How To Measure Pipeline Size In Salesforce Using Dashboard Charts

This guide provides practical advice on measuring sales pipeline size in Salesforce.

It explains four dashboard charts and reports that give sales managers visibility into the size, shape, coverage, and trend of the sales funnel, helping them identify potential pipeline gaps before they affect revenue.

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Why This Matters

Pipeline size is an important indicator of whether a sales team has enough opportunity to achieve its targets. However, a large pipeline is only valuable if the opportunities are realistic, appropriately staged, and likely to close when expected. Measuring pipeline size from several perspectives gives managers a clearer view of whether the funnel is healthy today and whether it is developing in the right direction.

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Key Insights

• Measure pipeline by Close Date and Stage: This should be the starting point for pipeline reviews. It shows how much pipeline is due to close in each period and where those opportunities sit in the sales process.
• Use the funnel chart to assess pipeline shape: The traditional funnel view helps identify whether the pipeline is balanced across stages. However, it should not be used alone because it does not show when opportunities are expected to close.
• Use dashboard metrics for quick pipeline checks: Simple Salesforce dashboard metrics can show the total pipeline value, including the value due to close this month or next month. These figures provide a quick way to assess pipeline coverage against targets.
• Track the pipeline trend: The As-At Historical Pipeline Trend shows how pipeline size changes over time. A growing pipeline can indicate healthy future coverage, while a declining trend may signal a need for increased prospecting or pipeline generation.
• Consider pipeline quality alongside size: A large funnel does not automatically mean strong coverage. Managers should combine pipeline size reporting with quality metrics and close-date analysis to avoid relying on overstated or dormant opportunities.

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How To Apply This

1. Start with Pipeline by Close Date and Stage.
   Review the current month, current quarter, and future periods. Check whether opportunities are at an appropriate Stage for their expected Close Date and whether the amount of pipeline available is sufficient.
2. Review the shape of the funnel.
   Use the traditional Salesforce funnel chart to identify unusual gaps or imbalances between Opportunity Stages. If early-stage pipeline is significantly smaller than later-stage pipeline, consider whether this could create a future revenue problem.
3. Add pipeline size metrics to the dashboard.
   Track the total value of open opportunities as well as the value due to close in the current and following months. Compare these figures with sales targets and your organization’s required pipeline coverage.
4. Monitor the pipeline trend regularly.
   Use the As-At Historical Pipeline Trend to understand whether the funnel is growing or shrinking over time. A declining trend should prompt investigation into pipeline generation, prospecting activity, or opportunities being closed without sufficient replacement.
5. Investigate unusual pipeline data.
   Pay particular attention to opportunities with Close Dates in the past, large concentrations of deals at year-end, or early-stage opportunities due to close unusually soon. These can indicate that the reported pipeline size is overstated.
6. Combine the four views.
   Use the Close Date and Stage chart for detailed forecasting, the funnel chart for overall shape, dashboard metrics for quick coverage checks, and the trend chart for longer-term direction. Together, these provide a much more complete view of pipeline size than any single report.
   

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Read The Full Article

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

Measure Sales Pipeline Size With These 4 Vital Dashboard Charts

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Related Guidance

• How To Track Whether Your Funnel Is Growing Or Shrinking
• The #1 Salesforce Pipeline Report to Use This Year
• Master Your Pipeline Coverage with the Sales Manager Dashboard
• 12 Must-Have Salesforce Dashboard Charts | With Video And Examples

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