Analyze deals flows between snapshots

Note

If you have opted in for early access, follow the process as specified in Analyze deal flow between dates in early access. The Flow chart provides a visual representation of how the forecast changes between two moments in time. Managers can use flow charts to drill into the specific deals that have contributed to the increase or decrease in forecast commitment, thus enabling them to follow up with their teams and coach their teams on how to improve their forecast accuracy.

Review the following prerequisite before you start using deals flow analysis:

View a deals flow

  1. Sign in to the Sales Hub app.

  2. At the bottom of the site map, select the Change area icon, and then select Sales.

  3. Under Performance, select Forecasts.

  4. Select the forecast, and then choose a forecast period for the forecast.

  5. Select the Flow tab.

    A Sankey chart is displayed, showing the comparison between the two latest snapshots for the selected forecast.

    Deals flow chart

Choose snapshots to compare

To compare snapshots, choose a snapshot from Snapshot 1 and one from Snapshot 2. The list of available Snapshot 2 dates only shows snapshots that are newer than the one selected in Snapshot 1.

Select snapshots for deals flow

After you choose the snapshots, select Run. The chart is updated to display the deal flow.

Analyze snapshots in the chart

The chart has two data categories: Snapshot 1 is shown in the stack in the leftmost column and Snapshot 2 is shown in the stack in the rightmost column.

Note

When you select a user to view the flow chart and the flow chart isn't displayed, the user is added to the hierarchy after Snapshot 1 is taken. An error message appears, stating that there is no data available for the selected user. The order of forecast categories depends on how the forecast columns are arranged in the grid view. The Won forecast category is always on top, and Lost is at the bottom.

Deals flow details

Characteristics of a column

  • The topmost stack in the column displays a summary of the snapshot such as the name, aggregated opportunity amount, and the number of opportunities that are influencing the aggregated amount.

  • The other columns on the stack display the forecast categories and the aggregated opportunity amount for that snapshot in the order defined when the forecast was configured.

  • If any underlying opportunities are added to the forecast while Snapshot 2 is being taken and these opportunities aren't available in Snapshot 1, a New Deals forecast category is added to the bottom of the Snapshot 1 column stack.

  • If any underlying opportunities are deleted from the forecast after Snapshot 1 is taken and these opportunities aren't available in Snapshot 2, a Slipped Deals forecast category is added to bottom of the Snapshot 2 column stack.

View summary and flow

  • When you hover over a forecast category in the stack, a summary of the category is displayed, including the forecast category with snapshot name, the aggregated budget amount, and the number of opportunities that are influencing the aggregated amount. Also, the flow is highlighted to show how the opportunities are trending between the snapshots.

  • This flow depends on how the status of the opportunity in a forecast category of Snapshot 1 changed to the other forecast category in Snapshot 2. If there's no change in the status of the opportunity, the flow remains the same between forecast categories in the snapshots.

View underlying opportunities

  • When you select the forecast category, all the underlying opportunities that are influencing the budget amount are displayed. You can select a flow and all the underlying opportunities that are trending from the Snapshot 1 forecast category to the Snapshot 2 forecast category.

  • In the opportunities grid, you can see the side-by-side comparison of how the granular data for each opportunity—such as owner, value, date, and forecast category—is changing in columns from Snapshot 1 to Snapshot 2.

  • You can't edit the opportunities inline. However, you can select and open the opportunity in an opportunity form and make the necessary changes. The saved changes won't affect the status of the opportunity in the snapshot, because the snapshots are taken at a moment in time by using frozen data.

Deals flow underlying opportunities

Whose deals flow am I viewing?

You can identify whether the selected flow is for a team or an individual by looking at the deals flow heading:

  • If the heading name contains Username (Group), you're looking at a user's team's deals flow.

  • If the heading name contains only Username, you're looking at an individual user's deals flow.

The deals flow of other users that you can see depends on the sales hierarchy defined for you. To learn more, see Forecasts and sales hierarchy.

Analyze deal flow between dates in early access

Note

This is an early access feature. You can opt in early to enable these features in your environment, which will allow you to test these features and then adopt them across your environments. For information about how to enable these features, see Opt in to early access updates.

The Flow chart provides a visual representation of how the forecast changes between two moments in time. Managers can use flow charts to drill into the specific deals that have contributed to the increase or decrease in forecast commitment, thus, enabling them to follow up with their teams and coach their teams on how to improve their forecast accuracy.

Review the following prerequisite before you start using deals flow analysis:

View and understand a deals flow

  1. Sign in to the Sales Hub app and go to Performance > Forecasts.

  2. Select a forecast, and then choose a forecast period for the forecast.

  3. Select the Flow tab.

    A sankey chart is displayed with a comparison between two latest snapshots for the forecast. The order of forecast categories depends on how the forecast columns are arranged in the grid view.

    Deal flown sankey chart

  4. To compare snapshots, choose a Start and End dates from the calendar. The start date should always be older than the end date. In this example, the start date is selected as 1 and end date is selected as 27 in the month of July.

    Select start and end date

    Select Apply. The chart is updated to display the deal flow.

    Deal flow chart between dates

    • The topmost stack in the column displays the date with aggregated opportunity amount, and the number of opportunities that are influencing the aggregated amount.

    • The other columns on the stack display the forecast categories and the aggregated opportunity amount for that snapshot in the order defined when the forecast was configured.

    • If any underlying opportunities are added to the forecast while the snapshot of end date is being taken and these opportunities aren't available in the snapshot of start date, a New Deals forecast category is added to the bottom of the start date column stack.

    • If any underlying opportunities are deleted from the forecast after the snapshot of start date is taken and these opportunities aren't available in the snapshot of end date, a Slipped Deals forecast category is added to bottom of the end date column stack.

  5. To view the summary and flow of a forecast category:

    • Hover over a forecast category in the stack, a summary of the category is displayed, including the forecast category with snapshot date, the aggregated budget amount, and the number of opportunities that are influencing the aggregated amount. Also, the flow is highlighted to show how the opportunities are trending between the snapshots.

    • This flow depends on how the status of the opportunity in a forecast category of the snapshot of start date changed to the other forecast category in the snapshot of end date. If there's no change in the status of the opportunity, the flow remains the same between forecast categories in the snapshots.

  6. To view underlying opportunities, select a forecast category. The opportunities are displayed in a grid with side-by-side comparison of how the granular data for each opportunity—such as owner, value, date, and forecast category—is changing in columns from start date to end date.

    Underlying opportunities of a forecast category You can't edit the opportunities inline. However, in the Action column, select the navigate icon corresponding to the opportunity that you want to edit and the opportunity is opened in a browser tab. The saved changes won't affect the status of the opportunity in the snapshot, because the snapshots are taken at a moment in time by using frozen data.

Whose deals flow am I viewing?

You can identify whether the selected flow is for a team or an individual by looking at the deals flow heading:

  • If the heading name contains Username (Group), you're looking at a user's team's deals flow.

  • If the heading name contains only Username, you're looking at an individual user's deals flow.

The deals flow of other users that you can see depends on the sales hierarchy defined for you. To learn more, see Forecasts and sales hierarchy.

See also

Manage snapshots for a forecast
About premium forecasting