Admin Essentials: Salesloft Deals

Thank you for joining today's webinar on admin essentials SalesLoft deals.

Hope you're all having a great day.

For today's session, our focus is going to be on teaching you how to configure the deals platform, but we will also be talking through how it's actually going to look for your end users here in the beginning.

Few housekeeping items for this webinar. There is a q and a box available, so please find that at the bottom of your screen to be able to submit questions. We will be looking at those questions throughout, so feel free to ask. We wanna make sure that you all understand exactly what deals is going to do and how to configure it.

Secondly, the session will be recorded and distributed. So, you don't have to take notes on everything that we're gonna show you today. You will have access to it after the and then finally, you as you can see in the top right of this screen, if you do not have salesforce, you are not integrated to Salesforce in SalesLoft today, this session is not going to be relevant for you. I wanna be clear.

Deals is specifically only available for our Salesforce, customers today.

Alright. That being said, nice to meet you all. My name is Matthew Wakefield. I am an enterprise consultant here at SalesLoft, and my role is to help customers like yourselves, utilize SalesLoft in a better way, to be successful.

And I'm joined by my colleague, Margaret.

Yes. Hey, everybody. I am a customer success architect. So I work with existing customers to help them with things like their configuration, so things like deals. So excited to talk to you all today about how to configure that.

Alright. So like I said, today, we wanna make sure that after this session, you understand why does deals matter, what's it going to look like for my team, what's the day in the life look like, and then we'll be spending the bulk of the time on configuration, what that should look like for you and your teams. And feel free to follow along as you do so, so that we can actually configure it live together.

So, what is deals, and why should I care? So Salesloft deals is a tool that is designed for your reps to be able to access, easily every opportunity that they're related to, be able to manage those opportunities, update them directly, and integrate all of those opportunities directly into the actions that they're taking. Right? So I'm about to jump into my demo account and show you how, we're pulling together, a user's workflow that they'll so that they'll have access to all of these, settings.

The main problem statement that I want you all to be aware of, which I'm sure you're all familiar with, is how difficult it can be sometimes to make sure our opportunity hygiene is up to snuff. Right? To make sure that our reps are actually updating their opportunities on a daily and weekly basis. What we did when we constructed deals was looked at AEs, looked at reps that were using opportunities, and identified the the issues and the the time sinks that they were interacting with, and built out a platform to make that a little bit easier.

So, a day in the life of deals looks like actually having a clear pipeline, not only having that pipeline be clear, but allowing for then those reps to then have easy one to ones with their managers, and number three, to set standards for how our reps are actually managing their opportunities overall. But, again, you know, all of that sounds great, but then what does it look like? How does it actually work? So I'm logged in here into SalesLoft at, my home page here.

And, of course, what you're typically used to here is rhythm, cadences, all that stuff. Where you'll access deals is here under workspace. So it's the second tab here when deals is enabled for your instance. You may not be seeing it today if deals is not enabled, but you will if it is.

And when it's enabled, you can essentially select that section here under workspace, and we'll show you a pipeline view, which is a pipeline view of all the opportunities, that you might have, related to the specific filters that you have in place. So we'll talk about this in more detail in a bit, but I actually wanna take a step back and, again, paint the picture of what it might look like for, rep on the day to day actually using SalesLoft deals. So deals is not just, one place that you can go to do things. It is also integrated into the actions that reps are already doing.

So if I am for example, I'm in AE, I've got all the tasks that I need to do. You know, I've got people that have replied to my emails that I wanna make sure I follow-up on. I've got meeting follow ups. I've got prep for meeting tasks.

Right? All these different actions that I have to do. What I'll see is there are opportunities related to these tasks. So Dylan at Arrowswift Logistics, I have an open opportunity with this specific person.

And in this email, he's actually telling me, hey. You know, we had a great call. The problem is, you know, your proposal is higher than Acme Corp. Right?

We've got a competitor in the mix here. And deals is actually going to open up right behind that task where I can see information related to that opportunity. And I can say, hey. You know, Based on that email, I actually wanna make sure my competitor is clear here.

I have that in here already. That's great. But maybe that maybe that email from Dylan about, the proposal being too large is going to change my next step. Right?

