Monitoring Sales Pipeline – Opportunities Reports

Monitoring Sales Pipeline – Opportunities Reports
The Opportunities Reports in Momentum AMS allow you to track, measure, and manage your active sales pipeline. These reports help you identify where each opportunity stands in the sales process, analyze win rates, and monitor overall pipeline health. They are essential for sales forecasting, team performance tracking, and identifying bottlenecks in the quoting and closing process.

Accessing Opportunities Reports

From the Interactive Reports menu, select Opportunities.
Choose from the available report types:

Pipeline Stage & Status Reports

By Stage – View opportunities grouped by sales stage (e.g., New, In Progress, Bound).
By Win Probability – See opportunities ranked by their likelihood of closing.
By Disposition – Review reasons for won/lost outcomes.

Performance Reports

By Agent – Measure individual producer performance.
By Commission – Track potential and actual earnings from opportunities.
By Cost – Monitor expenses related to opportunities.

Policy-Linked Reports

By Policy – Review opportunities tied to specific policies.
By Insured – See all opportunities related to a particular insured.

Pipeline Health Reports

By Due Date – Identify opportunities nearing deadlines.
By Stale Days – Highlight stalled or inactive opportunities.

Filtering for Insights

Apply filters to drill down into specific opportunities:

Date Range – Focus on opportunities created or updated within a certain period.
Agent – Review a specific producer’s active pipeline.
Stage – Evaluate opportunities in key stages like Proposal or Negotiation.
Work Group – Monitor performance across sales teams.

? Example: Use Opportunities by Stage and filter by “Proposal” to forecast closing rates for the next 30 days.

Sorting and Grouping

Sort by Due Date to prioritize urgent opportunities.
Group by Agent to compare individual sales performance.
Group by Carrier (if applicable) to see which markets produce the most wins.

Exporting Results

Click Export to share with your sales team or management.
Save filtered views for recurring pipeline reviews.

Best Practices

Review Opportunities by Stale Days weekly to prevent deals from going cold.
Combine Win Probability data with By Commission reports to prioritize high-value opportunities.
Use Disposition Reports to identify trends in lost deals and adjust sales strategies.
Track Cost vs. Commission to ensure profitability of each opportunity.