Feature Overview

The Pipeline Opportunities Grid is an interactive reporting tool within GTM Engine's Forecast Dashboard that provides a comprehensive view of all your sales opportunities for your current selected team and team member(s). This feature delivers color-coded health statuses, predicted close dates, and detailed analytics for each opportunity in your pipeline, helping you make data-driven decisions about your sales strategy.

Benefits to the User

• Complete Pipeline Visibility: View all opportunities with their health statuses at a glance
• Risk Identification: Quickly identify at-risk opportunities through color-coded health scores
• Forecast Accuracy: Understand discrepancies between rep-listed close dates and AI-predicted dates
• Deal Intelligence: Access detailed reasoning behind predictions and health scores
• Customizable View: Tailor the displayed information to your specific needs
• Time Savings: Eliminate the need for manual pipeline analysis and spreadsheet manipulation

Accessing the Feature

1. Navigate to the "Sales Engine" section in the main nav
2. Click on the "Forecast" page
3. The Pipeline Opportunities Grid will be displayed at the bottom of this dashboard

Step-by-Step Usage Guide

Viewing Your Pipeline

1. Select Your Filter: By default, the module displays all open opportunities
   • Use the filter options to view specific segments:
     • Healthy pipeline
     • At-risk pipeline
     • Closed won opportunities
     • Closed lost opportunities
2. Sorting Opportunities:
   • Click the up/down arrows in any column header to sort by that field
   • This allows you to prioritize opportunities by value, health score, close date, etc.

Customizing Your View

1. Click the “Customize Columns” button in the top right corner
2. Select the columns you want to display from:
   • Standard Manual fields (including CRM data fields)
   • GTM Engine AI fields
   • GTM Engine Analysis fields
3. Click the “Save Preferences” button and your grid view will update to show only your selected columns
4. Alternately, should you want to revert changes, you can click the “Restore Defaults” button to have your initial view restored.

Analyzing Individual Opportunities

1. Reviewing Predicted Close Dates:
   • Predicted Close Dates highlighted in red indicate a quarter disagreement (AI predicts a different quarter than the rep)
   • Click any “Predicted Close Date” field to open a detailed modal that shows:
     • Confidence level of the prediction
     • Days until predicted close
     • Current stage analysis
     • Deal gaps assessment
     • Comparison to last week's forecast
     • Comparison to the AE's listed close date
     • Key factors influencing the prediction
     • Suggested actions to close the deal
2. Understanding Health Scores:
   • Health Scores color codes:
     • Green: Scores of 8 and above (healthy)
     • Yellow: Scores between 5-7 (moderate risk)
     • Red: Scores below 5 (high risk)
   • Click on any “Health Score” field to open a detailed modal that shows view:
     • Overall health score description
     • Positive contributing factors
     • Negative contributing factors
     • Score change analysis based on recent digital touchpoints
     • Summary of the health assessment

Reviewing Pipeline Totals

• Check the bottom right of the grid to see your total pipeline amount
• When you have a filter applied to the Pipeline Opportunities grid, you’ll see a link to “View all open opportunities” in the bottom right to return back to the full view.

Tips and Best Practices

• Regular Reviews: Check the Pipeline Opportunities Module daily to stay on top of changing deal dynamics
• Focus on Quarter Disagreements: Pay special attention to opportunities with red AI close date indicators, as these may require timeline adjustments
• Leverage Suggested Actions: Use the AI-provided action items to address specific deal gaps and improve closure probability
• Custom Views: Create different column configurations for different review purposes (forecast meetings, 1:1s with reps, personal reviews)
• Combine with Other Data: Use the insights from this module alongside conversation data from other GTM Engine features for a complete picture of deal health

Remember that GTM Engine's predictions are based on actual deal activity data, not just manual CRM entries. This provides a more accurate view of your pipeline without requiring additional data entry from your sales team. The system's transparency allows you to see exactly why certain predictions are being made, empowering you to take appropriate action.