Maybe I need to come in and add a different next step to make sure I'm following up with Dylan in an appropriate way.

So I can update those opportunities directly as I'm actioning on, a follow-up item.

And not only can I action on it, I can review past activity related to this opportunity? I can see information in here, and I can even say, you know, maybe Dylan is telling me this, but Lucas is actually, my economic buyer, and I wanna make sure that I'm connecting with Lucas on the proposal for Acme two. I can then also book a meeting with Lucas or, give Lucas a call so that I can make sure that I'm moving this deal forward.

That's how deals integrate into the day to day of that direct rep. But we also, of course, again, have that pipeline view where we can look at this more like a a spreadsheet of all the opportunities that we have to you know, I have a one to one with my manager later, and I wanna come in to deals, make sure that I'm updating my next steps before that one to one so that we're on the same page. Again, super easy to do that here. Have a dashboard, that's filtered, to the particular opportunities that I care about, and I can even customize whatever fields I might want to have in that view.

So that's a little teaser of what the day in the life will look like for your end user. Now what we want to do is talk through all the settings in the background that lead to this, and help you make some decisions about what would be valuable for your end users to have configured.

Alright. And then we've got a few screenshots of showing you these particular particular deal views, before we jump into our configuration.

So first thing we wanna talk about are general settings.

Yep.

Thank you, Matthew, for that overview.

So I'm gonna talk through some of the more technical, pieces of the setup here. And one of my favorite things about deals is that there's actually not that much, in terms of configuration. It is fairly plug and play. So things like field configuration, that's completely unrelated. Don't have to do that.

With deals, all you have to do when you log on for the first time to configure the sync is connect to Salesforce. So it's something that you do need to do, outside of doing it on the cadence side. You need to do it on the deal side as well. And the moment that you do that, SalesLoft is gonna have visibility into all of the opportunities that the connector user can see. So we're gonna be able to leverage those, and pull them into our different views.

You do also need to choose a primary amount field.

So this is gonna be important for things like analytics.

We need to have, like, a source of truth in terms of an amount. It doesn't have to be the standard amount field. It can be custom, but you are able to pull an additional currency fields in different places of the platform. So this is all it takes to get the initial setup done. It's really two clicks, and then boom, you're ready to start using. So now I'm gonna actually show you, some additional pieces of, configuration and customization that you can do in app.

So as a reminder, we are sharing the deck after this, and the deck kind of goes through some, of these pieces more in-depth. But I wanna show you actually in app, what you need to do. So when you first navigate to deals, so you've gone to workspace, you've gone to deals, and you've done that initial setup, so you've connected to Salesforce, you're gonna be taken to this pipeline view. And as Matthew said, this is basically a spreadsheet on steroids.

Right? So you're able to see all of the opportunities that fall under a certain set of filters, and you can have different filters for different types of dashboards. But you've got all your opportunities on the y axis here, all your fields on the x, and then all the data scrunched in the middle. Now there are a couple of key benefits to using SalesLoft for opportunity management compared to an Excel, for instance, and one of them is the ability to make inline edits that sync over into Salesforce immediately.

So something that used to take probably lots of clicks either in Salesforce directly or, you know, translating it from Excel to Salesforce, you can now do with just a click of a button.

So that's huge, quality of life improvement for reps. That alone, I have seen lots of joy from. The second major thing is being able to create dashboards for different scenarios. That's something that usually you have to pull in Salesforce admins to do to successfully do that in Salesforce. But in SalesLoft, adding in filters and saving views is incredibly simple. So a rep can do it. A manager can do it.

All you need to do for each dashboard is choose what fields you wanna see. They're gonna have access to all opportunity and account fields that the connector user can see. No field configuration required. And then choose what filters you want for each, of your different dashboards. So maybe you wanna look at, only deals that are a certain record type, so renewals versus sales or a certain close date, things like that.

Once you've added your filters, you can easily save a view, and you can choose whether or not that is a shared dashboard. So do I want this to be something that my entire team leverages, maybe for a team meeting, or is this something that I just wanna see and leverage for myself?

There are a few SalesLoft specific fields that you're gonna see appear here that are not gonna be in Salesforce.

