ClosePlan Win Rate analysis
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 Object.
Opportunities with/without ClosePlan - Custom 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.
Follow these instructions to create 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 %:
| ClosePlan | Percent |
2. Sync Scorecard category fields with the template(s) and versions
How to sync the fields: https://peopleai.atlassian.net/wiki/spaces/TMPDOC/pages/57430081539/Create+custom+and+commonly+used+fields+for+ClosePlan+reporting#Sync-the-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 ClosePlan Count
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
The completed report will show win rate for opportunities without ClosePlan (CP: ClosePlan Count = 0) and opportunities with ClosePlan (CP: ClosePlan Count = 1)