Majority of salespeople spend a lot of time focusing on outward prospecting. But, the most successful salespeople also look inward – to discover the wealth of information just waiting in their CRM.
When it comes to understanding lead behavior across different channels, salespeople struggle a lot. However, the solution to this problem which includes follow-up tasks, delegating various jobs, goal tracking, scheduling meetings and a lot more are all in one place: your CRM software.
With time, CRM reports will enable you to capture, monitor and know your contacts and leads at once. Though the reports might look different in every CRM, modern platforms will offer some variety of the essential reports listed below.
1. Contacts Report
As a salesperson, you already know that contacts are your most valuable assets. The contacts you have are your potential customers and link to more potential customers.
A contacts report is important because it helps you in autonomous targeting of the customer with a clear view of the contacts you have in your database, their industry, job titles, original source, date of the last contact and other attributes.
Contacts reports will make you help you in spotting new opportunities, discover networking connections and identify the weak parts of your funnel.
2. Lifecycle Stage Funnel Report
This is a report that shows you every detail you need to know about your leads and also shows you the stage that every lead is in your pipeline. You can dig deeper into this report by product or source channel to compare various groups and their progress.
Also, you can create funnel reports to show the conversion rates of your leads as they help in lead management and head down the funnel to identify the areas where you are not performing well. This will act as a stimulating factor to get your marketing and sales team discussing strategies that will convert leads to customers.
If you want to correct information on where your leads are coming from, you need to integrate your CRM database with a compatible marketing automation software.
3. Revenue Reports
Make sure you create different versions of this report using the specific time to calculate your progress against goals and new income broken down by source, product, and even sales rep.
Doing this will help you discover that the original source (social media, email marketing, paid or organic search, e.t.c) are bringing in the most sales and show you where you need to do more.
4. Companies Report
When a list of individual leads (especially two-plus leads) comes from the same company, it can lead to disorderliness. Companies report helps you ensure you’re tracking leads income and behaviors correctly. It does this by monitoring buying companies versus individuals in those companies.
5. Wins/Losses Report
This report will show you which deals you’re winning or losing, the reps in charge of the deals and how well your rates are faring when compared to industry benchmarks.
6. Custom Reports
Inasmuch as all the other reports mentioned above are important to any successful sales strategy, it is necessary to use customized reports to show the fine details of your product line or buying cycle. Once you’re conversant with all the other five reports, you’ll find it easy to make customized reports which will help you delve even deeper into your data.