The first is deal engagement score, and this is our way of kind of smartly deciding where the deal lies based on a couple of different, key metrics. So things like, does this deal have activity on it? Have they been sitting in a stage for a long period of time? Do they have stakeholders attached to them? In our knowledge base, we actually outline all the different metrics, that we use for this score.

But this is just a good quick identifier of how a deal is doing. And this is something that under admin settings, under opportunities, you can choose to enable or disable.

Couple other fields that are SalesLoft specific, to dos. So let me actually pull that column to the top here. You can see how easy it is to move fields around.

Now to dos are synonymous with open tasks on an opportunity. So if you were to create an open task on the opportunity in Salesforce, it would sync with our to dos. So this is different from the cadence side of SalesLoft where we only push activities one way. There's actually a bidirectional sync here, between SalesLoft and Salesforce.

A to do is what it sounds like. It's a task that needs to be accomplished. But the nice thing about to dos is you can actually assign them to other, people on your team. So, theoretically, I might wanna assign a task to my sales engineer.

They need to do x y z, for this particular deal to move it forward. And then when that other person logs into deals, they'll see that they have a task assigned to them. So this is another SalesLoft specific field.

And then the third that I wanna touch on is deal gaps.

So a deal gap is something that signifies to you that something needs to be done on this deal.

Now the setup is done up here where you see this this bar.

This is where you can decide what your deal gaps are and how many deal gaps equal red flag versus yellow flag. Basically, how, much needs to be done on a particular deal. There are a couple of out of the box deal gaps that you'll see configured when you set up deals for the first time. Things like the close date of the opportunity is past due. But you are able to easily add additional gaps. And think of these kind of like automation rules if you're familiar on the cadence side.

So you're saying based on these criteria, x action happens, the action is always for us that they have a deal gap. So if an opportunity has a lot of deal gaps, that's something that a manager would theoretically wanna bring up, on a one on one. Like, why does this why are all of these fields not populated and, therefore, they have this many gaps? Or why hasn't activity been done in x amount of days?

So stage being untouched for a long period of time is a common deal gap. You can see we've got a lot here in our in our test environment.

From a use case perspective and, again, feel free to throw in any questions in in the q and a box if you have any questions here. We're gonna talk about how to configure things and have certain fields in certain places. Overall, what I would recommend before you were rolling this out to your team, to have a few dashboards created already. So first things first, if if the expectation is you've got a certain role, maybe it's a standard AE role, and they have a particular amount of fields that they need to make sure that they're updating on a weekly basis.

Having a dashboard created with that, with those fields displayed in that dashboard, shared to the entire team ahead of any rollout of deals is highly recommended. So that number one, they can actually use that on a weekly basis to easily update the opportunities and stay on track with what they need to do. But, secondly, either they can use that dashboard or, there can be a secondary dashboard, that's used for a leader, having one to ones with that rep so that they can take a look at, like, Margaret was saying, recognize any deal gaps or fields that aren't updated, and have that conversation in in real time.

Good callouts there.

Okay. So now that we've seen the pipeline view, I wanna show you what happens when you drill into an actual deal. And Matthew actually showed this a little bit as well, when he was showing the day in the life walk through, but I'm gonna talk actually about how to set this up. So when you click into a particular deal, there's two main pieces of configuration necessary.

So this is your deal status panel, and these are, I would say, the most important fields that anybody would wanna see when they click on a particular deal. So we've got stage. What's the amount? What's the close date?

Like, just, like, the fast facts that you would need about a particular opportunity, the most important thing. So maybe in Salesforce, you know, you've got that top highlight panel when you click on an opportunity. Think of that transferring to deal status.

And then the deal summary panel here, this is gonna be more comprehensive, a lot more fields that you can have included, and you can actually group these based on different use cases. So for instance, maybe you want to have a group of fields that's only necessary for a particular user. So maybe only the sales engineers look at a particular group of fields. So this is where you're gonna be able to include any field that you would want to update or talk about when when you're looking at a particular deal. Deal status is the the most important. Everybody would need them. So like I said, I wanna talk a little bit about the configuration of those.

You do those under admin settings and then go to deal status. So this is where you set up both the fields that you see for deal status and the fields that you see for the deal summary.

And setup is very simple. You'll just search for any field that you wanna see, and you can choose whether or not that field is required.

