The Sales Pipeline provides a comprehensive set of features that facilitate, track, and otherwise allow you to oversee the various steps in securing sales.
Pipelines need to be watched, maintained, and attended to as the need arises. Some pipelines—or opportunities across different stages in pipelines—may be doing better than others.
Lead Gen & CRM's Opportunity Health Report allows you to see how your pipeline opportunities are performing. In addition, you will be able to save, schedule, and export report information for future use.
This article will provide an overview of the Opportunity Health Report.
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Article Contents
Accessing and Searching Health Reports
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To access the Opportunity Health Report and search for opportunities, do the following:
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Important: Opportunities in poor health will be removed automatically from the Opportunity Health Report three months after their past due close date.
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Note: Clear your filters at any time by clicking Reset Filters in the Filters panel.
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Note: The pipeline that appears by default in the Opportunity Health Report list is the pipeline that is currently set as visible.
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The Filter Panel
You will need to use the Filter panel when searching for pipeline information or opportunity. As the name implies, the Filter panel houses the various search and metadata filters that narrow search results.
The Filter panel has the following filter options available:
Filter Panel: Pipeline
| The Pipeline filter is where you set the pipeline to be displayed in the Opportunity Health Report list. Clicking the drop-down menu displays all available pipelines. Selecting a pipeline from this menu will display information on all of the available opportunities across the various pipeline stages of the pipeline. |
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The Stages field is where you enter the pipeline stage to display in the Opportunity Health Report list. All pipeline stages within the selected pipeline are available initially. Entering individual stages will show only those opportunities currently set to that stage. You can enter any or all of the available pipeline stages when searching for opportunities.
Filter Panel: Opportunity Status
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The Opportunity Status filter is where you determine if search results will display only those opportunities that are currently set either to Open or Closed. When using the Opportunity Status filter, be aware that only one option may be selected at a time. |
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Open opportunities are opportunities that are ongoing. Closed opportunities are opportunities that have completed and either did or did not result in a sale. Closed opportunities are further broken down into won and lost variants:
- A closed-lost opportunity is an opportunity that no longer has a chance to result in a sale.
- A closed-won opportunity is a sales opportunity that has resulted in a successful sale and generated revenue.
Filter Panel: Close Date
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The Close Date filter displays available opportunities with a closing date between two different dates. This filter is presented in the form of a calendar selector. Selecting the first date sets the start of the period of time, and selecting the second date sets the end of the period of time. |
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Important: Opportunities with close dates more than 3 months old will not be included in the report.
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Filter Panel: Salesperson
| The Salesperson filter displays the salespersons attached to opportunities within the pipeline. You can click into the text field for a complete list of available salespersons or enter the name of the desired salespersons. You can select any or all of the available salespersons when searching for opportunities. |
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Filter Panel: Products
| The Products filter displays the available products that have been attached to opportunities within the pipeline. Clicking into the text field will display all products attached to opportunities. You can enter the name of a specific product to narrow down the search. You can select any number of products to search for. |
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Filter Panel: Problems
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The Problems filter displays available searchable problems. You can click any or all of the available problem checkboxes when searching for opportunities. These problems display as tags in search results and represent common issues that arise when an opportunity does not move along in the sales process. What makes an opportunity problematic is up to you. The values can be changed to suit your needs. |
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The problem tags can appear as filled or empty. The filled problem tags deal with the opportunity itself or activity coming from leads on the opportunity. The empty problem tags deal with the salesperson. For example, a No Follow-Up problem tag is empty because it is stating that the salesperson has not followed up with leads. However, the Past Due problem tag is filled because the opportunity is open beyond its closing date. |
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When creating or editing pipeline stages for a pipeline, you can set metrics that determine when an opportunity becomes problematic. The available problem options are:
| Problem | Description | |
| Low Outreach |
There is less than the set number of outgoing emails, calls, and |
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| No Follow-Up |
There are no upcoming tasks for an opportunity. |
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| Past Due Tasks | There is a task notification set to an opportunity, but it is past due. | |
| Low Engagement |
There is less than the set number of incoming calls or emails for |
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| Past Due | The close date has passed for an opportunity. | |
| Stagnant |
An opportunity has spent more than the set number of days in a |
Filter Panel: Activity
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The Activity filter shows opportunities based on their current levels of activity. You can search for all opportunities and disregard activity levels, search for opportunities that have not had recent activity, or search for opportunities that have had recent activity. Be aware that activity, in this regard, is for tasks that are completed. This does not cover individual phone calls or emails. |
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Opportunity Health Report List
The Opportunity Health Report list shows potential problems for all opportunities on a given pipeline. Each opportunity is presented in four parts:
Health Report: Opportunity Information
The left block of information details the opportunity's general information:
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Clicking on the opportunity's name will open the opportunity for editing.
Health Report: Opportunity Summary and Status
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The center block of information displays all status and task notification content. This content is all of the tasks, meetings, phone calls, and emails that have been scheduled to or are currently scheduled for the opportunity. This block of information also displays any relevant notes for the opportunity. This section of the Opp Health Report will only record activity if it has been scheduled as a task notification. |
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Health Report: Pipeline Stage Information
The right block of information details information on the pipeline stage the opportunity is currently set to:
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Health Report: Pipeline Stage Duration
This information is accessed by clicking the 
Plus icon next to the opportunity entry in the list of opportunities. This information details:
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Clicking on a pipeline stage opens a modal window of all communication that occurred during the time the opportunity spent in that particular pipeline stage.
Pipeline stages have a graph of all activity that occurred over the course of the stage. These graphs detail the following data:
| Graph Data | Description | |
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Sales Calls |
All sales calls logged in contact records for contacts associated with an opportunity during the pipeline stage. |
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Sales Emails |
All emails received from contacts associated with an opportunity |
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Opp Answers |
All logged incoming calls in contact records for contacts associated |
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Opp Replies |
All emails sent to contacts associated with an opportunity |
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Auto-Emails |
All emails sent through automation in Lead Gen & CRM to contacts |
Additional Report Management Options
Once you have reviewed information on opportunities in the Opportunity Health Report, you may want to retain this information for further use. There are options available to save and manage reports. Within the Opportunity Health Report, you can:
Options: Exporting Report Data
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Like other reports in Lead Gen & CRM, you can export the Opportunity Health Report to an external file for future reference. Opportunity Health Report exports are only saved as .PDF files. To export the Opportunity Health Report, do the following:
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Note: Exported .PDF reports are limited to showing 400 opportunities.
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Options > Export as PDF.
Options: Scheduling Report Data
You can schedule Opportunity Health Report data to send to users. To schedule report data, do the following:
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Click Analytics > Saved and Scheduled Reports in the left toolbar to review the report once the report has been scheduled.
Options: Saving and Reviewing Report Data
You can save Opportunity Health Report data to your Lead Gen & CRM instance. To save report data, do the following:
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