Sales Process Guidance & Enforcement

An accurate sales forecast and efficient sales process requires a well managed sales pipeline.

TopOPPS provides an intuitive and visual sales pipeline view. It allows drill down to the supporting information and buyer/seller interactions about an opportunity. Users can update the status and activity in the same interface so accuracy and context is maintained. Users can pivot the view to view an opportunity from different perspectives including:

Opportunity detail including email content
AI calculated Opportunity Health Score
Sales Rep Performance
Alerts/tasks/next steps

Sales Pipeline

Pipeline Filters

Ability to filter the pipeline by Sales Process, Sales Hierarchy, or any other pre-built or on-the-fly filters you would like to create

Pipeline By Stage

The Pipeline By Stage dropdown provides flexibility to change the perspective of the columns, from pipeline stage (Close Won/Pricing Agreement, Proff-Point etc. as driven from your CRM), to Pipeline By Forecast Category, Pipeline by Sales Rep, or Pipeline by Close Date, moving the focus to the most important view.

Opportunity Tile

The Opportunity tile displays high level information about the opportunity, including drillable information like Opportunity Name, TopOPPS AI driven health score, Sales Stage or Forecast Category, Sales Rep and drillable visual clues as to: recent changes forward or back in the sales pipeline; number and details regarding alerts; attainment of key milestones; next steps; recent activity.

Totals By Pipeline Stage or Category

Summary totals at the top of each column show the pipeline value at each stage/category of the pipelines.

Tasks, Alerts and Forecast

The tasks and alerts icon show the total number of Tasks & Alerts to be completed or requiring an action against the opportunities shown on the pipeline. The forecast shows the current system forecast. These three icons are drillable to allow the user to update tasks, take actions on alerts or pivots to the forecast screen to understand the monetization of the forecast.

(Mouse over "+" for more detail)

TopOpps validates the sales pipeline with predictive and prescriptive analytics. It infuses AI throughout the sales process to support process compliance and identifies winning strategies for each opportunity. As AI learns, a winning process is refined and enforced.

AI Driven Alerts Guide the Sales Process

Sales guidance and enforcement is managed through the sales pipeline view. The two icons in the upper right side of the screen identify:

Sales Pipeline My Tasks Open tasks assigned to an opportunity

Sales Pipeline Alerts AI driven alerts requiring action on the opportunity

Alert List

The Alert List shows all alerts associated with opportunities listed on the sales pipeline view. The pipeline can be filtered by any opportunity attributes, sales processes or sales rep/sales managemnt hierarch

Taking Action

Clicking on an alert takes the user to the part of the application where they can take action to resolve the alert

Open Alert List

From the icon on the upper right of the screen the user is able to view all alerts on all opportunities shown on the pipeline view

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The alerts can be both AI driven based on most successful sales patterns in close-won opportunities and prescriptive rules. Alerts can be viewed and action can be taken from the:

Sales Pipeline view as shown above – all alerts are shown for all opportunities shown on the pipeline view
Detailed opportunity view – all alerts are shown just for that opportunity
Sales Rep Coaching Screen – all alerts are shown just for that sales rep

Alerts are actionable. They guide the sales process along the AI driven winning strategy. Alerts support enforcement of winning sales rep behavior. Users can resolve alerts by clicking on them to be prompted to resolve them.

How to Create a Winning Sales Process

This guidebook outlines four key steps to define and execute sales process rigor including:

Create Sales Stages
Define exit criteria and milestones for each stage
Analyze data on milestones and stages to optimize the process
Use automation to enforce the process

Includes Workbook

How to Eliminate Pipeline “Junk”

A quick guide to locating the gold in the pipeline and clearing out the junk! A healthy pipeline helps sales teams focus on the right opportunities so sales reps aren’t chasing everything and win rates increase. Learn how to mitigate the pipeline data problem every sales team faces.

The Practical Guide for Analyzing the Pipeline

Learn how to analyze your pipeline and predict early on if you’ll hit your number. Also learn how to estimate how much new and total pipeline you need, how to identify when an opportunity is getting stuck and how to calculate pipeline conversion percentages at each stage.