Insights: Key Performance Indicators in Pipeliner CRM


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As a Sales Manager you need to instantly see key performance indicators of your team! The Pipeliner CRM is truly revolutionized because now business intelligence is instantly visualized! Part of that instant visualization is our new feature CRM Performance Insights, through which you can coach, manage, and mentor your teams far more effectively.

About Performance Insights

Performance Insights is yet another milestone that makes Pipeliner CRM the world’s most visual CRM solution--from every vital point of analysis.

With Pipeliner CRM Sales Managers can instantly see key performance indicators, and use this business intelligence to coach, manage, and mentor their teams more effectively. - Nikolaus Kimla, CEO of Pipeliner CRM

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

Introducing Pipeliner CRM's Performance Insights [Intro]

Screencast: Play in a new window.

Performance Insights: Key Performance Indicators

Pipeliner CRM's Key Performance Indicators (KPIs) enables you to track pre-defined KPIs a compare them within your sales team members or sales team units.

FAQs

#1: Key Performance Indicators

Which Key Performance Indicators (KPIs) can I track? The Indicator screen captures and calculates two different types of KPIs:

  • Positive KPIs (Creations, Conversion and Won Amount) - Pipeliner CRM calculates the user’s position on the Leaderboard according to the top user for that particular KPI within the user-defined time period. The top user is always flagged as having 100 % achievement and all others users are then pro-rated against the top user.
    • Creations
      • Number of created sales opportunities and leads.
      • Number of created accounts.
    • Conversions
      • Number of sales leads converted into  opportunities.
      • Number of sales opportunities converted into won businesses opportunities.
    • Won Amount - A cumulative value of won opportunities.
  • Negative KPIs (Lost Leads, Lost Opportunities, Lost Amount) - Pipeliner CRM calculates the user’s position in the Leaderboard according to their overall contribution for that particular KPI within the user-defined time period. The top user is the one with the highest percentage contribution to the total.
    • Losses
      • Number of lost sales leads.
      • Number of lost sales opportunities.
    • Lost Amount - A cumulative value of lost opportunities.

Who can see the Indicators screen?

  • If you are single user (i.e. you use only one Pipeliner CRM license) you are NOT able to use this screen, as this screen comperes the results of multiple team members. As a single user you have an access only to "My Results" screen.
  • You need to have at least TWO Pipeliner licenses purchased.
  • This screen is not available for every user but ONLY for Sales Managers. You need to have manager user rights to access team insights screen.

How does the Indicators screen work?

  • The Indicators screen captures and calculates its data based on the user-defined time period and pre-defined KPIs.
  • The Indicators screen captures and calculates the changes according to the owner/unit of the entity at the time that the process change has been applied.
  • The Indicators screen is updated over the secured cloud, thus you need to be connected to the internet in order to recalculate its data.

#2: Indicators : Use Cases

How can I change the time period within the Indicators screen?

In order to change the time period within the Indicators screen, follow these steps:

  1. Run Pipeliner CRM.
  2. Click “Insights” within the main Pipeliner CRM menu. Pipeliner CRM Access Insights
  3. Click the “Indicators” Tab within “Performance Insights”. If you cannot see this tab, you do not have enough user rights (see above part “Who can see the Insights screen?” within FAQs). Pipeliner CRM Access Insights Key Performance Indicators
  4. Click on the “Time Period Chooser”. Pipeliner CRM Indicators Open Date Chooser
  5. Here you can choose between multiple intervals according to which the data is calculated:
    • Week
    • Month
    • Quarter
    • Year
    • Custom

Pipeliner CRM Indicators Date Chooser Options In this way you can analyze your own sales performance within that period of time.

How can I change the KPI chart?

With Pipeliner CRM Indicators you can compare your team using the following KPIs: Creations, Conversions, Losts, Won and Lost Amount. You can change the KPI for the leaderboard using these steps:

  1. Run Pipeliner CRM
  2. Go to “Insights”.
  3. Click on "Indicators".
  4. Click on the KPI you would like to analyse within the KPIs list on the left. Pipeliner CRM Indicators Choose KPI

The KPIs can be utilized in comparing team members, or sales units over a specific time period.

How can I add/remove users to/from the KPI Chart?

Discover how reps or teams compare to one another with just a few clicks. By default you see top three users you have the rights to see according to your role in Pipeliner CRM and according to the selected KPI on the left. In order to add/remove users to/from the KPI chart follow these steps:

  1. Run Pipeliner CRM
  2. Go to “Insights”.
  3. Click on "Indicators".
  4. Scroll down to the bottom, and click the Toggle button in order to active selected user on the chart. Pipeliner CRM Activate User on KPI Chart

How can I switch between users and sales units view?

If you would like to compare your team performance, you can do it by changing the users view to sales units view using these steps:

  1. Run Pipeliner CRM
  2. Go to "Insights".
  3. Click on "Indicators".
  4. Click on "Users". Pipeliner CRM Indicators Toggle Sales Unit
  5. Select "Sales Units". Pipeliner CRM Indicators Activate Sales Units Comparison Pipeliner CRM Sales Unit KPI Comparison

Again, you will be able to analyse sales units performance only for the units you have an access to.

 

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