Opportunity Fitness

Fitness in Pipeliner CRM is a feature that provides a “state of the nation” view of the health of your Opportunities or Leads. It is an incredibly useful metric evaluated by Pipeliner’s CRM AI assistant, “Voyager – Pipeliner CRM AI”. Fitness is designed to help identify which Opportunities are being proactively managed versus those that are in danger of being neglected. It offers an at-a-glance overview of how each Opportunity is tracking against important criteria.

Understanding Opportunity Fitness

Fitness in Pipeliner CRM is a feature that provides a “state of the nation” view of the health of your Opportunities or Leads. It is an incredibly useful metric evaluated by Pipeliner’s CRM AI assistant, “Voyager – Pipeliner CRM AI”. Fitness is designed to help identify which Opportunities are being proactively managed versus those that are in danger of being neglected. It offers an at-a-glance overview of how each Opportunity is tracking against important criteria.

How Fitness is Evaluated

Pipeliner CRM evaluates the Fitness of an Opportunity by considering three key criteria:

• The Closing Date (checking if it’s in the future).
• Whether scheduled activities are completed on time (meaning no overdue activities).
• Whether there are next steps planned (indicating future planned activities).

Fitness is configurable and uses both pre-defined (system) and custom Indicators. These indicators represent criteria developed to define “Fit” versus “Unfit” opportunities based on your business criteria.

Predefined (System) Fitness Indicators

Through research, Pipeliner CRM has isolated 11 predefined indicators that can be utilized and tailored by most companies:

• Closing Date overdue:The Opportunity’s Closing Date is in the past.
• No Follow-up: There are no Activities (Tasks or Appointments) linked to the Opportunity that are in a Status of “Not Started”, “In Progress”, or “Waiting”.
• Tasks overdue: Tasks linked to the Opportunity are overdue, based on their Due Date. You can define how many days past the Due Date makes a task overdue.<
• Low email outreach: Calculated based on outgoing emails linked with Opportunity Contacts, Accounts, and the Opportunity itself.
• Low engagementEngagement Engagement is the state or process of keeping a specific class of audience (employees, management, customers, etc.) interested about a company or brand and invested in its success because of its perceived relevance and benefits to the audience.: Calculated based on incoming emails linked with Opportunity Contacts, Accounts, and the Opportunity itself.
• Many Closing Date updates: This function compares the number of Closing Date changes from the Audit Log to a defined number.
• Moved to the previous step: Compares if the Opportunity’s current step is further along than the furthest step it ever reached.
• Ranking decrease: Reviews if specific percentages over chosen date ranges have reduced the Ranking probability.
• Sales cycleSales Cycle Sales Cycle is a repeating process characterized by a predictable sequence of stages that a company undergoes as it sells its products and services to customers. overdue: This function compares information from the “Sales Cycle Length” field to a set number in the rules.
• Sales step velocity overdue: This function compares the “Days In Sales Step” value to the expected velocity defined for each sales step.
• Value decrease: Reviews if specific percentages over chosen date ranges have reduced the Opportunity Value.

Fitness is enabled by default for all customers using three predefined Indicators: “No Follow-Up,” “Closing Date Overdue,” and “Tasks Overdue.”

Custom Fitness Indicators

In addition to predefined indicators, companies can set up Custom Indicators based on their custom Opportunity fields.

Configuration and Rules

The company can customize the rules applied to each indicator to indicate its urgency. Indicators can be set for all pipelines, selected pipelines, or specific stages of a sales processSales Process Sales Process is a series of strategic steps or a set of activities aimed at driving sales growth through the alignment of personnel, market insight, methodologies, relevant business units, and technology.. Different Fitness notification levels can be set: “Notice” (least urgent), “Pay attention”, and “Take action” (most urgent and severe). Pipeliner CRM administrators configure these levels and their rules in the Admin Module.

Visual Representation and Levels
The Fitness level is visually presented using a clear traffic light colour-coding system:

• Red: Indicates you have activities or a closing date overdue. This signifies “Pay Attention” or “At Risk”.
• Yellow: Indicates you have no upcoming activities. This signifies “Notice”.
• upcoming activities. This signifies “Looking Good”.

This appears as a colour running vertically within the card in the PipelinePipeline Sales pipelineis a visual representation of the stage prospects are in the sales process. View.

Benefits for Different Roles

Opportunity Fitness provides significant benefits for different roles within a sales organizationOrganization Organization is a cohesive group of people working together and formally bound by a shared identity (e.g., one team, company, club, etc.) and a common purpose (e.g., business growth, athletic victory, etc.).:

For Salespeople

• Provides an immediate visual cue about the health of their deals.
• Helps them quickly identify opportunities that need immediate attention due to overdue tasks or closing dates (Red) or those that are being neglected (Yellow).
• Acts as a reminder to schedule next steps (Green indicates upcoming activities).
• Viewing the details of indicators helps them understand why a deal’s fitness level is poor.
• Encourages proactive management of their pipeline.

For Managers

• Allows for immediate visibility of how well opportunities are moving through the sales process.
• Helps in preparing for one-on-one or group meetings with sales teams.
• They can use Fitness and Filters to see the health of a specific team member’s opportunities (e.g., Scenario “Two” describes filtering to only see Sally’s Opportunities and turning on fitness).
• Can easily sort or group opportunities by Fitness or Owner in the Pipeline View to effectively review their team’s pipeline.
• Allows for focused discussions on at-risk opportunities.

For Management

• Provides a high-level view of the overall pipeline health.
• Fitness and Fitness Indicators can be used in Filters, Reports, and Dashboards to gain insights into the health of the entire sales organization’s opportunities.
• Helps in identifying trends, potential issues across teams or pipelines, and opportunities that may require intervention.
• Supports reporting on deals expected to close or identifying deals past their closing dates.

Viewing and Using Fitness

Fitness can be viewed in several places within Pipeliner CRM:

• As a color-coded bar on the left side of each Opportunity’s card in the Pipeline View.
• Under the Opportunity or LeadLead Lead refers to a prospect or potential customer (who can be an individual or organization) that exhibits interest in your service or product; or any additional information about such entity. Name in the Compact View. Clicking on it provides more information about the relevant Indicators.
• By adding the overall Fitness and Fitness Indicators fields as columns in the List View.
• In the widget in the right-hand panel, when you open an Opportunity (or Lead) record. Clicking the down arrow shows how the opportunity measures up against the specific indicators.
• By hovering over an Opportunity in some views.

The Fitness and Fitness Indicators fields can also be used in Filter criteria and as Conditions in Automatizer Processes. Fitness information is supported in the strong Archive, retaining the indicator status when archived.

Opportunity and Lead Fitness

Fitness can be applied to both Opportunities and Leads. While the concept is similar, a smaller selection of relevant system indicators is supported for Leads. Lead Fitness Indicators are configured separately in the Admin Module.

In summary, Opportunity Fitness is a powerful visual tool in Pipeliner that leverages AI and configurable indicators to provide real-time insights into the health of sales opportunities, enabling salespeople to prioritize effectively, managers to coach strategically, and management to gain actionable oversight of the pipeline, ultimately improving the sales process.