Sales Process Funnel Thresholds

You can define the thresholds or limits for opportunity details that drive the Sales Process Funnel™ such as the number of days an opportunity has been in a particular Sales Stage, what is an appropriate Funnel ScoreCard® score for a particular Sales Stage, and so on in the Maintain Sales Process Funnel™ Thresholds page. You can maintain threshold sets for multiple Opportunity types if you have set up a Blue Sheet Type field.

To define Sales Process Funnel™ Thresholds:

  1. At the Sales Access Manager Admin Tool Main Menu, click Reference Data Maintenance and then click Funnel or Scorecard Reference Data. The Funnel and Scorecard Reference Data menu appears.

  2. Click the Sales Process Funnel™ Thresholds link. The Maintain Sales Process Funnel™ Thresholds menu appears. This menu lists the sets available for update. If you do not have the Blue Sheet Type field set up, you will see one set named Default. If you do have the Blue Sheet Type field set up, you will see a list of Sheet Types as in the following example:

  1. Click the desired Sheet Type (for example, Default). The <Sheet Type name> Sales Process Funnel™ Threshold Definition page appears.

The following are explanations of the fields on this page:

Option

Description

CRM Stage

Displays the Sales Stage labels from the CRM. If you have excluded a Sales Stage via the Sales Process Funnel™ Stage Allocation page, that Sales Stage does not appear in this page.

Days in Stage

The number of days that an opportunity can remain in the corresponding Sales Stage and still be considered on track.

From Score

The lowest total Funnel ScoreCard® score applicable to the corresponding Sales Stage.

To Score

The highest total Funnel ScoreCard® score applicable to the corresponding Sales Stage.

Revenue Threshold

A value used to control the opportunity circle color in the Sales Process Funnel™. If an opportunity has a revenue amount greater than the threshold value for that Sales Stage and the opportunity does not have a Blue Sheet created for it, the opportunity circle appears red in the Sales Process Funnel™.

  1. Type the desired Days in Stage, From Score, To Score, and Revenue Threshold values next to the applicable Sales Stage.

  2. When you have completed entering the desired data, click Save.

  3. Click the Sales Process Funnel™ tab and verify that the Sales Process Funnel™ displays as intended.

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