Drive Sales Team Accountability with Pipeline Inspection

Pipeline Inspection gives sales teams a single view of their pipelines with key metrics, opportunities, and weekly changes in close dates, amounts, stages, and forecast categories. With these insights, sales teams can focus on the most important opportunities, and sales managers can spend more time coaching reps to close more deals.

Where: This change applies to Sales Cloud in Lightning Experience in Performance and Unlimited editions.

When: This feature is available in production shortly after all instances are upgraded to the Summer ’21 release. To see the feature in sandboxes, run Match Production License or request a refresh after the feature is available in production.

Who: To use Pipeline Inspection, users must have the Pipeline Inspection permission set.

How: From Setup, in the Quick Find box, enter Pipeline Inspection, and then select Pipeline Inspection Setup. Turn on Pipeline Inspection and verify that you have Historical Trending enabled and configured for opportunities. Add the Pipeline Inspection button and assign the Pipeline Inspection permission set to the users who you want to have access to Pipeline Inspection.

When enabled, users access Pipeline Inspection from the Opportunities tab.

Pipeline Inspection page screen shot

Greater visibility into pipelines means sales managers and reps can more accurately forecast their revenue. Sales teams can filter the Pipeline Inspection view multiple ways. Use the quick filters to narrow the view by time period, team, or sales rep (1). Click any of the pipeline metrics, such as Moved In, to see a list of matching opportunities (2). Or refine the view with filter criteria (3).

Filtering the view using the pipeline metrics allows sales managers and reps to identify areas of the pipeline that they want to address. For example, Moved In (3) shows the deals with close dates that were moved into the selected period from a later one.

To help sales managers and reps identify deals that need more attention, recent changes are highlighted in the opportunity list. Changes to amounts, close dates, forecast categories, and stages are highlighted with red and green text and arrows. To see what changed, and when and who made the change, hover over the highlighted text (4). Also, details about recent activities on an opportunity are available when users hover over the value in the Recent Activity field.

To view these insights in Pipeline Inspection, Historical Trending must be enabled for opportunities.