Versions Compared

Key

  • This line was added.
  • This line was removed.
  • Formatting was changed.
Table of Contents

This report provides users and managers a detailed understanding of how the Scorecard Score correlates to win rates.

Report Parameters

Custom fields creation: Yes

Report Type: Opportunities or Opportunities with/without ClosePlans

  • Opportunities Report - Standard Report Type. Requires the creation of custom fields for Scorecard Score / Sales Methodology (MEDDIC, BANT, etc.) on the opportunity level Opportunity Object.

  • Opportunities with/without ClosePlan - Custom report types have some limitations on which Report Type Limited Salesforce fields are available e.g. Fiscal Period. Requires the creation of custom fields for Scorecard Score / Sales Methodology (MEDDIC, BANT, etc.) on the Opportunity Object.

    a
    • the Opportunities with/without ClosePlan custom report.

Steps to create the Fields and Report

1. Create Custom Fields

The Custom Fields required for Reports may vary from the example Fields used in this guide.

  • In this gude, we are using MEDDPICC, a common Sales Methodology.

  • Clients may use different Sales Methodologies such as BANT that would require the creation of custom fields to match; Budget, Authority, Need and Timeline.

Please Note: If ClosePlan Reports have already been created in a Client Org, there is a chance that the needed custom Fields have already been created, check the Objects to ensure you don’t do double work!

Field

Object

Data Type

Description

Scorecard Category score in %:

  • Metrics % or M %

  • Economic Buyer % or EB %

  • Decision Criteria % or DC %

  • Decision Process % or DP %

  • Paper Process % or PP%

  • Identify Pain % or IP %

  • Champion % or Ch %

  • Competition % or Co %

ClosePlan

Percent

2. Sync Scorecard category fields with the template(s) and versions

3. Create the report

  • Go to the Reports tab and click New Report

  • Select Report Type “Opportunities” or “Opportunities with/without ClosePlan” -> Continue

    • For an Opportunities report, the custom fields must be created on the Opportunity Object

    • Custom report names can vary (as seen below)

  • Open Outline tab and add fields for Groups and Columns setting, remove any unnecessary fields

  • Edit Columns to summarize

    • Click on the column field > select correct function and Apply

Set Sum for Amount / ARR

Set Average for the remaining fields

  • Set up a Bucket Column using the Scorecard Score %

  • Update the bucket field to Scorecard Score %

  • Name the Bucket Column and create the bucket categories as required.

  • Update the Groups section to include the Bucket Column, Stage, and StageClosePlan Count

    Image RemovedImage Added
  • Add appropriate filters to display the correct data.

  • Set up Conditional Formatting

    • Click on the Conditional Formatting button in the bottom right corner of the report -> Add Conditional Formatting Rule

  • Conditional Formatting is limited to 5 fields

    • select formatting rules for the Scorecard metrics by setting the lower limit to 0 and the upper limit to 50

Field

Description

Scorecard Score %

Provides the overall Scorecard Score

IP % - Identify Pain

Identification of a customer’s pain is essential for determining whether or not an Opportunity exists

EB % - Economic Buyer

Identifying, meeting, and confirming value with the Economic Buyer drastically increases close rates

Ch % - Champion

A champion selling your product from within increases your probability of closing a deal

  • Ensure ‘Update Preview Automatically’ is enabled

  • Add Chart then select the ‘Toggle Chart’ button

  • Select the ‘Chart Properties’ icon to update the chart

    • Select ‘Stacked Bar’ as the chart type

    • Choose your bucket column (Scorecard Completion %) in the Y-Axis field

    • Choose record count in the X-Axis field

    • Choose ‘Stage’ as the Stack By field

    • Select the ‘Stack to 100%’ checkbox

    • Choose Bottom for legend position

  • Disable Detail Rows to show the conditional highlighting in the report

  • Click on Save & Run button to save and run the report

  • Provide the Report Name and Folder and then Save

    • we recommended creating a new folder named “ClosePlan” and saving it there

Result:

  • In order to view the win rates based on whether or not ClosePlan was used, toggle the graph settings by setting CP: ClosePlan Count to the Y-Axis

    Image Added
  • The completed report will show win rate for opportunities without ClosePlan (CP: ClosePlan Count = 0) and opportunities with ClosePlan (CP: ClosePlan Count = 1)

    Image Added