce. However, we also have the ability to use a custom field instead. A custom mapping can be done by your admin user(s) or your Success Manager.
What data is used?: Salesforce Opportunity data, including the Created By or another custom field, and the Stage.
Alerting: Alerting on this card is based on the calendar month. Personal alerts will compare opps created month-to-date against the average number of opps created to the same point in the prior six calendar months, and goal alerts will compare pacing of opp creation versus prior months to determine whether a rep is on track to hit the defined goal. Peer alerts will compare opps created “this month” as well.
Back of Card: The data on the back of this card shows, for each Opportunity created, the name of the Opportunity, the current stage of the Opportunity, the Type of the Opportunity, and the opportunity amount.
How to use it: The manager of an SDR team might use this card to identify:
- Which SDRs are creating a high volume of opportunities that are quickly being moved to Closed Lost
- Which team members are creating high-quality opportunities, as indicated by a high proportion of opportunities reached a sales accepted stage
- Which SDRs have created the most opportunities that were eventually Closed Won