So, again, like I said earlier, any field that a connector user can see is one that you're gonna be able to pull in here. So any of your opportunity or your account fields are fair game.

And as you can see, normally, for deal summary, you're gonna have a lot more fields listed, probably a lot more categories. Again, sometimes the common use case we see is that different roles will need to look at different fields, so that's why you'll have a lot more visible under deal summary than status.

Now while I'm in settings, I wanna talk about two other important settings that you might wanna consider during the initial setup of deals.

The first is closed lost reason. We've got a lot of fields listed here. You probably won't, but the use case here is when you want to move a deal to the stage close lost, you may have other required fields in Salesforce that need to be populated, I e close loss reason. This is where you can configure those fields. So if I click back to pipeline, if I were to try to move a deal to close loss, you can see I'm immediately met with this list of fields that I need to update.

The second admin setting that I'd like to touch on while I'm here is about CRM object creation.

So you are able to create account contact and opportunity records in deals, and that syncs right back over to Salesforce.

But sometimes, I've worked with teams that don't want their reps to be able to create records directly from SalesLoft for whatever reason. Completely fine. If that is the case, just delete every field under a particular object that you don't want them to create. So if there's no fields listed, then nobody can create an object or record of that type. So, that's that's the solution for for that use case. But if you wanted to add additional fields, you could do that in the same place. So this is where you can basically enable or disable that feature.

Okay. Let me navigate back to my deal status page, and I'm gonna talk a little bit about, a different category here that we haven't touched on yet, which is the buying group. So these are the people that are related to your deal, and a buying group is a collection of stakeholders. So you'll see an app a few different places where we alternate between calling it a buying group and stakeholders. So, again, a buying group is a collection of your stakeholders.

Now these are almost always synonymous with contact roles in Salesforce. So if you use the standard contact role object and you've added contact roles to an opportunity, you will see those records sync over to this panel automatically in SalesLoft.

The benefits of having people related here, there are a few. So first and foremost, it affects things like your deal engagement score. But even more so, it is what allows for activity roll up. So when you go to the activity panel under deals, these are all of these sales left activities that have happened with any stakeholders associated.

We do have an automatic, it's called auto buying group capture feature, where we will automatically pull in people that you're contacting on the Cadence side under deals, and we'll actually tell you if we do that, and we'll tell you why. So, potentially, they are cc'd on an email where there's another stakeholder, and they're clearly associated to that deal as well. So we do some of the heavy lifting for you in terms of getting people associated to the deals, and that way you can benefit from things like the activity roll ups, assuming everything that's been done on those records.

You can also reach out, to those records the same way that you could on the cadence side. Matthew showed this as well. So quick actions here. You can even add them to a cadence.

If the record is a contact role in Salesforce, they haven't been added to the cadence side yet, you can do that from this panel as well. So we try to keep everything in sync with each other so that you can work people from any panel, and you'll always benefit from that activity roll up.

You can also create new stakeholders in the buying group from this panel, and you can configure what fields are required to do that under stakeholders. So I can decide what, my reps need to populate in order for the person to be created and, ultimately, the contact role to be created as well.

Okay. I see a question in the chat. Matthew, have you read that yet?

Yes. When trying to close loss an op through the deals dashboard, I'm assuming maybe if you could, throw another note in the q and a. It it might be it doesn't let me click save. But right now, it says it does let me click save. It is completely grayed out, and all fields are filled out. Any reason why?

I'm assuming you might mean it doesn't let you click save. Okay. Yeah. Doesn't. Okay.

Yeah. In this scenario, the first thing that you wanna make sure that you're aware of is whether the account so similar to what Margaret was describing in the earlier phase of this call, inside of Salesforce, you're only going to be able to do what you're able to do in Salesforce. So if you, for example, can't update the stage for an opportunity that you don't have access to and that opportunity is one that you don't have access to, you should see something to the effect of what you're experiencing today.

That that would be probably the main thing to call out here. The second thing to just be aware of is is is whether, if you do have access to then identify if you have all the fields available that you would need, to be able to to set that, set that record as closed lost.

Yes.

