Deals Table

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.

See Example Data Table →

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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Intro