How does the Sales heat map work

 Before we get started, choose what Salesforce view is your preferable tool.

Classic view

Lightning view

 

Classic view

To forecast accurately and see how to move your deals along, click on the tab Sales heat map.

Here, it is easy to analyze your pipeline and to determine act on accounts based on the visual feedback in the heat map.

The Heat map gives you a simple spreadsheet with all your opportunities, accounts and leads listed.

In the heatmap you now also have the option to select heatmaps for different templates within the same object. What this means, is that you are able to publish multiple templates for the same object, such that you are able to have for example two heat maps for the account object. One might be for Established businesses and the other for New businesses.

Best practice

  • The best practice is to list the object in question from less to more important in the heat map. For accounts, this would mean to weigh the accounts against each other and rate them based on the score from your assessments.
In the upper left corner you can filter your report as you may wish to get an overview that best suits your needs. You can also download your report as an Excel file by pressing the button in the top right corner.
 
To change or simply see assessments in the heat map. Click on the score for a particular area and the assessment will pop out. 

Lightning view

To forecast accurately and see how to move your deals along, click on the tab Sales heat map.

Here, it is easy to analyze your pipeline and to determine act on accounts based on the visual feedback in the heat map.

The Heat map gives you a simple spreadsheet with all your opportunities, accounts and leads listed.

In the heatmap you now also have the option to select heatmaps for different templates within the same object. What this means, is that you are able to publish multiple templates for the same object, such that you are able to have for example two heat maps for the account object. One might be for Established businesses and the other for New businesses.

Best practice

  • The best practice is to list the object in question from less to more important in the heat map. For accounts, this would mean to weigh the accounts against each other and rate them based on the score from your assessments.
In the upper left corner you can filter your report as you may wish to get an overview that best suits your needs. You can also download your report as an Excel file by pressing the button in the top right corner.
 
To change or simply see assessments in the heat map. Click on the score for a particular area and the assessment will pop out. 

 
 
 
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2 Comments

  • Avatar
    Jacob Marshall

    Is there any way to generate reports of this data via a schedule? Also are the area scores query-able? I'm looking into mapping these values over time during the sales process.

  • Avatar
    ARPEDIO Support

    Hi Jacob, yes you can query the area scores and other data from the assessments, and you can include these data in Salesforce reports. This article explains how to do that:
    http://support.arpedio.com/hc/en-us/articles/207068455

    Kind regards
    Paul

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