What’s Changed within Dealmaker Performance Coach gives you the complete picture of what has happened to your pipeline over time. It’s the vital link of movement and velocity between 2 snapshots, 2 points in time. You can see where deals have moved to, to where, or whether they have stayed in the same sales stage.
You also need to make sure you have a good mix of deals in your pipeline, and keep on eye on whether the deal mix changes because deals have increased or decreased in value. A decrease in deal value over time may mean your team are discounting on price or not qualifying the deals properly.
Mouse over any asterisk next to a value and Dealmaker will tell you the increase or decrease, then you can drill into the detail and focus your efforts on the problem.