Analyze your business and sales team performance
no CRM.io features several statistics that help you better understand your sales process and activities. This Academy page is aimed at helping you get the best out of the statistics reporting.
Before delving deeper into the stats of each report, it’s important to point out that most statistics come with filters. You can get a better view over your analytics by looking at specific areas. These include date, users, teams, tags, and pipeline.
You can also use handy shortcuts to create a variety of different reports using these statistics. The majority of reporting data can be exported.
Company Performance is a highly effective way to look at the overall landscape of your organizations’ sales results. The report can be filtered by Date, Tags, Pipeline, and User and Team, the latter only available to admins.
Managers (or those with access) can easily track created leads, the amount won and how long it too to win a deal. These stats will help businesses garner more insight to their sales process and be more efficient with outreach. It will also help to remove the guesswork and make decisions with actionable data.
Team Performance provides the same information as Company Performance except that it’s grouped by user. This allows more visibility into individual performances, including tracking the length of time it takes to close deals. Team Performance is a good way to see who your star sales people are and how you can replicate their success.
The flow of business is often proportional to the number of actions taken by its sales reps. An activity is a key driver to each part of the process, whether it’s a phone call or meeting.
The sales activity report helps track and gauge the effectiveness of specific actions of your sales reps. You can view your team’s sales activities, such as phone calls, at the parent action level or at the outcome level. These include: Answered call, unanswered call, wrong number, answering machine, etc.
The ability to see how many calls were made in a specific time period by each rep and how many leads were closed is important for setting targets for your sales, as well as building your own forecasts. If you can see that you need 30 calls to close one lead, you can assign activity-based targets to your sales, rather than a less helpful goal like “close $20.000 this month” that doesn’t give salespeople any direction.
The lead performance report lets you monitor all leads based on their creation date. Although some leads can take a while to close, this feature allows companies to see if leads are taking too long to progress. It’s also good for identifying bad leads and seeing which deals can be sped up.
This statistics by creation date of leads is also helpful when reviewing sales and checking conversion rates. You can view the performance of leads created in the time period selected. If the average sales cycle is three months, then a reps’ lead, which they created three months ago, should be closed by now.
When looking at leads created three months ago, you don’t have the noise generated by more recent leads that are, of course, at the beginning of the sales process. It’s also a handy way to check if your salespeople are in fact closing leads and how long it takes them.
Check your leads per sales funnel for a more segmented look at each step of the pipeline. You can see how efficiently your leads are converting from one step to another and in which step they drop out of the sales pipeline.
The ability to look at previous months’ pipelines and compare them to current ones is also helpful for constantly improving your sales process if needed. It’s possible to filter by user, which helps to show who is better at closing; who excels at qualifying; and to be sure each rep is assigned to the role they best suit.
It is also a good starting point to train your reps. If you see someone is not performing as well as others at closing, you can help them improve certain aspects.
Prospecting List Analysis
Prospecting lists tend to come from different sources, which is why it’s important to understand how each source performs. Who are the good prospects that turn into leads? How much money is generated from a prospecting list?
Prospecting lists are generated either by the marketing team, purchased by external vendors, or sourced from events attended, etc. These lists contain rows of prequalified contacts that allow companies to generate new businesses to feed into their sales pipelines. However, for this to run successfully, they need a viable way to track the quality of their lists and the effectiveness of their sales reps efforts in terms of how many prospects were converted and how many were won.
Having exact numbers allow you to identify which source and which list is most qualified, how good your outbound sales people are at qualifying leads, and who are your best closers in order to continuously improve and iterate on the best process.
You can also track other necessary component like how many calls your qualifying team needs to turn a suspect into a lead and whether qualified leads generate money.
Forecasting revenue is an essential aspect to any business. Having an overall look at the sales pipeline by closing date means you can see which leads are won, leads in process and when certain deals should close.
The Forecast report tells you how much money your organization should be generating and by who. You can see the active leads and the expected incoming revenue for the month, week or day.