Feature Overview

The Pipeline Benchmarks setup enables administrators to configure custom filters and criteria for calculating pipeline metrics such as conversion rates, deal flow, and sales velocity across different business segments. This feature allows organizations to define specific opportunity subsets for pipeline analysis, ensuring that performance metrics are calculated against relevant and comparable datasets.

How It Works

The system provides a tabbed interface for managing different pipeline benchmarks, each with configurable filter criteria:

• Benchmark Configuration:
  • Custom Filters: Define specific criteria for which opportunities to include in each pipeline benchmark calculation
  • Segment-Specific Benchmarks: Create separate benchmarks for different business segments (e.g., product lines, regions, deal sizes)
  • Performance Metrics: Configure benchmarks for conversion rates, deal flow, and sales velocity tracking
• Filter Types Available:
  • Opportunity Attributes: Filter by deal size, industry, region, sales rep, or custom fields
  • Pipeline Stage Criteria: Include opportunities based on current stage or stage progression
  • Time-Based Filters: Focus on opportunities within specific time frames or aging criteria
  • Complex Logic: Combine multiple criteria using AND/OR logic for precise segmentation
• Real-Time Updates:
  • Benchmarks automatically recalculate when new opportunities meet the filter criteria
  • Changes to benchmark filters immediately affect future calculations
  • Historical data is preserved for trend analysis Admins can review summary cards that display metric definitions and last refresh times, while inline validation prevents saving incomplete or conflicting filter logic.

Use Cases

• For Admins: Create segment-specific pipeline benchmarks to monitor performance across different business units and identify optimization opportunities.
• For Revenue Operations: Configure benchmarks by deal size or product line to optimize pipeline management and resource allocation.
• For Executive Teams: Establish benchmarks for key pipeline metrics to monitor sales effectiveness and forecast accuracy.

See It In Action

Requirements

• TruSales Admin, Super Admin, or Organization Admin role permissions for Setup module access
• Configured sales process stages and pipeline classifications
• Understanding of business segmentation needs for relevant benchmark creation

Highlights

• Segment-specific filters unlock conversion analysis tailored to each business unit
• Summary cards and refresh timestamps keep benchmark context front and center

Need Help?

Contact your Customer Success Manager for guidance on creating effective pipeline benchmark filters for your organization, or TruSales Support if you experience any technical issues with this page.