Report: Avg Sales Cycle – Unplanned Opps

This topic explains the report/widget 'Avg Sales Cycle – Unplanned 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 not part of Altify planning. This serves as a baseline metric for comparing sales efficiency with and without structured account planning..

How It’s Built

Report Type

A standard report type is used: 'Opportunities'

Filters

  • Show Me: All Opportunities

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

  • Status: Any

  • Cross Filter: Opportunities without Altify Account Opportunities

Groupings (Outline)

The following rows are grouped:

  • Created Date
  • Account Name

Columns Added

  • Owner Role

  • Opportunity Name
  • Opportunity Type
  • 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

This report helps highlight the efficiency of deals that lack a planning process. Longer sales cycles for unplanned deals may reveal opportunities to improve close speed through structured account planning.

Troubleshooting Tips

  • Make sure the cross filter is removing Altify-linked opportunities.
  • Confirm Stage and Close Date fields are populated for accurate cycle calculation.
  • Use the correct row-level formula, not a summary formula.
  • Double-check date formatting and filters to match fiscal year criteria.