Report: Avg Sales Cycle – Planned Opps

This topic explains the report/widget 'Avg Sales Cycle – Planned Opps' in the Account Planning ROI dashboard.

The following are covered:

What It Measures

Evaluate the average number of days it takes to close opportunities that are linked to Altify planning. This provides a comparison point against unplanned opportunities to assess how structured planning influences sales velocity and deal efficiency.

How It’s Built

Report Type

A custom report type is used: 'Accounts with Planned Opportunities – ROI'

Filters

  • Show Me: All Opportunities

  • Created Date: Current FY (Jan 1, 2025 – Dec 31, 2025)

  • Status: Any

  • Cross Filter: Opportunities with Altify Account Opportunities

Groupings (Outline)

The following rows are grouped:

  • Created Date
  • Account Name

Columns Added

  • Owner Role

  • Opportunity Owner
  • Opportunity Name
  • Stage
  • Fiscal Period
  • Amount
  • Expected Revenue
  • Probability (%)
  • Age
  • Close Date
  • Next Step
  • Lead Source
  • Type

  • Sales Cycle Duration (Row-Level Formula Column)

    • Field Name: 'Sales Cycle Duration'

    • Formula:

      Copy 
      IF(
      ISBLANK(CLOSE_DATE) || TEXT(STAGE_NAME) != "Closed Won",
      TODAY() - DATEVALUE(CREATED_DATE),
      CLOSE_DATE - DATEVALUE(CREATED_DATE)
      )

    • Format: Number

    • Decimal Places: 0

Why It Matters

By analyzing how long it takes to close planned opportunities, organizations can quantify the operational efficiency driven by structured account planning. Comparing this metric to unplanned deals reveals the effectiveness of the Altify methodology in shortening the sales cycle and improving forecast accuracy.

Troubleshooting Tips

  • Ensure that Altify-linked opportunities are correctly identified using the cross filter.

  • Verify that both Stage and Close Date fields are accurately populated.

  • Use the correct row-level formula for calculating duration.

  • Check Created Date filter aligns with fiscal year boundaries.