Feature Overview

The Pipeline feature in GTM Engine provides a comprehensive view of your organization's sales opportunities. It allows you to visualize your entire sales pipeline, filter by various parameters, and track opportunities as they progress through your sales funnel stages. This powerful tool transforms your CRM data into actionable insights that support real selling activities.

Benefits to the User

• Complete Pipeline Visibility: See your entire sales pipeline in one unified view
• Flexible Organization: Toggle between visual pipeline (Kanban) and table views
• Custom Filtering: Filter by sales team, team member, time period, and more
• Opportunity Tracking: Monitor deal progress through your sales stages
• Automated Updates: Changes sync automatically with your CRM, reducing manual data entry
• Deal Health Insights: View average health ratings to identify at-risk opportunities

Accessing the Feature

1. Navigate to the "Sales Engine" section in the main nav
2. Click on “Pipeline”

Step-by-Step Usage Guide

Understanding the Pipeline Interface

Top Navigation Bar

The top section of the Pipeline page contains several filtering options:

1. Pipeline Selection (top left): Use the dropdown to select different pipelines:
   • Deals Pipeline
   • Renewals Pipeline
   • Other custom pipelines
2. Current State Display: Shows what you're currently viewing (e.g., "All Opportunities")
3. Team Selection (middle):
   • Select the appropriate sales team
   • Filter by parent sales team or drill down into sub-teams
4. Team Member Filter:
   • "All Team Members" is selected by default
   • Filter to view a specific team member's pipeline
5. Time Period Filter (right):
   • Default: "All"
   • Options: This Quarter, Next Quarter, Both, Custom
   • For Custom, specify start and stop dates

Pipeline View (Default)

The main pipeline view displays:

• Opportunities organized by sales funnel stages as entered in your configuration settings (e.g., Intro, Demo, Qualification, POC, Proposal, Procurement)
• Total value of opportunities per stage
• Average health rating per stage

Each opportunity card per sales stage displays:

• Rep assigned
• Close date
• Predicted close dates
• Deal size
• Health score

Creating New Opportunities

• Click Create Opportunity in the top right to manually add a new opportunity
• Note: New opportunities are typically created automatically from meetings

Switching to Table View

1. Look for the view toggle option (Pipeline View/Table View)
2. Click on Table View

In Table View, you'll see:

• Opportunity name
• Amount
• Close date
• Stage
• Forecast category
• Next steps
• Human notes
• Other relevant fields

Customizing Table Columns

1. Click the Customize Columns button at the top
2. Select from available field categories:
   • Static manual fields (including CRM data fields)
   • GTM AI fields
   • GTM AI analysis
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.

Working with the Table

• Sorting: Click on column headers to sort opportunities
• Filtering: Use the filters at the top to refine your view
• Editing: Make changes directly in the table; changes will sync to your CRM if the field is editable
• Note: Some fields may be locked by your administrator

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)
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)
   • Color-coded opportunity cards
     • Based on the Health Score, opportunity cards will be colored green to red to reflect the current state of the opportunity for quick visual identification

Viewing Opportunity Details

Click on any opportunity in either view to launch the Opportunity Detail page for comprehensive information about that specific deal.

Tips and Best Practices

1. Regular Pipeline Review: Check your pipeline daily to stay on top of all opportunities and their progress.
2. Use Filters Strategically: Combine team, time period, and other filters to focus on the most relevant opportunities for your current priorities.
3. Health Ratings: Pay special attention to opportunities with lower health ratings to identify deals that may need immediate attention.
4. Sync Awareness: Remember that changes made in the table view sync to your CRM. This saves time on data entry but requires accuracy when making updates.
5. Custom Views: Create custom column configurations in the table view that match your workflow and the specific data points you need to track.
6. Team Collaboration: Use the team filtering options during team meetings to review specific segments of the pipeline together.
7. Pipeline to Detail Flow: Start with the high-level pipeline view to identify interesting or concerning opportunities, then click through to the detail page for deeper analysis.

The Pipeline feature eliminates the need for spreadsheet gymnastics and manual reporting, giving you back valuable selling time while providing complete visibility into your sales opportunities. By leveraging this tool effectively, you'll spot deal risks early, improve forecasting accuracy, and drive stronger win rates across your team.