ClosePlan Forecast Call Report grouped by Fiscal Period
This report provides Users and Managers with a detailed understanding of each Opportunity, fed by ClosePlan data. In this example we will use the MEDDPICC Sales methodology, your methodology may be different, so you will adjust the instructions here to match your situation. If you have any questions, please reach out to us at support@people.ai
Report Parameters
Custom fields creation: Yes
Report Type: Opportunities with ClosePlans
Standard report type shows only Opportunities with ClosePlans created. These reports cannot be modified = standard fields in the report type layout cannot be renamed
Steps to create the Fields and the Report
1. Create custom fields on ClosePlan and Opportunity Objects
Fields | Object | Data Type | Description |
|---|---|---|---|
The Fields needed here are the Categories that match your Sales Methodology. In this example, we are using MEDDPICC. Scorecard Category score in %:
| ClosePlan | Percent | |
SC Last Modified (Days) | ClosePlan | Formula | |
Days to Close | Opportunity | Formula |
|
2. Sync Scorecard category fields with the template(s) and versions
How to sync the fields:
3. Create the report
Go to the Reports tab and click New Report
Select Report Type “Opportunities with ClosePlans” > Continue
Open Outline tab and add fields for Groups and Columns setting, remove any unnecessary fields
Recommended Groups
Recommended Columns
Edit Columns to summarize
Click on the column field > select correct function and Apply
Set Sum for following fields
Set Average for following fields
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 |
Ch % - Champion | A champion selling your product from within increases your probability of closing a deal |
EB % - Economic Buyer | Identifying, meeting, and confirming value with the Economic Buyer drastically increases close rates |
Select formatting rules for the SC Last Modified (Days) by setting the lower limit to 14 and the upper limit to 20.
Note: You will need to invert the colours so that the conditional formatting acts appropriately.
Field | Description |
|---|---|
SC Last Modified (Days) | It shows how recently the scorecard was updated. A scorecard with old data is less trustworthy than a recently updated scorecard |
Once Complete, your conditional formatting should reflect the screenshot below > click Apply
Open the filters tab and update as needed
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:
Enable Detail Rows to show all columns (conditional formatting is disabled)