Rating is your assessment of how "good" or valuable a deal is, where the rating ranges between 0 / low and 5 / high. For sales professionals, rating is a business assessment that is pretty important. While you can use your own system, a typical rating scale might be:
- Rating 0: A new, unqualified deal
- Rating 1: A deal your are pursuing - calling, emailing, etc
- Rating 2: Engaged - you are actively selling in this deal
- Rating 3: Engaged & favorable - your selling efforts to this deal are yielding positive results
- Rating 4: Closing but not yet won
- Rating 5: Closed & won
The Rating chart shows you how many of your deals are at each rating (25 have a rating of 0, 36 have a rating of 1, etc) through a pie chart with - at most - five segments.
Chart slice colors
The values move from dark red = low to dark green = high.
- Rating 0 - Dark Red
- Rating 1 - Red
- Rating 2 - Orange
- Rating 3 - Yellow
- Rating 4 - Light Green
- Rating 5 - Dark Green
Sometimes the chart is not there?
If all of your deals are rated 0, then a dark red full circle chart is not of much interest. Or if you have none or only one deal, again there is not much value in a solid color circle pie chart. When all your deal revenue sums to zero, again, the chart does not provide much information.
The program supresses "uninteresting" charts to reduce visual clutter.
Hover your mouse over a chart segment to learn more
Each segment of the chart has a circular hot spot that appears when you hover your mouse above the segment. The details are displayed in a tool tip - "Deals rated 2: 12 (27%)".
Revenue or Count
Your can view either the revenue for each rating or the number of deals at each rating.
In other words, $599 (45%) of my pipeline revenue is rated at 2 (acccck! better get busy!) or 15 (3%) of my deals are rated at at 2.
It is the whole funnel management thing....