Explore New Opportunities with Salesforce and ProcessMining

To get more insights in your opportunity conversion process, we have created an interactive Tableau dashboard with ProcessMining extension, available for download here. This solution is designed to track and analyse opportunities registered in Salesforce. It assists in identifying bottlenecks, measure process effectiveness and visualise and understand the actual conversion process based on your data. This solution contains 4 visualisations.

• Step One is the process mining dashboard itself, giving you the birds eye view of the whole opportunity process flow.
• The second visualisation shows “Opportunities over time”. This shows how the opportunity transactions happens over time. The chart visualises the number of opportunities handled each year through a quarterly line chart. This chart will help you gain insights about trends and patterns in opportunity handling.
• Third visualisation, “Closed opportunities by entry points and number of touch points”, explaining how different kind of opportunities are performing, touch points representing how many activities a case went through before the opportunity is closed.
• Fourth how does the month look like, this visual conveys information about activities and their stages in current month.

The real benefit of ProcessMining is in the bird’s eye view of your processes which reveals patterns which could go unnoticed otherwise. With ProcessMining you can dive deeper into anomalies spotted in your opportunity process data. Here are a few scenarios highlighting how such a dashboard can be crucial in understanding your business processes.

The ProcessMining extension, as illustrated in the simulation of the process flow, facilitates the easy identification of bottlenecks within the opportunity conversion process. A clear observation from the simulation reveals two significant bottlenecks – one occurring between the initial assessment and solution proposal stages, and another near the presentation and negotiation stage. Moreover, an analysis of the flow indicates a considerable number of opportunities reverting to the initial assessment stage after the solution proposal stage, a suboptimal occurrence. Recognising these bottlenecks and feedback loops is critical for further investigation and improvement. By addressing these inefficiencies, organisations can streamline the flow, reduce reworks, and ultimately save valuable resources and costs.

The “Opportunities over time” chart in the process mining dashboard presents a quarterly line chart showcasing the number of opportunities handled each year. This historical trend analysis proves very valuable for strategic planning. Teams can explore patterns and trends, allowing for informed resource allocation, effective staffing strategies, and the anticipation of peak periods. Such insights contribute to a proactive approach to organisational planning and optimisation.

Examining the “Closed opportunities by entry points and number of touch points” chart reveals how various types of opportunities perform based on the number of touch points. This performance analysis is instrumental in understanding the efficacy of different entry points. Organisations can strategically focus marketing and sales efforts on channels that demonstrate higher conversion rates, ultimately enhancing the overall success of opportunity closures.

The “Month Overview” visual provides real-time insights into ongoing activities and stages within the current month. This real-time monitoring capability empowers teams to take immediate action in response to any discrepancies or issues that may arise. Proactive decision-making, facilitated by this up-to-date overview, ensures that potential problems are addressed promptly, maintaining the efficiency of the opportunity conversion process.

By consolidating insights from all visualisations, organisations can make well-informed decisions regarding resource allocation and workload distribution. A comprehensive understanding of the opportunity conversion process enables optimised staffing at each stage. This strategic resource allocation enhances efficiency and increases the likelihood of successful opportunity conversions, aligning organisational efforts with the demands of the process.

Frequent reviews of the process mining dashboard and in-depth analysis of historical data serve as the cornerstone for pinpointing areas of improvement within the opportunity conversion process. Leveraging insights extracted from the process mining visualisation, organisations can implement targeted and iterative changes, aligning improvements with specific process stages. This data-driven approach not only fosters a culture of continuous improvement but also ensures that the process dynamically adapts to evolving business needs and market dynamics. The granular visibility provided by process mining enhances overall process effectiveness and responsiveness, allowing organisations to fine-tune operations with precision and agility. In addition to it the users can also switch between the won and lost opportunities to explore further.

If you are interested in this processMining solution for your sales process, you can download the workbook for free, for implementation in your organisation, you can contact us as we can help you connect to your Salesforce Opportunity data.

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