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Salesforce Pipeline Analysis Template for Google Sheets

Looking to track your company or team’s core sales metrics? This easy to understand pipeline analysis is the perfect starter kit to help you dig in. This template comes bundled with two of our other most popular sales analysis dashboards.

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Evan Cover Director, BI Engineering and Governance, Klaviyo

Free, pre-built Salesforce Pipeline Analysis Dashboard

Get started in seconds with a dashboard that helps you better understand core sales operations metrics. Compare monthly results for pipeline creation, win rates, average deal age, average deal size, and sales velocity. Easily filter your data by sales team, time period, or opportunity type.

This Pipeline Analysis Dashboard will help you:

  • Automatically populate this dashboard with live data from your Salesforce Org
  • Measure and track key indicators, such as Pipeline Creation, Sales Conversions, and Sales Velocity
  • Slice and dice your sales results by team, opportunity type, and other filters
  • Instantly gain insights into your top-performing teams, regions, industries, and accounts

How to Analyze Sales Pipeline Creation Metrics? 

Examining pipeline creation metrics gives sales teams a comprehensive view of how leads are progressing through the sales funnel. This level of insight allows leaders to identify stages where potential clients disengage, which phases are more time-consuming, and where the highest conversions occur. 

Though specifics can vary across different companies, here’s a foundational guide to set you on the right path

  1. Identify Key Metrics: Start by identifying the key metrics that reflect the health and performance of your sales pipeline. These might include pipeline value, sales pipeline velocity, conversion rate per stage, and sales rep pipeline performance.
  2. Gather Data: Use your CRM tool to collect data on these metrics. This should include historical data for trend analysis, as well as real-time data for immediate insights.
  3. Bring Your Data to Life: Use data visualization tools to create charts and graphs that represent your data. This will make it easier to understand and interpret the data.
  4. Analyze Trends: Look for trends in your data. Are there certain stages in the sales pipeline where leads tend to get stuck? Are there particular sales reps who are outperforming or underperforming?
  5. Identify Bottlenecks: Use your data to identify bottlenecks in your sales pipeline. These are areas where leads are getting stuck and not moving forward to the next stage. 
  6. Implement Changes: Based on your analysis, implement changes to improve your sales pipeline. This might involve training for underperforming sales reps, changes to your sales process to eliminate bottlenecks, or adjustments to your sales strategy to better align with customer behavior.
  7. Monitor Performance: After implementing changes, continue to monitor your key metrics to assess the impact of your changes. This will help you understand whether your changes are having the desired effect, and allow you to make further adjustments as needed.
  8. Repeat the Process: Sales pipeline analyses are an ongoing process where you continually collect and analyze data, implement changes, and monitor performance. This will allow you to continually optimize your sales process and improve your sales results.

You can use the Coefficient Pipeline Analysis Template to streamline this entire process. Each template comes with the ability to refresh data so you can ensure you are analyzing the latest set of data. And since Sales is a team sport, Coefficient allows you to push updates to colleagues for increased visibility. 

How Do You Calculate Sales Opportunities Created Per Month? 

Sales velocity is the rate at which opportunities progress through your sales pipeline to generate revenue. It’s calculated by using the following formula:

Sales Velocity = (Number of Opportunities x Win Rate x Average Deal Size) / Length of Sales Cycle

  • Number of Opportunities: The total count of potential deals in your pipeline.
  • Win Rate: The percentage of opportunities that successfully convert into sales.
  • Average Deal Size: The average monetary value of each deal in your pipeline.
  • Length of Sales Cycle: The average duration it takes to close a deal, from the initial interaction with a potential customer to the final sale.
sales velocity is calculated using a simple formula

What is the Best Way to Visualize Sales Pipeline?

Visualizing a sales pipeline is essential for understanding sales performance and effectively communicating results to stakeholders. Clear visualizations translate intricate data into accessible insights, allowing stakeholders to quickly grasp and act on them.

Most sales pipelines are visualized as funnel diagrams, Sankey diagrams, bar charts, or pie charts based on your needs. Funnel and Sankey diagrams highlight lead progression and bottlenecks, while bar and pie charts display lead counts and distributions, respectively.

Ensure your visuals have consistent colors and concise labels for clarity. Regular updates keep them relevant and reflective of the latest data. For deeper insights, segment data by team or individual sales reps to identify performance trends. Sharing these visuals promotes a unified understanding of sales goals and progress.

Note: While CRMs like Salesforce offer analytics capabilities, spreadsheets are typically more flexible and allow you to combine different data sets together for a complete view, for example,  pipeline gap analysis.

Visualizing sales pipelines helps communication with stakeholders

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