Getting Started With The GSP Sales Dashboard

This guide provides practical advice on setting up and getting started with the GSP Sales Dashboard in Salesforce.

It covers the key configuration steps required after installation, including enabling Historical Trending for Enterprise Edition and setting up the pipeline quality metrics that help sales teams assess opportunity reliability.

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Why This Matters

A Salesforce dashboard is only useful if it is configured correctly and the underlying data is working as expected. The GSP Sales Dashboard provides important visibility into pipeline size, trends, sales performance, and opportunity quality, but some features require additional Salesforce configuration. Completing the initial setup ensures managers can use the dashboard effectively for pipeline reviews and more reliable forecasting.

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Key Insights

• Configure pipeline quality metrics: The dashboard tracks Close Date month extensions, Days Since Last Stage Change, and Opportunity Age. Together, these metrics help identify opportunities that may be unreliable or at risk of slipping.
• Existing opportunities require additional setup: The quality metrics automatically begin tracking newly created opportunities after installation. Additional steps are required if you want the metrics to apply to opportunities that already exist.
• Use the dashboard alongside supporting resources: The 12 Must-Have Charts resources provide guidance on interpreting the dashboard and using each chart to improve pipeline visibility and sales performance.
• Extend Salesforce where needed: Other GSP Salesforce apps and implementation services can complement the dashboard by supporting target tracking, revenue scheduling, product management, and broader Salesforce improvements.
• Enable Historical Trending for Enterprise Edition: Enterprise Edition installations require Salesforce Historical Trending to be enabled for Opportunities before the GSP Sales Dashboard can be installed successfully.

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How To Apply This

1. Check your Salesforce Edition.
   If you are installing the Enterprise Edition of the GSP Sales Dashboard, confirm that Historical Trending is enabled before starting the installation.
2. Enable Historical Trending if required.
   In Salesforce, go to Setup, search for Historical Trending, open the Historical Trending settings, select Opportunity, check Enable Historical Trending, and save the configuration.
3. Install the GSP Sales Dashboard.
   Once Historical Trending is enabled, proceed with the dashboard installation. If you encounter an error relating to Historical Trending, return to the Salesforce settings and confirm that Opportunity Historical Trending is enabled.
4. Review the pipeline quality metrics.
   After installation, review the dashboard table showing each Opportunity alongside Close Date month extensions, Days Since Last Stage Change and Opportunity Age. Use these metrics during pipeline and forecast reviews to identify deals that may need further investigation.
5. Configure existing opportunities if required.
   The metrics will begin tracking newly created opportunities automatically. If you want the same metrics populated for opportunities that existed before installation, follow the additional configuration process provided with the dashboard.
6. Learn how to use the dashboard charts.
   Use the 12 Must-Have Charts guidance to understand what each dashboard component measures and how to apply the information during sales performance and pipeline reviews.
7. Consider additional Salesforce functionality.
   Where appropriate, use complementary tools such as Target Tracker for sales performance versus quota, Custom Schedules for revenue forecasting over time, or Product Manager for managing products on Opportunities and Quotes.

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Read The Full Article

For a deeper dive, including examples and detailed guidance, read the full blog:

Getting Started With The GSP Sales Dashboard

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Related Guidance

• 12 Must-Have Salesforce Dashboard Charts | With Video And Examples
• Measure Sales Pipeline Size With These 4 Vital Dashboard Charts
• The #1 Salesforce Pipeline Report to Use This Year
• 3 Pipeline Quality Metrics in Salesforce That Point Towards Unreliable Revenue Forecasts

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