Drill-Down Opportunity Lists

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When you’re looking at forecast data in the Workbench, you can drill down to inspect the underlying opportunities. This article covers how to open the opportunity list, what data is available, and how to use the flow analysis to understand changes.

Opening the opportunity list

Click on any number in the Workbench data table. This opens a panel with the opportunity list for that cell, organized by forecast category tabs: Closed, Commit Only, Commit Forecast, Best Case Only, Best Case Forecast, Open Pipeline, and a Flow tab.

Working with the opportunity list

Each opportunity in the list shows key fields including opportunity name, close date, sales stage, next step, and forecast category.

Inline editing — Fields are inline editable directly in the list. If you have permission to edit a particular field on the opportunity in Salesforce, you can edit it right here.

Change indicators — Red and green arrows appear next to values that have changed in the last seven days. This makes it easy to spot deals that have been pushed out, advanced through sales stages, or changed forecast categories.

Sales methodology stoplight — Each deal displays a stoplight indicator tied to your sales methodology (MEDDPICC, SPICED, BANT, etc.). See the sales methodology articles for details on what the stoplight shows.

Recent activity sparkline — A two-week sparkline shows both internal and external activities on each deal. External activities include customer emails and meetings the customer attended. Internal activities include tasks created by the rep and outbound emails.

Customizing columns

You can customize which fields appear in the opportunity list:

1. Click the dropdown arrow in any column header.
2. Choose from: Add a column, Move left/right, Remove the column, or Reset.
3. When adding a column, you can select any field on the Opportunity object or any field on a related object (e.g., Account Type from the Account object).

Added fields are also inline editable.

Flow analysis

The Flow tab provides a waterfall chart showing how deals have moved over a selected time period (e.g., the last 14 days).

The waterfall shows the starting point, then breaks down all the changes:

• Promoted — Deals moved into the selected forecast category.
• Moved into period — Deals whose close date moved into the current period.
• Amount changes — Deals where the dollar amount changed.
• Moved out — Deals whose close date moved out of the period.
• Demoted — Deals moved to a lower forecast category.
• Won/Lost — Deals that closed.

The table on the right displays the same data in tabular form. Click on any row (e.g., “Promoted”) to drill down into the specific deals that make up that change.

You can analyze flow for the entire pipeline, Best Case Forecast, or Commit Forecast, across different time periods.

What’s next

To inspect individual deal details, AI insights, history, and sales methodology data, see Opportunity Detail Panel.