Sales, Reports reads the records the CRM already keeps (opportunities, wholesale orders, accounts, prospects and activities) and adds them up the way a sales manager asks. Nothing is copied, so a report never disagrees with the board. Periods are days where the business is.
The figures
Pick the period at the top. Six figures show beside the period before: Revenue won, Orders, the open and Weighted pipeline, the Win rate and new accounts. More figures adds the KPIs:
- Average deal size: revenue won over the opportunities won.
- Sales cycle: the middle number of days from an opportunity's opening to its win.
- Revenue per account: revenue won and orders together, over the accounts that bought.
- Pipeline coverage: the weighted pipeline expected to close by the period's end, over what is left of the goal.
- Activities per rep a week, and meetings held.
- Down the Funnel: lead to prospect, prospect to account, and account to customer.
A figure with nothing to measure it by says "Nothing yet", never a zero that reads as a result.
Breaking a figure down
Choose a figure, then Break it down by rep, territory (each with everything under it added in), customer, product, product line, brand, or over time by the week, month, quarter or year. The breakdown is a table that sorts by any column and downloads as a spreadsheet. By product splits an opportunity's or an order's amount among its lines, so the products always add up to the whole.
Scorecards
Choose a rep or a territory in the breakdown to open their scorecard: their figures beside the period before, a territory's reps with what each did in it, their goals, their funnel, their activities week by week and their top accounts.
Goals
A goal is a target for one figure over a week, a month, a quarter or a year, for the whole business, a rep, a territory, a product, a product line or a brand. Goals are set by the sales manager (the business settings switch).
- Under Set Goals, choose Set a goal.
- Pick the figure, the period and who it is For.
- Type the Goal, and a Stretch above it if you like.
- For a rep's goal, switch on Count it toward their territories' and the business's goals to roll it up.
Each goal shows as a meter with a mark where it should be today: ahead, on pace or behind, reached, past the stretch, or missed once the period ends, said in words ("Behind pace by 3 accounts"). Where a goal is set above reps whose goals roll up, it says what theirs add up to, so you see whether they cover it.
The forecast
Forecast shows what was won in each of the last six months, and for this month and the five after it, the open opportunities by the month they are expected to close, weighed by how likely a win is at each one's stage. A goal for revenue won shows as a line across its month, with how far short the month is. An opportunity whose close date has passed counts in this month and is said apart; one with no close date is in no month.
Best practices
- Start with one goal: revenue won this month for the whole business. Add rep goals once the team is used to it.
- Roll rep goals up, so the business's goal and its reps' goals are checked against each other.
- Keep close dates honest. The forecast is only as good as the dates on the board.
- Look at the funnel each month. A low prospect-to-account rate means follow-up, not more leads.
- Break revenue down by territory before you redraw territories, not after.