What is a Sales Opportunity Report with Trend Analysis?

Sales opportunity trend reports are considered pipeline and sales person analysis tools. They are often used by sales managers to review how the company in total and each sales person are doing in terms of volume of opportunities received and how many of these they turn into won deals. Some of the key functionality in this type of report is that it dynamically displays opportunity metrics for the past 18 months. The top of the report shows the number of opportunities each sales person received each month and the average per person. Further down in the report (not visible in the screenshot below) there is a section for each person which shows # of opportunities received, how many were won, % win ratio and % average win ratio for the team. The latter metric provides an important benchmark for each person’s performance. The chart and the color highlighting simplifies the analytic experience of the report. You find an example of this type of report below.

Purpose of Sales Opportunity Analysis Trend Reports

Companies and organizations use Opportunity Analysis Trend Reports to easily track and benchmark each team members ability to win deals as well as the trend in the historical opportunity pipeline. When used as part of good business practices in a Sales department, a company can improve its sales team performance by coaching individuals with lower win ratios as well as reduce the chances that sales managers don’t notice important trends in total opportunity pipeline or miss individuals that are trending downwards.

Opportunity Analysis Trend Report Example

Here is an example of a Sales Opportunity Trend Analysis Report with win loss analysis (not visible in screenshot below) by person.

Sales Opportunity Report Example with Trend Analysis

Sales Opportunity Report Example with Trend Analysis

You can find hundreds of additional examples here

Who Uses This Type of Report?

The typical users of this type of report are: Sales managers, sales team members.

Other Reports Often Used in Conjunction with Opportunity Analysis Trend Reports

Progressive Sales Departments sometimes use several different Opportunity Analysis Trend Reports, along with pipeline funnel reports, marketing and sales KPI reports, opportunity dashboards, win-loss reports, sales forecasts and other management and control tools.

Where Does the Data for Analysis Originate From?

The Actual (historical transactions) data typically comes from CRM systems or enterprise resource planning (ERP) systems like: Microsoft Dynamics 365 (D365) Finance, Microsoft Dynamics 365 Business Central (D365 BC), Dynamics 365 (CRM), Microsoft Dynamics AX, Microsoft Dynamics NAV, Microsoft Dynamics GP, Microsoft Dynamics SL, Sage Intacct, Sage 100, Sage 300, Sage 500, Sage X3, SAP Business One, SAP ByDesign, Acumatica, Netsuite, Salesforce, Hubspot and others.

In analyses where budgets or forecasts are used, the planning data most often originates from in-house Excel spreadsheet models or from professional corporate performance management (CPM/EPM) solutions.

What Tools are Typically used for Reporting, Planning and Dashboards?

Examples of business software used with the data and CRMs/ERPs mentioned above are:

  • Native ERP report writers and query tools
  • Spreadsheets (for example Microsoft Excel)
  • Corporate Performance Management (CPM) tools (for example Solver)
  • Dashboards (for example Microsoft Power BI and Tableau)

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