Tracking and managing the sales pipeline can play a crucial role in the success of any organization. However, in today’s fluctuating economy, consistently evaluating several key (and rapidly changing) factors can provide the mission-critical insight that sales leaders need to keep their operations moving forward. It doesn’t help to look back and see a change at the end of the month—managers want to see shifts in amounts or dates as soon as possible to make needed adjustments quickly. 

Salesforce’s Historical Trend Reporting not only equips managers and executives with real-time pipeline data, but it also offers a proven method to track, manage, and analyze day-to-day as well as week-over-week trends in key performance indicators, such as: 

• Leads

• Opportunities

• Forecasts

• Custom object values

Know the Benefits of Salesforce Historical Trend Reporting

Sales managers and team leaders can quickly leverage Salesforce’s Trend Reporting to monitor business performance using a side-by-side data comparison over two (or more) different periods of time. Some of the biggest benefits offered from Historical Trend Reporting include:

Pipeline Changes

Managing a real-time pipeline enables sales leaders to track lead movement as well as make critical company decisions. Salesforce’s Historical Trend Reports allow managers to monitor pipeline activity over a specific period to identify upward and downward trends, increasing and decreasing values, and patterns and changes that can make both short and long-term business impact. 

Forecast Adjustments

Tracking forecast adjustments can help evaluate how effective staff members are at projecting future sales. Salesforce Trend Reports outline data by stage, by person, and by month, delivering between two individual time points for a quick, accurate comparison of how things have changed within an organization. 

Close Date Changes

Knowing when a deal is expected to close can prove pivotal when developing projected revenues. Salesforce Trend Reports provide information on changes in expected close dates, enabling sales teams to shift and plan as needed. 

 Deal Values

Historical Trend Reports can also be used to target deals that fall above or below a given value range. For example, if you’d like to track and focus on deals over a specific dollar amount, the system will generate a list of all relevant opportunities. Additionally, sales leaders can use a trending report to pinpoint deals that have decreased in value, allowing users to recognize under-performing opportunities. You and your team will be able to identify potential problems in your pipeline and forecast instantly.

Sadhana Consulting Develops Customized Salesforce Historical Trend Reporting

Most business owners agree that Salesforce’s Historical Trend Reporting delivers powerful functionality to identify business patterns and pipeline opportunities. However, customizing the reporting feature to best support a company’s specific needs can prove challenging. We can help. Sadhana Consulting partners with business owners in multiple verticals to develop Historical Trend Reporting that provides extensive insight into pipelines, forecasts, opportunities, and case values over a specific time period. Contact us today to hear more.

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