Sales Team Performance Report

Note: This feature is in Beta which means it works but we are planning on improving it further. We’d love to get your early feedback so we can make the feature work for you and your business.

As you and your sales team uses RealtimeCRM over time there will be a lot of historical data that will build up. Some of this data you can access directly such as recalling specific lost Opportunity details or the content of an email that you sent last month. However, some other data can be calculated from the actions that users take and can be insightful at a management information level. The Sales Team Performance Report calculates and displays some of this rich, indirect information held in RealtimeCRM.

Accessing the Sales Team Performance report

To access the Sales Team Performance report you should click on the Reports option in the left hand menu and then select the Management report type in the dropdown menu. If you do not see either the menu item or that option then you do not have the correct user permissions. Speak to your administrator about being given the ability to view reports and being set as an administrator.

Overview of the Sales Team Performance report

The report will display a set of data for each user that you have on the system, including yourself. For each user the data is split into two parts; a statical overview and a communication method grouping.

To take the left hand first, there are 5 different data points that are calculated, each of which you can use to determine the effectiveness of your sales member:

Most recent activity

This tells you how long ago the user made a contribution to an Opportunity activity entry. Good sales people should be continually actioning and updating the CRM with data that both demonstrates progress or shares thoughts about their intent.

Percentage of Opportunities won

This figure takes the number of Opportunities that the sales agent has been assigned – whether open, won or lost – and finds what proportion of those sales opportunities have been marked as won. There is obviously no correct figure here, suffice to say that the higher the better. This is a good metric to use to work with your sales team and help them improve their win rate.

Average days to win an Opportunity

The figure shows how many days it has taken this sales agent to win an opportunity, on average. Specifically, it takes the date that the opportunity was created and compares it to the date that it was marked as won. Only won opportunities are included. The ideal figure here will depend on which industry you are in. Working with your sales agent to bring this in line is a good way to nurture and support your team.

Value of opportunities won

This is the total of all of the opportunities that the sales agent has won. It uses the Opportunity value field to make this calculation, so it’s worth ensuring that this value is correct when the Opportunity is won. This figure will depend on how many opportunities the sales agent has worked on, how long they have been with your team and a whole host of other factors.

Total time spent on Opportunities

Finally, if you are using timesheets to record your effort on each Opportunity then the total time spent will be shown here. This figure is for all Opportunities, not just ones that have been won.

The second, right hand side of the chart shown for each User gives a chart view of what methods the sales agent uses during their work on Opportunities. The data only relates to Opportunities and includes all opportunities, not just ones that have been won.

You are likely to detect over time a bias for different types of communication methods with different agents. This might reflect personal preferences or a desire amongst your client base for the way they prefer to be contacted.