% Healthy Opportunities (Total)​

 

The score for health is based on three separate factors in Revegy:

1. Scorecard - Qualification or opportunity strength scorecard

2. Influence Map - Influence score based on relationships in the Influence Map

   • Note: Map attributes like Influence Role and Preference are scored and normalized on a scale of 100

3. Internal Close Plan - Or Joint Evaluation Plan, or Sequence of Events (whatever task list that exists within Revegy)

 

Purpose/Value

The % Healthy Opportunities helps answer the following question:

• What is the overall health of my key deal (a.k.a. Revegy managed) pipeline?

 

Blind Spots Addressed

• Which opportunities do I need to focus on?

• Which opportunities are at risk?

• What risks do I have within an opportunity?

 

Recommended Actions (Actionable Intelligence)

1. Drill down to a list of opportunities sorted by 'Health Ratings' (least healthy first).

2. Within the results, drill down further by 'Expected Close Date' and 'Revenue.'

3. Based on your findings, determine where to focus your time and attention (i.e. where to inspect and coach).

 

KPI

 

• Calculation = (# of active open opportunities where the health score ≥ 67) / # of total active accounts * 100

• KPI = Percentage

• Open Opportunities = Stage not equal to Closed/Won or Closed/Lost

 

Recommended Actions (Actionable Intelligence)

Click on the KPI to open the Opportunity Summary Dashboard - Revegy Managed Open Opportunities table. The Opportunity Summary Dashboard will reflect the filters applied on the Executive Dashboard.

 

 

Chart

 

• Data Source = Opportunity Health Score

• Health Score calculation = [Relationship Score (Score set up in map config)] + Task Score + [Qualification Score (Grid or Scorecard)] / 3

• Task Score calculation =

   

  0	If count (objectives) > 1 where CurrentDate - Max(Due Date) > 7
  33	If count (objectives) > 1 where CurrentDate - Max(Due Date) ≤ 7 and ≥ 1
  100	If count (objectives) > 1 where CurrentDate - Max(Due Date) <= 0

 

• X-axis = Total active opportunities

• Bar is broken down by Health Score range:

   

  Green		≥ 67
  Amber		between 34 and 66
  Red		≤ 33

 

• Legend order = High (green), Medium (orange), Low (red)

 

Purpose/Value

The % Healthy Opportunities chart helps answer the following questions:

• How many opportunities are not healthy (in red) and need immediate attention/coaching?

  • By week/month/quarter?

 

Blind Spots Addressed

• Which health indicators are causing the opportunity to not be healthy?

• Where is the risk?

• What are the risk markers (i.e. relationship, alignment, timing)?

 

Recommended Actions (Actionable Intelligence)

Click on the bar to open the Opportunity Summary Dashboard - Revegy Managed Open Opportunities table for that health level.

• Determine where to focus your time and attention (i.e. where to inspect and coach).