Pacing

A 5-minute overview of the Pacing chart

Step-by-step walkthrough:

1.) Understanding time ranges

• When you select a time range, the total value of closed won Opportunities will always be zero for the first week, month or quarter that you've selected.
• Weflow then shows you how the value of Opportunities, e.g. by Forecast Category or Stage, changes over time.
• You may see increases in Closed Won and decreases in Pipeline.
• Closed Won will always increase from left to right.
• Other categories or stages may fluctuate depending on your sales motion, pipeline generation and underlying methodology.
   

2.) Looking at the current week, month or quarter

• A grey quota bar represents unfinished (or current) weeks, months or quarters.
• This means that Weflow does not show you the state of the current month.
• The pacing chart is not meant to track the detailed progress your company experiences, e.g., within a month or week (it's best to use the Waterfall or Pipeline Views for that), but to give you an aggregated view of your overall pacing towards your company's revenue goals.

💡 Recommendation: Weflow recommends using the Pacing chart to examine the entire financial year.

3.) See related Opportunities by clicking on a bar

• You can click on the bars to look at the associated opportunities.
• While the Pacing chart shows you historical values, the slide-up shows you the current state of these opportunities.
• Because you are looking at the current values in the slide-up, you can edit the fields and change your records synced to Salesforce.
• You can also use the sidebar by clicking on an opportunity name. Again, here, you can drill deeper into the deal activity, make changes to specific fields, send chatter messages, or look at related records.
   

4.) Weighted Pipeline + AI Projection

• Weflow lets you look at the weighted pipeline value. The weighted pipeline uses stage probabilities, which you can define in your Salesforce admin settings.
• In addition, Weflow gives you an AI-powered projection.
• This projection is trained on your company's data, considering your seasonality, historical win rates, total pipeline value, pipeline generation, and coverage.
• The AI projection can only be used to examine larger timeframes, so it cannot be used to examine the current quarter, for example.
• If insufficient data is available or your sales motion changes significantly, the projection will become less accurate.
• We recommend partnering with our customer success team to ensure the projection is accurate for your business needs.