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Sales reports you should derive out of your CRM

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Here is a list of Sales reports and sales related reports that enable you to derive data, predict trends and make decisions. It is not necessory to have all of them in your CRM. Make sure that you identify and use the most significant ones applicable to your processes.

Sales Forecast Reports

Report Type Report Description
Quarterly Forecast Summary committed amounts, best-case amounts, and pipeline by quarter forecasted Quarterly
Forecast History Report Life cycle of the forecast.

Potential Reports

Report Type Report Description
Pipeline by Stage Potentials listed by their stage
Potentials Closing this Month Potentials that are closing during the current month.
Potentials by sales representative Potentials gained by each sales person.
Lost Potentials Potentials that are lost. Period for which the report needs to be generated can be defined.
Potentials by Type Potentials by their category/ stage / type
Open Potentials Potentials that are not closed and pending.
Pipeline by Probability Pipeline of the potentials by their probability.
Opportunities by Product Discover which products are most successful and use data to accurately plan future inventory.
Weekly Potentials Created Potentials created in the current week
Monthly Sales Pipeline Potentials closing this month.
Historical Pipeline Analysis Details of potentials created in the past with summary to facilitate insights and data mining opportunities
Historical opportunity Revenue – Quarterly Analysis Quarterly data of old potentials showcasing trends and figures

Lead Reports

Report Type Report Description
Leads By Source Leads sorted according to sources from which it was generated.
Leads By Status Leads according to their current status sorted in ascending or descending manner
Today’s Leads List of Leads that are created today.
Leads by Ownership Leads and their corresponding owners.
Converted Leads Leads that are converted into Account / Potential / Contact.
Leads by Industry Leads sorted according to industry verticals

Quote Reports

Report Type Report Description
Quotes by Accounts Quotes based on accounts.
Quotes by Stage Quotes based on their stages.
Quotes by users List of quotes based on users
Quotes by revisions Quotes with highest revisions with reasons, client and discounts

Sales Order Reports

Report Type Report Description
Sales Orders by Accounts Sales orders based on accounts.
Sales Orders by Status Sales orders based on their status.
Sales Orders by Owner Sales orders based on their owners.

Sales Mertics Reports

Report Type Report Description
Lead Conversion across Industries  Average number of days taken for the Lead to be converted from various industries for the past 6 months
Sales By Lead Source Sales from various lead sources.
This Month Sales Sales closed this month.
Today’s Sales Sales closed today.
Stage Vs Potential Type Report Sales vs potentials report
Number of prospects Total number of prospects
Number of new customers New accounts added in the mentioned period
Number of retained customers List of repeat orders Account wise and the total number
Renewal Rate Number of customers renewing the contract
Reasons for loosing List of Lost orders and reasons
Sales progress against goals Sales forecast and current Invoices
Lead Conversion across Owners  Average number of days taken by owners to convert the Lead for the past 6 months
Lead Conversion across Sources  Average number of days taken for the Lead to be converted from various sources in the past 6 months
Lead Conversion Count across Owners  Total number of Lead converted by various owners for the past 6 months
Overall Sales Duration across Lead Sources  Average number of days taken for the Lead to win as Potential from various Lead sources
Overall Sales Duration across Potential Type  Average number of days taken for the Lead to win as Potential of different type
Sales Cycle Duration across Lead Sources  Average number of days taken for the Potential from various lead sources to win
Sales Cycle Duration across Owners  Average number of days taken by the owner to win their Potential
Sales Cycle Duration across Potential Type  Average number of days taken for the Potential of different types to win
Quarterly Closed Revenue Analysis comparison of closed revenue from last quarter to the closed revenue of the current quarter
Opportunity vs. Expected Revenue vs. Closed Revenue your revenue, expected revenue, and closed revenue for each week of the quarter
Top Performers List sales people and their total revenue, closed revenue, number of opportunities, and number of wins
Quarterly Sales Effectiveness Analysis a quarterly breakdown of opportunity win rate, average deal size, or average sales cycle

Sales Team Reports

Team Sales Effectiveness Analysis Opportunity Loss Rate and Opportunity Win Rate, Average Sales Cycle
Team Activity Analysis number of open and closed activities for each employee reporting to the manager running the report
Win Rate Analysis by teams quick summary of your team members’ win or loss rate
Team Average Sales Cycle Analysis Get a Quick summary of your team members’ average sales cycle or average deal size.

Sales Activities Reports

Activity & Tasks by Sales Rep Get a better picture of each sales representative’s tasks and activities to better manage workloads.
Sales Activities by Type Figure out which activities are most likely to lead to closed sales whether it’s calls, personal visits, emails or meetings

Territory Reports (only if you enable territory management feature)

Report Type Report Description
Overall Sales Cycle Duration among territories  Overall Sales Cycle Duration among territories – summary
Performance by Sales Persons across territories  Performance by Sales Persons across territories
Pipeline Potentials among Territories – Matrix  Potentials in pipeline based on territories matrix report.
Revenue By Territories – Last 6 Months  Revenue by territories for the past 6 months.
Revenue By Territories – Summary  Summary of Revenue by territories for dashboard.
Revenue Channels among Territories  Revenue Channels among Territories – Summary Report.
Sales Cycle Duration across Territories  Time take for the potentials to close acorss various territories
Star performers across territories  Sales persons who achieved their targets
Target Achieved among territories  Target achieved among territories for this FY. These do not include sub territories targets.

Related: Reports related to products, vendors, activities, Purchase orders etc.

Read: CRM Reports and Metrics: What’s important for you?

Share with the audience of this blog, if you feel any other type of report is important.

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