So I would, I should've said this at the start, but when the way that's, deals permissions work is that if a connector user can see a deal, that deal can come over into SalesLoft. If they can see a field, that field can come over into SalesLoft deals. But it is a user's right permissions that are respected when a user tries to write back to those opportunities and fields in Salesforce. So make sure if you need to be able to update a particular field, or your users need to be up able to update a particular field, that they all have right access to that field in Salesforce. Because they may be able to see the opportunity and see the field, but can't make edits until they're granted access on that side. Think of SalesLoft deals as a mirror to your Salesforce. If you can't do it in one place, you probably can't do it in the other as well.

And speaking on, permissions, that actually leads me nicely into talking about some of the additional permissions, that you can configure in CellSoft.

So these two things are actually located on the the cadence side of your settings, and the first is under access and visibility. So if you want to fully lock down what a user can see in terms of opportunities based on ownership, you can do that here. So I can say, I only want my users to see opportunities that they own. So this will restrict them from seeing or editing any other opportunity in deals.

There are a few other permissions.

I'm gonna navigate under roles and show you those here.

So go all the way down to deals.

And you'll notice we've got a few other permissions associated with deals as well. Some of them are forecast specific. We'll touch on that shortly. But things like, can they see deals at all? That needs to be enabled, and then things like deals analytics. If you want people to be able to see the reports that come out of the box with deals, you need to make sure that they have that turned on.

And last setting that I'm gonna touch on that's on the cadence side is under goals. So this is important for things like coaching.

You need to set goals, for deal specific metrics like new pipeline added, opportunities created, closed won.

Those are deal specific. So if you want to fully leverage the reports under coaching and the deal specific reports and you wanna see how your reps are doing against certain goals, you need to set goals for them under the goal management settings here. So new pipeline added, I would say, let me set that for all of my reps here.

Okay. And then now I believe I'm gonna hand it back to Matthew, actually, to talk about those analytics that I mentioned.

Absolutely.

So just to revisit again what I would recommend here, if we're thinking about what would be super important to have on day one. We talked about it. Right? First of all, have some dashboards that are created for the reps, default dashboards that they can update the opportunities that they would need to, dashboard that they would also be able to use in one to ones with their leaders.

The other piece that I would definitely want you to make sure you do, is when you're coming into the deal view to make sure that there are fields, that are mapped, that are available here that also make sense to update based on the typical day to day for your reps. So you can categorize these in in certain ways. If you want to, you can break it down to even do it by, you know, your medic or med pick or whatever you might use today. You can categorize those fields so that, again, we can have clarity for what should be updated, and, so that the team can start using deals well from from day one. But that being said, now that we have deals enabled, right, now that we've started rolling it out, what additional analytics do we have available? So what you'll see again when deals is enabled, there's a new panel, underneath the analytics tab called pipeline review.

So what pipeline review is going to, present to you are a few different reports. It's going to pull in all of those opportunity all of that opportunity level data, that we just talked about, and put it in a few different charts that allow your leaders to make some decisions or draw insights based on how the team is doing. So first thing you'll see here is a deal overview.

The first thing that I should call out is, like Margaret just talked about, you'll actually see goals populated in this section if you have filled out those goals, which again are in settings and then under the goals tab, on the Cadence side.

Once those goals are populated, depending on who you're looking at, depending on what group or user, you'll be able to see their progress against that goal for the particular time frame that you are looking at.

When reviewing this overall report, what we're seeing are a few things. Then you'll see is a projection for your estimated, revenue or pipeline that you're expected to bring in.

If you're ever confused about any of these, high level descriptions, you can, of course, hover over these sections here that are gonna give you more information.

The weighted pipeline, of course, will, be a weighted pipeline for all of the different, opportunities that you have in your pipe set with a close date in that time frame. And then also just looking at the stage weighted probabilities, if it's in a lower probability, there's a less of a chance that that revenue is gonna come in. If it's a if it's in the later stage, there's a higher chance. And then that projection will, of course, just add up that weighted pipeline that's still open to the close one, that you already have closed for that quarter.

So, again, giving you overall views of information you probably already are aware of, just based on the ways in which you typically track those, but making it easy to see that here inside of deals. And the second that you'll be able to see, a visual here for our pipeline help. So on the left hand side, what we're seeing is a visual, for the x and y axis. So, essentially, the stage, on the x axis and days and stage on the y axis.

