Only available with Adaptive Insights for Sales
During sales planning you often need to identify sales opportunities available in a territory, an industry, or market segment. Categorizing opportunity data helps you decide how to equitably distribute opportunities to your sales representatives. Usually, opportunity data gets collected as transactions in a CRM system, such as Salesforce. Within Adaptive Insights, you create a cube sheet and cube accounts to load those transactions. You then associate sales representatives to their opportunities in the cube sheet.
Your opportunities cube sheet needs:
- Cube accounts to accept transaction data from your CRM. You imported this data into a transaction table or modeled sheet. It includes information like customer count, customer ARR, forecast ARR, opportunity count, TAM count, TAM ARR, or TAM Employees
- A dimension for level, containing how your sales department is organized.
- A dimension for sales representatives, with each sales representative selectable as a dimension value.
- A dimension for each of the other opportunities categories like industry, segment, or market with each possible choice as a dimension value.
- A dimension for stage, with each stage in the sales pipeline as a dimension value.
Before You Begin
How You Get There
Go to nav menu > Modeling > Model Management > Level Assigned Sheets
- Create the Opportunities cube sheet.
- Create cube accounts for your CRM opportunities data.
- Add the opportunities dimensions and select the accounts.
Create the Sheet
- Click New Sheet
- Name the sheet Opportunities.
- Select Cube from the sheet dropdown.
- Give the sheet an account prefix. Like OC for opportunities cube.
- Click Next.
Create Cube Accounts for Your CRM Opportunities Data
You need one cube standard account for each of the transaction data columns you want to model in your cube sheet. For more on Manage Transactions Tables for sales data, see Manage Transaction Tables. Name the cube accounts after the columns in your CRM. For example, if your opportunities transaction data includes a column,
OpportunityCount, create a cube standard account called
- Click Cube Accounts.
- Click Create new cube standard account.
- Enter an account code that matches your CRM data's column name. For example, if your CRM transaction data for forecast ARR is
FARR, give it an account code of
- Name the account after the data you need to import. Use a human readable name like Forecast ARR.
- Give the accounts these settings
- Rolls up to Opportunities.
- Account type Cube (periodic).
- Level/Dimension rollup rolled-up values.
- Actuals overlay Enable actuals.
- Display as Currency.
- Click Save to save the account details.
- Repeat the steps for each opportunities account you need to import data to.
Add the Dimensions and Select the Accounts
- Navigate to the sheet overview.
- Click Dimensions, Attributes and Levels.
- Click Dimensions in the Elements pane.
- Drag the sales representative dimension that contains your sales representatives as dimension values into the canvas.
- Click Accounts in the canvas.
- Select all of the accounts in Accounts Properties you created for your opportunities transaction data from your CRM.
- Click Save to save the sheet.