2023.10 Cloud Release Notes
Base Edition
New User Profile dialog
The refreshed User Profile dialog makes it easy for users to navigate and edit their information easily.
Share entries using links
Now you can invite your teammates to work on entries by sharing links. Simply copy the link of an Address Book entry; opportunity; case; or lead; and paste it into your Teams chat or email. Your teammates can click the link to view the entry in Maximizer.
Support fiscal quarter and fiscal year in Opps Viewer
Fiscal quarter and fiscal year are now supported in Close Date filter.
Display relative dates in Tasks module
Display relative dates for tasks scheduled for today; tomorrow; and yesterday to clearly indicate when the tasks should be completed.
UI polishing
Calendar
Increase the width of the User drop-down to display names in one row.
Before | Now |
Appointment dialog
Increase the width of the date field. When you use long data format; the date will not be cut off.
Before | Now |
Editing phone number and email address in Address Book details tab
Remove the clear button. The labels are not cut off.
Before | Now |
Sales Leader Edition
Sales Intelligence Updates
Sales Targets dashboard improvements
This dashboard empowers sales leaders to make informed decisions; optimize their team's performance; and work collaboratively to achieve and exceed revenue goals.
It is based on 2 modules: Opportunities & Targets.
Widgets based on Opportunities:
- All Opportunities indicators will be split in the 1st row of the dashboard (as shown in the image).
- These are the same widgets that existed in the "Sales Targets (based on Interactions/Activities)" dashboard.
- We created 5 indicators with more details of each KPI and how they are calculated in the table below.
Number | KPI | Description | Calculation |
1 | Created Opportunities (#) | The total number of created opportunities on a period. | Count the number of Opportunities created during the specified time period. |
2 | Average Opportunity Value ($) | The average value of each sales opportunity in the pipeline. | Calculate the average of the value of the sum of the corporate revenue of all Opportunities; then divide by the total number of Opportunities. |
3 | Win rate (%) | The percentage of Opportunities that are won. | Divide the total number of Opportunities won by the total number of Opportunities in the pipeline; then multiply by 100 to get a percentage. |
4 | Sales cycle length (Days) | The average length of time it takes to close an Opportunity. | Calculate the average of the difference of all Opportunities in days between the Opportunity creation date and the date it was won. |
5 | Sales Velocity ($/Days) | The measurement of how quickly deals move through your pipeline and generate revenue. | Sales Velocity = ( KPI1 x KPI2 x KPI3 ) / KPI4 |
Example of Sales Velocity:
Let’s say a Leader has 50 opportunities; an average win rate of 25%; an average deal size of $10;000; and a sales cycle that typically lasts 60 days. Here’s how you could use the formula to determine sales velocity:
Sales velocity = (50 * .25 * $10;000) / 60
= $125;000 / 60
= $2083.33/day
PLEASE NOTE: These first 5 widgets have been already available in the Sales Targets dashboard therefore we will start at #6. The 2nd row of widgets is based on Revenue Targets and Opportunities.
Widget #6 - Total Value Of Open Opportunities
- Description: This metric represents the cumulative value of all opportunities that are currently in the sales pipeline but have not yet been won or lost. It provides Sales Managers with a real-time snapshot of potential revenue that is still in play; allowing them to assess the value of deals that could be closed in the near future.
- Details: It uses the total corporate revenue; and it filters opportunities Status = “In Progress”.
Widget #7 – Total Revenue Target
- Description: This metric is the predetermined revenue goal or quota that Sales Managers have set for their team over a specific period; typically a month or a quarter. This serves as a benchmark against which actual revenue can be measured; helping Sales Managers gauge progress toward meeting their targets.
- Details:
- Tracks and visualizes the sum of the set revenue targets; to ensure alignment and focus on achieving desired outcomes.
- It displays the sum of all “Revenue Targets” of all users.
Widget #8 –Total Value Of Won Opportunities
- Description: This metric represents the sum of the values of all opportunities that have been successfully closed (won). It provides insight into the revenue generated from completed opportunities and highlights the team's sales achievements.
- Details:
- Widget filter is set to include Opportunities which “Status = Won”.
Widget #9 – Remaining Target
- Details: The Remaining Target is the portion of the revenue target that has not yet been achieved. It's calculated by subtracting the Total Value Of Won Opportunities from the Total Revenue Target. This indicator helps Sales Managers understand how much more needs to be accomplished to reach their sales goals.
- It should display the value of the Target – Corporate Revenue of the owner.
- If the remaining target is less than 0 (zero); then it will show that the remaining amount is 0.
- Example:
- John has a Target of $12;000/year
- That means he has a target of $1000/month
- We need to calculate from the $12;000 per year how much he has of “Won” Corporate Revenue per year
- Following the table below as an example:
Owner | Date | Target | Corporate Revenue |
John | January | $ 1;000 | $ 400 |
John | February | $ 1;000 | $ 500 |
John | March | $ 1;000 | $ 1;200 |
John | April | $ 1;000 | $ 800 |
John | May | $ 1;000 | $ 700 |
John | June | $ 1;000 | $ 400 |
John | July | $ 1;000 | $ 500 |
John | August | $ 1;000 | $ 1;200 |
John | September | $ 1;000 | $ 800 |
John | October | $ 1;000 | $ 100 |
John | November | $ 1;000 | 0 |
John | December | $ 1;000 | $ 100 |
$ 12;000 | $ 6;700 |
- Total Target = $12;000
- Total Won Corporate Revenue = $6;700
- The indicator in this case will need to perform the calculation Total Target – Total won corporate revenue (12;000 – 6;700 = $5;300)
- Remaining Target = $5;300
- Total Target = $3;000
- Total Won Corporate Revenue = $2;500
- The indicator in this case will need to perform the calculation: Total Target – Total Won Corporate Revenue (3;000 – 2500 = $500)
- Remaining Target = $500
- If the Remaining Target values goes below 0 (negative numbers); we will display the value as 0.