So what that's telling us is how many how much of our pipeline is sitting in proposal, for example, and how long has it been sitting there. So, for example, in this scenario, we see it's shaded based on the actual concentration of those deals that are in that area. So we can see here, we actually have a large amount of pipeline sitting in the negotiation phase, one of our later stages, and it's only been sitting there for a small amount of time. So it's super critical that we are going to keep moving that pipeline over.

But, you know, we might this might indicate us indicate to us some other, some other insight that that's valuable to take off. Maybe if we see, hey. There's a lot of pipeline sitting in needs analysis that's over thirty thirty days, that can give us an indication of, hey. Maybe we need to explore our current sales process and see, you know, why are do we have deals sitting in this stage for this amount of time?

Are there different actions that we can put in place to to move that, to move the deals in that timeline, on a faster process?

And then on the right hand side, what we'll see here is the pipeline by close date, which will break down, how much pipeline is actually sitting, in those particular months that we're looking at according to the stages that they're in. So, again, just another visual here. For both of these reports, we can also look at it from a deal gap perspective. So that can be, again, an indication of, hey.

You know, we actually have a lot of revenue sitting in this, needs analysis phase because there are actually a lot of deal gaps aligned to it. So that means that, you know, we're actually just neglecting that that, particular part of the opportunities. And maybe they're actually not even supposed to be in needs analysis. Maybe the reps just haven't updated those particular opportunities.

And, again, we can see this, pipeline by stage by weighted pipeline instead of, standard pipeline as well to just, again, look at that given actual, pipeline breakdown.

Alright. Seeing a question here. Is there any AI driven product pipeline that offers more robust tracking and assistance with Medpix similar to Gong but beyond keyword tracking like a smart tracker. We use both SalesLoft and Gong, but each only gets us seventy five percent of the way.

SalesLoft is better for engagement, while Gong is more robust for deal tracking. So we're trying to see what might be coming down the line for SalesLoft. Yeah. Great question, Josh.

In general, I would say stay tuned.

There's a lot of work that our product team is is working on to, again, essentially provide all this data to you in an easier way. We actually have something called, or or, essentially, a new part of our analytics that we'll be releasing to you shortly. So stay tuned for that.

In general, right now, you you kinda have a good picture of it. Right now, we don't offer any automated AI, AI generated analysis of of your deals.

But, again, like I said, stay tuned. We're we're we're changing that shortly.

So if you aren't already available or are if you aren't already taking advantage of our champions hub, and the resources that we have available, please do so. You can find that by selecting your name in the top right hand corner. The champions up here, we have information on upcoming product releases, information on, discussion forums, and a lot of, a lot of good stuff there. So alright.

Yeah. Great question. And, yeah, exactly. Those questions are the ones we wanna solve. Right? We wanna make sure that this is all, super effective and efficient for you.

Alright. So we talked about the deal overview page. Next part of our analytics here is our flowchart. So our flowchart, is really just a pretty graphic that we can look at, and then we can move on.

Just kidding. Flowchart is going to tell us. So first things first, we'll see at the top, we're seeing filters here, for a particular period that we're looking at. So in this case, we're looking at this quarter.

You know, maybe we wanna look at, a past quarter to to look at how those deals actually went through the pipeline. And then we can look at our owners. You know, we can look at all the groups underneath revenue leadership or a particular, a particular group that we wanna see in, specifically. Then we can see, you know, what categories depending on, you know, what stage, and what we would focus on.

For each of these, sections here, what we're seeing is essentially for all of the, for all the opportunities that started in pipeline for this quarter that I'm looking at, where did that pipeline end up at the end of that time frame? So, again, in this case, I'm seeing a lot of deals, that were lost, right, about nine hundred and twenty four k, and then about one point four million actually went idle. So I can see those seven opportunities. I can see them actually move to idle.

What I can do is say, okay. I see a a the largest amount of revenue for this time period in pipeline that went idle. Let's actually take a look at these opportunities and see what were what were the scenarios with these opportunities. Right?

This is what allows you to then take a look at the deal. It'll actually pop open the deal view that you would typically see on deals, be able to see, okay. What were what was the activity like? Did we, you know, for some reason, for all these deals that went idle?

