Remaining Goal shows us how much we still need to sell (Goal – Revenue), and Go % Attained shows what % of a goal we have achieved already. While these metrics may seem redundant, we could easily deduce these numbers from the first chart, adding them removes the necessity to make any mental calculations and allows users to focus on analysis and decision making. The next two numbers – Pipeline Value and Expected to Close, show total value of all the deals that still can be closed, and expected value of all those deals based on their probability of closing respectively. These last two metrics give you a better sense if you will hit your goal or not. If you can close every deal in the pipeline you could go well above your target, however based on your current probability mapping, you are less likely to hit your goal. Probability mapping is critical for accurate forecasting of your revenue, however it requires a lot of data to establish accurate probabilities, and many companies lack that. This is why we find it helpful to show both expected and total value of the pipeline, so you can better understand the range of possibilities.
Additional Metrics to Consider: