The Deals data table represents the core data for Predictable RevOps. Deals are synonymous with Opportunities (Salesforce), Potentials (Zoho) or Deals (Hubspot).
Required Fields
The following are the minimum necessary fields to capture.
ID
A unique identifier for the deal
Name
A friendly name for the deal for reps and management to identify it
Account
The name of the customer account associated with the deal
DateCreated
The date that the deal was created
DateClosed
The date that the deal was won or lost. If the deal is still open, it is blank
Amount
The sale price of the deal.
Owner
The sales rep that owns the deal
Status
The status/stage of the deal
Channel (lead source)
The marketing or lead source of the deal
Marketing Fields
Marketing fields will allow the business to understand how top of funnel performance is affecting revenue.
Source (UTM Source)
The third party service which was responsible for originating the deal.
Example: Google.com, LinkedIn.com
Medium (UTM Medium)
The communication medium which originated the deal. These are very common across industries.
Example: Email, phonecall, cpc
Campaign (UTM Campaign)
The internal marketing campaign that originated the deal. These are going to be specific to a particular business.
Example: Monthly Newsletter, Spring Sale, Trade Show Followups
Dimension Fields
Any additional fields added to the Deals table that relate specifically to the business we call “dimensions”.
Common dimensions are:
- Industry
- Size of company
- Type of account.
Margin Fields
Margin fields will allow the business to understand how deal flow is affecting margin and contribution.
Profit
The gross profit on the deal. Used to calculate margin and contribution by the deals and dimensions of the business.
Sales Cost
Sales team costs directly associated with completing the sale. Typically commissions and apportioned sales salaries.
Channel Cost
Paid marketing and channel costs associated with completing the sale.
Delivery Cost
Physical costs of goods sold and expenses related to delivering the sale.
PredictableRevOps.org maintains the documentation of the PRO Framework and provides training certification for Partners and clients that wish to use PRO within their businesses.
PRO is sponsored by SalesInsights.io, a reporting and dashboard tool implementing the PRO Framework.
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