Timeline Score

Deal Age

• What it is: Measures the age of the deal from the creation date to the current date or close date. Calculated as the difference in days.

• Why it's important: Understanding how long a deal stays in a particular stage can help identify bottlenecks and inefficiencies in the sales process.

• How is it calculated: Difference between close date of a deal, if deal is closed and now. Otherwise is a difference between create date of a deal and now.

• How to improve:
• Monitor deals regularly to ensure they progress through stages in a timely manner.
• Identify and address any roadblocks causing delays.
• Use automated reminders and follow-ups to keep the deal moving.

• Technical Name: deal_age_days

Number Close Date Pushed

• What it is: Counts the number of times the close date has been changed.

• Why it's important: Frequent changes to the close date can indicate issues with deal progress and forecasting accuracy.

• How is it calculated: Count how many times close won date was changed. If there is no close won date by default added, it must be added manually.

• How to improve:
• Set realistic close dates based on historical data and deal complexity.
• Regularly review and adjust close dates as needed to maintain accuracy.
• Communicate clearly with the client to set and manage expectations.

• Technical Name: number_closed_date_pushed

Next Meeting Start Time

• What it is: Tracks the date of the next planned meeting.

• Why it's important: A scheduled next meeting shows ongoing engagement and a clear next step in the sales process.

• How is it calculated: Is the next date of a meeting with status scheduled or rescheduled.

• How to improve:
• Ensure each meeting ends with a clear plan and scheduled next steps.
• Follow up promptly to confirm the next meeting date with the client.
• Use calendar invites and reminders to avoid missed meetings.

• Technical Name: next_meeting_start_time

Last Meeting Start Time

• What it is: Records the date of the last completed meeting.

• Why it's important: Knowing the last interaction date helps in understanding the recency of engagement and maintaining momentum.

• How is it calculated: Is the last date of a meeting with status completed.

• How to improve:
• Keep track of completed meetings and follow up within a reasonable timeframe.
• Maintain consistent communication between meetings to keep the deal active.
• Use meeting notes to plan follow-up actions and next steps.

• Technical Name: last_meeting_start_time

Next Task Due Time

• What it is: Tracks the date of the next planned task.

• Why it's important: Having future tasks planned indicates ongoing activity and structured follow-up, which is essential for deal progression.

• How is it calculated: Is the next date of an uncompleted task.

• How to improve:
• Ensure tasks are assigned with clear deadlines and responsibilities.
• Regularly review task lists to prioritize and adjust as needed.
• Use task management tools to track progress and ensure completion.

• Technical Name: next_task_due_time

Number Amount Changed

• What it is: Tracks how often the deal amount has been changed.

• Why it's important: Frequent changes to the deal amount can indicate instability or negotiation difficulties, which might affect the deal's health.

• How is it calculated: Count rows where the property is equal to "amount" and subtract 1 (since the first change sets the initial value). If this number is less than 0 or null (when the amount was not set at all), the value of the quantity of amount changes is set to 0.

• How to improve:
• Set initial amounts carefully based on thorough research and discussions.
• Review and confirm amounts with stakeholders before making changes.

• Technical Name: number_amount_changed