Insights: Conversions in Pipeliner CRM


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It's more than a once a year you use Pipeliner CRM Team Insights. Sales Performance Insights brings powerful visual, intuitive functionality to sales performance management. With the latest update of the Pipeliner CRM Continuity release,  we have enriched Team Insights with the Conversions feature.

About Pipeliner CRM Insights

Instead of spending hours searching through spreadsheets you can perform an analysis of rep or team performance with just a few mouse clicks. With Pipeliner CRM Insights you can discover how reps or teams compare to one another, and see who is doing well and who perhaps needs coaching or mentoring.

Performance Insights enables you to get a clear and rapid view into the overall sales team, or individual sales rep performance, by using pre-defined key performance indicators (KPIs) within a user-defined time period.

Pipeliner CRM Insights consists of the following parts:

  • My Results - enables you to track and review your own personal results.
  • Insights - enables you to track and compare your team member or unit results from the person/unit point of view.
  • Indicators - enables you to track and compare your team member or unit result from the indicator point of view.
  • Conversions - enables you to track and compare the conversion rates of your team members or units.

About Pipeliner CRM Conversions Insights

Pipeliner CRM Conversions visualizes the data flow of leads and opportunities traveled from one sales process step to the next. In Pipeliner CRM you can track different scenarios depending on the situation--if an opportunity has been won from the lead or from the opportunity (sometimes you do not need to create a lead and qualify it to create an opportunity). The Lead-to-Won-Opportunity sales process steps include:

  • Created Leads within the corresponding time period you select.
  • Qualified Leads from Created Leads. A Qualified Lead is an opportunity you have a chance to close as a won deal.
  • Won Opportunities out of Qualified Leads.

The Opportunity-to-Won-Opportunity sales process steps include:

  • Created Opportunities within the corresponding time period you select.
  • Won Opportunities out of Created Opportunities.

How Pipeliner CRM Conversions displays data

  • Time - You need to select the time period according to which you would like to analyze conversions.
  • User - You need to select a user you would like to review.
  • Source Data - The source of the conversions is always the data created by particular user within a specific time period.

How Can I Review Rep Insights Conversions?

In order to review Rep Insights Conversions follow these steps:

  1. Run Pipeliner CRM.
  2. Click "Insights". Pipeliner CRM Access Insights
  3. Click on the "Conversions" tab. Pipeliner CRM Open Conversions Tab
  4. Define the time period. In this case we will review the year 2016. Pipeliner CRM Conversions Period
  5. Define the rep you would like to review. Pipeliner CRM Conversions Rep
  6. Review the Conversions flow chart. Pipeliner CRM Conversions Overview

Here is how to read this flow chart:

#1: Lead-to-Won-Opportunity Process Qualification process of a lead to opportunity:

  • 50% of the leads created by selected users within the year 2016 have been qualified from a lead to a qualified lead (open opportunity)
  • 17% of created leads created by selected users within the year 2016 have been lost.
  • 33% of the leads created by selected users within the year 2016 are still open leads.

Closing process of the opportunity:

  • 13% of qualified leads (out of those that have been created by selected users within the year 2016) have been won as won opportunities.
  • 20% of qualified leads (out of those that have been created by selected users within the year 2016) have been lost.
  • 67% of the qualified leads (out of those that have been created by selected users within the year 2016) are still open opportunities.

#2: Opportunity-to-Won-Opportunity Process Closing process of opportunities that were never classified as leads:

  • 10% of created opportunities created by selected users within the year 2016 have been won.
  • 10% of created opportunities created by selected users within the year 2016 have been lost.
  • 80% of created opportunities created by selected users within the year 2016 are still open.

How Can I Review a Unit Insights Conversion?

In order to review the unit insights conversion follow these steps:

  1. Go again to the "Conversions" tab within "Insights".
  2. Define a time period according to your preferences.
  3. Define the unit you need to review. Pipeliner CRM Insights Conversions Unit
  4. Review the Conversion flow chart.

And here is the Conversions Trend

You can review the history of Conversions. Just scroll down to the bottom of the Conversions tab, and you will see how each conversion component evolves in the history. Pipeliner CRM Conversions Trend

 

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