Is there some sort of some sort of common trend here? That can be an indicator that we need to work on training for our team in a certain way. That's what this, specific chart really allows me to do is dive into those trends as it relates to how, we started the quarter and ended those particular time periods.

Alright. In addition, we then have our conversion rate pipeline. So our conversion rate here, is going to give us a few things. The first is it's going to show, again, for the time period that you're looking at, so this calendar quarter.

It's gonna show me where were the closed opportunities, where did they end up, and where did they start. So what we can do is see, hey. You know, out of the eight hundred and seventy seven opportunities that we started this time period with, we ended up with eighty seven of those closed one. Where did all those opportunities that fall fell off?

Where did they fall off? And, again, providing you an opportunity to identify and look into your sales process to see where are some areas that were missing the mark. So here I can see okay. Here are all the qualification opportunities that converted to the next stage, but then we actually lost a four hundred and fifty eight.

Right? Maybe that percentage, that forty eight percent conversion rate is typical for us. That's what we expect from that first stage since those are, you know, lower qualified deals, deals that we're not sure are really a good fit for us.

But maybe, hey. Maybe that's actually a really high number. Maybe it's seventy six. Maybe it's an area for us to, again, take a look at those opportunities, and actually identify, you know, what about these opportunities was unique. Is it actually instead something to do with the way that we're sourcing these opportunities?

Again, helpful a helpful view for you to be able to to analyze that. And then at the bottom here, what we'll do is actually break it down by rep so you can actually understand, okay. These conversion rates at a higher level, maybe there are actually particular reps that are struggling with certain parts of the sales process so that this can serve as a really useful technique for those frontline managers to actually coach their reps on where they should be focusing more, in the deal process to hopefully improve going forward.

Alright. So those are all the new analytics here. Just wanna give a quick shout out to the fact that coaching is also available. Of course, coaching, we can set different panels for closed, new pipeline added, closed one, etcetera. All that's in here already.

Individual coaching goals, you can set as well. You can also use those pipeline added, close one metrics for this as well.

But, again, those are aspects that are, of course, already available to you even without deals.

Alright. So that was, our pipeline review analytics, all the different things that we're adding on the analytics side as soon as you enable deals. However, we do also wanna give a shout out to those customers that use forecasting.

If you are not using forecasting, which, again, I imagine you aren't if you're at this, at this call about deals, we do also have an additional product available for purchase that allows you to actually forecast within the sales auth as well. Similar to what you've seen with all of the other functionality that we've shown, it allows you to forecast and actually be able to see in app direct, correlations to the deal view, to the activity that's occurring, and also giving reps an easy way to, again, go in, set their forecast as they're actually setting their forecast, be able to update the opportunities that would be related to that op. So, again, if you're interested in forecast, feel free to reach out to our sales team or your CSM, to hear more about that plug since it is, definitely like the second half of deals.

Alright. With that, we have additional resources available. Again, if you have any questions, for anything that we've shown today, please throw those in the chat.

Resources that we have available, we have, again, this deck available to you. We'll have the recording shared as well. We have some links here to particular articles on our knowledge base for deals, and we actually have specific certifications available as well. So if you have not also gone to our learning hub within our champions hub, please do so.

You can get a law certification there, and get a badge for your LinkedIn. To show you how to get to these places, again, you can select your initials in the top right hand of the screen. You'll be able to see the champions hub link links to our help center. Then you'll also see this ask a question section.

If you haven't seen this before, this is actually a direct AI bot that allows you to ask questions about any functionality related to SalesLoft, and then we'll actually tag in, related articles for you to take advantage of. So please take advantage of that as well if you have not already. Definitely helpful here as you're getting started here with deals.

Alright. With that, that was the bulk of our content for today.

Any questions available? We'll just give it a few minutes just to see if there's anything left here.

Alright. And while you're thinking about questions you might have or might not have, in the deck, there are additionally a lot of appendix slides that we didn't cover in detail today, that will just also be additional resources for you to refer back to with a lot of the functionality that we showed today, just at a at a detailed level so that you can view it outside of the recording.

Alright.

Not seeing any other questions come through.

Thank you so much for being here.

We really appreciate you. It was super valuable for you. Please take advantage of the resources available to you. Work with the team to, get this up and up and running, and, yeah, happy lofting to you all.