What are Opportunities Analytics?
Opportunities Analytics provides reporting and forecasting tools designed to help teams better understand pipeline performance, expected revenue, and opportunity progression.
These analytics help teams move beyond simply managing opportunities and begin analyzing trends across the sales process.
Using Opportunities Analytics, teams can:
Forecast expected revenue
Compare raw pipeline value against weighted pipeline value
Identify stalled or low-converting stages
Measure sales velocity between stages
Evaluate forecast confidence
Review pipeline performance by agent, lead source, or pipeline
Accessing Opportunities Analytics
To access Opportunities Analytics:
Navigate to Opportunities
Select the desired pipeline
Click Analytics
Select the desired analytic
Available analytics include:
Weighted Pipeline Summary
Expected Production
Stage Conversion Analytics
Weighted Pipeline Summary
The Weighted Pipeline Summary provides a real-time comparison between total pipeline value and weighted pipeline value based on stage probability.
Teams commonly use this analytic during:
Pipeline reviews
Forecasting conversations
Sales coaching sessions
Pipeline health evaluations
🔍 Tip: This report is useful for identifying how much pipeline value exists versus how much revenue is realistically expected based on current stage probabilities.
Expected Production
Expected Production Analytics provides a forward-looking revenue forecast based on opportunity Estimated Close Dates.
This analytic helps teams:
Forecast upcoming revenue
Evaluate quarter pacing
Compare weighted vs. best-case forecasts
Monitor forecasting gaps
Review expected production over time
🔍 Tip: Expected Production Analytics relies heavily on accurate Estimated Close Dates.
Stage Conversion Analytics
Stage Conversion Analytics provides a configurable funnel report designed to measure opportunity conversion rates and sales velocity between stages.
This analytic helps teams:
Identify funnel drop-offs
Measure sales velocity
Investigate stalled opportunities
Compare funnel performance across teams or lead sources
Identify process bottlenecks within the sales cycle
Best Practices for Opportunities Analytics
To get the most value from Opportunities Analytics:
Keep Estimated Close Dates updated
Review stage probabilities regularly
Use consistent sales stage definitions across teams
Regularly review stalled opportunities
Investigate low conversion stages
Use weighted forecasting for more realistic projections
Monitor opportunities missing forecasting data
Consistent opportunity management practices will improve reporting accuracy and provide more reliable forecasting insights.