Understanding the Challenge

Velocity tracking can get tricky, and there is no easy out-of-the-box way to track this in Salesforce. However, by using a combination of custom formulas and field tracking history, teams can get a granular picture of what is happening at each stage of the sales funnel.

The root cause of this challenge is the lack of a built-in feature in Salesforce to track time spent in each sales funnel stage. However, by using custom formulas and field tracking history, teams can create a solution that meets their needs.

For example, the stages might look like this: Prospect > MQL > SAL > SQL (converted to contact) > Oppy Opened: Stage 1, Stage 2, Stage 3, Closed Won. By date stamping each one of these stages, even the statuses, teams can get a clear picture of what is happening at each stage of the sales funnel.

Creating a Custom Report

To create a custom report that tracks time spent in each sales funnel stage for closed won opportunities, teams will need to use a combination of field tracking history, automations, and custom formulas. This may require some development work, but the end result is a report that provides valuable insights into the sales funnel.

Here is an example of how the custom formula might look:

formula example

Delta = DateStamp_Stage2 - DateStamp_Stage1

Best Practices

Heads up: When creating a custom report, make sure to test it thoroughly to ensure that it is working as expected.

Checklist for Creating a Custom Report

• Set up field tracking history for each stage
• Create automations to date stamp each stage
• Use custom formulas to calculate the delta between stages
• Test the report thoroughly to ensure it is working as expected
• Use a combination of filters and grouping to get the desired report output
• Consider using a dashboard to display the report and make it easy to access

Frequently Asked Questions

What is the best way to track time spent in each sales funnel stage?

The best way to track time spent in each sales funnel stage is to use a combination of field tracking history, automations, and custom formulas.

Can I use a standard report to track time spent in each sales funnel stage?

No, standard reports in Salesforce do not provide the level of customization needed to track time spent in each sales funnel stage.

How do I calculate the delta between stages?

The delta between stages can be calculated using a custom formula, such as Delta = DateStamp_Stage2 – DateStamp_Stage1.

What is the benefit of using a custom report to track time spent in each sales funnel stage?

The benefit of using a custom report is that it provides a clear picture of what is happening at each stage of the sales funnel, allowing teams to make data-driven decisions.