Course Code: SM-10
Goal: Use visualization tools like the Pipeline Calendar and Dashboards to dynamically manage and adjust the sales pipeline for real-time visibility and smarter decision-making.

Session Overview

Duration: 1 Hour
Format: Instructor-led (via Microsoft Teams or in-person)
Level: Intermediate to Advanced (Ideal for sales managers, executives, and strategic account leads)

Resources Provided:

• Pipeline Calendar User Guide
• Monthly Pipeline Movement Checklist
• Dashboard Navigation and Interpretation Guide

Learning Objectives

By the end of this session, participants will be able to:

• Access and adjust the Pipeline Calendar to reflect real-time opportunity status.
• Manage monthly pipeline movements and identify bottlenecks.
• Navigate and interpret dynamic Dashboards for proactive decision-making.

Session Agenda

SM10.1 Accessing and Adjusting the Pipeline Calendar

• Locate the Pipeline Calendar view in CUBE Sales.
• Viewing active opportunities by:
• Expected Close Date
• Opportunity Stage
• Assigned Sales Rep
• Adjusting pipeline entries:
• Rescheduling close dates
• Moving opportunities between stages
• Assigning ownership for stalled deals

SM10.2 Managing Monthly Pipeline Movements Efficiently

• Reviewing monthly goal vs. pipeline reality.
• Identifying slippage (opportunities pushed out beyond target dates).
• Proactive rescheduling or escalation strategies.
• Internal sales team pipeline review cadence (weekly or bi-weekly meetings).

SM10.3 Navigating and Interpreting Dynamic Dashboards

• Accessing real-time dashboards:
• Forecast dashboards
• Win/Loss analysis views
• Opportunity stage distribution
• Interpreting key visual indicators:
• Stage velocity
• Deal size trends
• Regional performance comparisons
• Leveraging dashboard data to coach teams and adjust strategies quickly.

Hands-On Preview (Optional if time allows)

• Adjust opportunity close dates via Pipeline Calendar.
• Move stalled opportunities to nurturing or requalification stages.
• View a sample dynamic Dashboard and interpret a sales trend.

Post-Session Action Items

• Setup a monthly review of the Pipeline Calendar.
• Standardize opportunity review and adjustment protocols.
• Assign dashboard ownership and update responsibility per sales manager.

Note: When scheduling, make sure to include this session code: SM-10

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