Sales Performance, CRM & Pipeline Velocity Analytics

Instructor: Alaa Hady · Language: English or Arabic · Suggested duration: 1–2 days · Level: Intermediate (Level 200)

Objectives

• Model CRM opportunity pipelines (Salesforce, Dynamics 365, HubSpot) alongside ERP invoiced revenue.
• Track quota attainment, pipeline coverage ratios, stage-to-stage funnel conversion, and sales velocity.
• Implement Pipeline Snapshot comparisons to visualize how the sales pipeline changed week-over-week (New, Pulled-In, Pushed-Out, Increased, Decreased, Won, Lost).
• Build actionable dashboards for Sales Reps, Territory Managers, and Chief Revenue Officers (CROs).

Outline and contents

1. Sales data architecture: bridging CRM Opportunity/Lead tables with ERP Order/Invoice fact tables and Sales Quota targets
2. Core Commercial KPIs: Quota Attainment %, Pipeline Coverage Ratio (3\times target rule), Win Rate %, Average Deal Size (ACV/TCV), and Sales Velocity formula
3. Funnel & Stage conversion analysis: identifying stage bottlenecks, stalled deals, and pipeline aging buckets
4. Pipeline Bridge / Waterfall Analytics: comparing Snapshot A vs. Snapshot B to explain exact changes in open pipeline value
5. White-space analysis, customer concentration risk, and Price-Volume-Mix analysis across territories and product lines
6. Evaluating Sales Forecast accuracy by forecast category (Commit, Best Case, Pipeline) and rep historical bias
7. Designing role-specific views: CRO Executive Summary, Sales Manager Coaching view, and individual Account Executive action tracker with RLS
8. Hands-on Lab: Building a CRM Pipeline Bridge, Quota Attainment & Sales Velocity Dashboard

Target audience

Sales operations (RevOps), commercial analysts, sales managers, CRM administrators, and business development leaders.

Expected outcomes

Participants can transform messy CRM data into an objective pipeline inspection engine that exposes deal slippage early, improves forecast accuracy, and guides sales coaching.