The Digital Sales Platform supports managers and sales representatives by providing signals which can be used to prioritize the opportunity pipeline and monitor which opportunity closes within a given time, which opportunities are likely to stall, etc. Those fields are ‘Days in Sales Phase’ and ‘Sales Cycle (Duration)’ and help users to monitor sales cycles and gauge sales performance improvements.
Days in Sales Phase
It is important for sales management to identify deals at risk. This field displays the number of days since the opportunity entered the current sales phase and can be used by sales representatives and managers to identify opportunities that have been in the current sales phase for too long (i.e. opportunities or deals that have stalled). In order to activate the calculation, an administrator needs to enable a ‘System Process’ according to the following figure.
Note: The recommended cadence is to be calculated once a day according to the CRON expression as indicated in the image above.
Once calculated, the field is displayed on the opportunity header as well as on the cards on the opportunity pipeline view:
Sales Cycle (Duration)
This field shows the number of sales between the Opportunity ‘Start Date’ and ‘Expected Closure’ fields identifying how long it took to eventually close a deal. The system calculates the exact number of days between the aforementioned fields on saving the opportunity. This helps measure the velocity of deal execution.
The 'Start Date' is defaulted based on the 'Created Date' and can be overwritten by the user.
Note: After the 20/11 release, a migration report is required to populate the 'Start Date' which is taken care of by Customer Success.