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Reports

Overview

Reports shows where you win, lose and get stuck, and who or what needs attention. The figures are counted from real records and activity. The page refreshes every 60 seconds while it is open.

Reports is for Sales managers and Administrators. A Sales rep who opens the page is sent to Overview. How things are going right now, day by day, is in Overview.

Who sees what

  • Administrator: all teams and all reps.
  • Sales manager: only the teams they lead. The Team menu offers My teams, and the Rep menu only the people in them.
  • Sales rep: does not have Reports.

The limit applies to the data, not just the menus. See Teams and roles.

Filters and periods

At the top you choose a period: Today, This week, Month or Quarter. The default is Quarter. The menu with three dots (⋯) has Custom, where you set From and To.

You can also narrow the figures by:

  • Team (All teams for an Administrator, My teams for a Sales manager)
  • Rep
  • Product
  • Source, meaning where the lead came from

A row in the Sales leaderboard can be clicked, which filters the page to that rep.

Comparisons such as "+8% vs previous period" compare with the previous period of the same length. The filters are kept in the address, so you can send a link to your view.

On a phone the filters are collected behind the Filters button.

Export to CSV

The Export button downloads the tables you see on the tab as a CSV file, for the period you have chosen.

  • The button only appears if your role is allowed to export. If it is missing, contact an administrator.
  • It is not available in Focus mode on the phone.
  • You export what the filter shows. Change tab or filter first if you want something else.

Sales

Key figures: Won, Won deals, Win rate, Average deal, Sales cycle (median time from created to won) and Target attainment. If there is no target or no data it says No supporting records.

Below the key figures: Won over time, Sales leaderboard, the By team table and the By source table.

Pipeline

Key figures: Open value, Weighted value, Open deals, Win rate, Average time in pipeline and Stalled deals.

Below them:

  • Stage report: for each step the count, value, weighted value, average time in the step, conversion to the next step and how many were lost.
  • Movement in period: inflow, outflow and lost during the period.
  • Loss reasons
  • By owner: count and value per step.

If there is more than one pipeline, choose which one to show with Choose pipeline.

Products

Key figures: Sold value, Units sold, Products with sales and Recurring share.

Then By category, Product table and By rep × category.

Outliers

Outliers shows what needs action now. Each type is counted at the top. Types with no hits show No outliers.

| Section | Flagged when | |---|---| | Reps outside the norm | Calls, contact rate, meetings, win rate or overdue follow-ups are below 50% or above 200% of the team median, or a rep has more than 3 overdue follow-ups. | | Stalled deals | An open deal has been in its step for more than twice the median time for that step, or its expected close date has passed. | | Deals without a next step | An open deal has no open task and no next action. | | Untouched leads | An assigned lead has no call, note or task in the last 14 days. | | Stalled lists | An active list has not been called for 7 days, or has less than half the team's share of completed leads. | | Overdue callbacks | The callback time has passed with no call afterwards. | | Data quality | A lead is missing both phone and email, has no owner, or shares an organisation number or phone number with another record. |

Reps and lists are only assessed once they have at least 10 events in the period, so small numbers are not flagged by mistake. The rule is shown in the info box on each card.

Each row has actions: Open the record, Create task, Change owner or Assign. Select several rows to do it all at once.

Outliers is also the only report tab in Focus mode on the phone.

When something is missing

If there is no data for the selection it says what is missing, for example No records in this selection, instead of zeros. If the reports cannot be loaded you get an error message and a Try again button.