1. Watch Your Pipeline Change Over TimeLet’s say you want to know how the total value of your pipeline today compares with its value yesterday. Create a simple report to compare the two dates.
2. Identify Historical Deals Over a Given ValueSuppose you want to focus only on deals in your pipeline worth more than $5,000, but you’re not concerned about today’s fluctuations. You’ll need a historical trending report that filters out any deal whose value was below $5,000 yesterday.
3. Find Deals that Have Been Pushed OutTo focus on deals that are taking more time to close than expected, create a historical trending report that finds deals in your pipeline that have had their close dates moved to a later date.
4. Identify Shrinking DealsHistorical trending analysis can help you prioritize by quickly identifying deals that may be at risk. For example, target the deals in your pipeline that have decreased in value since yesterday. You’ll need a historical trending report that gives you the deals whose value yesterday was greater than their value today.