Widget #10 – Target Attainment
- Details: Target Attainment is a percentage that reflects the extent to which the team has achieved their revenue target. It's calculated by dividing the Total Value Of Won Opportunities by the Total Revenue Target and multiplying by 100 to express it as a percentage. This indicator provides a clear measure of the team's performance in relation to their revenue objective; making it easier for Sales Managers to assess success and identify areas for improvement.
- This indicator will calculate the percentage of target attainment of an owner. In this case we need to consider the Total Target and the Total Won Corporate Revenue.
- Example:
- If we follow the example above of “This Year”
- If $12;000 = 100%
- How much does the “Won Corporate Revenue = $5;300” represents in %
- (5;300 * 100 / 12000) = 44.16%
- Target Attainment = 44.16%
- We allow target attainment values to go over 100%; as this provides managers with an idea of how much is over performing a team member.
Widget #11 – Total Won Revenue vs Target
- Details: This column chart visually depicts the dynamic relationship between the "Total Revenue Target" and the "Total Won Revenue."
- The chart displays the "Total Revenue Target" as a fixed reference line or column; typically shown in a distinctive color. This serves as a visual representation of the sales goal set for the defined period; allowing Sales Managers to see the benchmark they are striving to achieve.
- The chart also illustrates the "Total Won Revenue" using separate columns; each reflecting the actual revenue generated from successfully closed deals over time. This component is shown in a different color; making it easy to distinguish from the target.
New Activity Report dashboard
We pulled any activity data and created a new dashboard: Activity Report. This means that the report is mainly focused on activities logged by the users and by Activity Targets.
Widget Row (Marked as #2)
- Removed the 1st row of widgets based on "Opportunities".
- Changed the color to dark blue of the top-level indicators.
Widget #3 – Activity Summary
Changed the color of the bar charts to "Green".
Widget #4 – Activities by Category
- Added the breakdown of the "Interaction Categories" beside the "Activity Summary".
- Calculations: This widget is based on the Interaction Timeline Report and uses the Category of each interaction.
Widget #5 – Activity Distribution Radar
- Moved below the Activity Distribution Radar for more space and better data visualization.
Improvement to Sales Reps Report Dashboard
Minor changes were made to this dashboard.
- The only new widgets are the 2; 3; 4; 5 ;6.
- 1; 7; 8; 9; 10 they already existed; we just added the description to the widget details.
Widget #1 - Open Opportunities
- Details: Displays the total number of open sales opportunities.
- Calculation: Sum of the unique number of opportunities with the "In Progress" status.
Widget #2 - Total Value of Open Opportunities
- Details: Shows the cumulative corporate revenue value of all open opportunities.
- Requirements: Sum of the corporate revenue of opportunities in the "In Progress" status.
Widget #3 - Sales Cycle Length (Won)
- Details: Calculates the average number of days it takes to close won opportunities.
- Calculation: Total # of Days to Close All Won Opps / Total Number Of All Opps = Sales Cycle Length (Won)
Widget #4 - Won Opportunity Ratio
- Details: Indicates the percentage of opportunities that have been won
- Calculation: (Count of "Won" opportunities / Total opportunities) * 100.
Widget #5 - Sales Cycle Length (Lost)
- Details: Calculates the average number of days it takes to close lost opportunities.
- Calculation: Total # of Days to Close All Lost Opps / Total Number of All Opps = Sales Cycle Length (Lost)
Widget #6 - Lost Opportunity Ratio
- Details: Indicates the percentage of opportunities that have been lost.
- Calculation: (Count of "Lost" opportunities / Total opportunities) * 100.
Widget #7 - Open Opportunities By Stage
- Details: Breaks down open opportunities by sales stage.
- Calculation: Count of unique number of open opportunities in each stage.
Widget #8 - Opportunities Closing In Next 90 Days
- Details: Displays the number of opportunities set to close in the next 90 days.
- Calculation: Count of opportunities with a close date within the next 90 days.
Widget #9 - Closed Revenue By Date vs Number Of Opportunities
- Details: Compares closed revenue against the number of opportunities over time. Sales Reps can know the proportion of opportunities and how much does that represent in revenue over time.
- Calculation: For each date; sum the revenue from closed opportunities and count the number of closed opportunities.
- Changes:
- Changed column charts to green color.
- Also; the lines/dots of number of opportunities appears in the front of the column indicator.
Widget #10 - Slow Moving Opportunities (30+ Days In Current Stage)
- Details: Identifies opportunities that have been in the current stage for over 30 days.
- Calculation: Calculate the duration in days each opportunity has been in the current stage and filter for those exceeding 30 days.