Reports in Heap serve two purposes: they show you how you are doing compared to the past and how past predictions about the future turned out (how accurate are the entered expected values).
The layout of reports is broken down into three sections: the pipeline, historical activity and filter options. Let’s take a look:
The pipeline is based on how things look today. You have three pie charts: expected value, value and count. The expected value is the sum of the expected value (value times probability) in each transaction stage, while value is the sum of the value field (in each transaction stage) and count is a simple count of the number of items in each transaction stage. You can see the underlying data of any element by putting your mouse over it:
But what prospects are included in these calculations? That depends on the filter area. Right now, given that the category and user are set to all and no label is entered, it includes all current items. However, if the filter section looked like this:
The pipeline charts (as well historical activity chart) would only include items where “Ben Smith” is a managing user, in the category “Associates” and labeled (by me) as “local area”.
Historical activity is based on the filters (just like the pipeline) but it only looks at activity within a set range (week, month, year) where the selected date is end of that range. For instance, if the selected date is “2012–01–01” and the range is set to “Month”, then that would include any transactions in the month leading up to January one.
For each type of transaction, you see three bar graphs:
- Historical value
- Current value of historical items
- Current value
The historical value is the value assigned to the item at the time. So in our example, this would be the sum of expected values (or possibly value or count depending on the activity graph type selected) in the month leading up to January one, at the time.
Current Value of Historical Items
This uses exactly the same set of items as the historical value, but it uses their current value instead of their historical value. If (in aggregate) your predictions about probability and value of prospects are correct, these two measurements should be identical. If they don’t match, that could indicate that there is some level of error in the entered probabilities and values.
Current value is the value of current activity (based on the range) that matches the criteria in the filter section. This allows you to look at given week, month or year and ask if you are doing better or worse now.