CRM Analytics
CRM Analytics in ERPNext gives you rich insights into your sales process and enables you to monitor, measure, and optimize engagement with prospects and customers. For instance, if you notice very few communications have been initiated with prospects in a specific month—perhaps resulting in a slide in sales—you can take necessary steps. Using these analytics, sales executives can be made sure to follow up on opportunities and leads in a periodic manner, ensure active engagement levels, and avoid potential loss of revenue.
1. Sales Funnel
The Sales Funnel report enables you to measure the number of prospects at each step of the sales process, and you will get a clear picture of your potential customers and the conversion chances.
More than observing the situation as it now, it can be used to check the time variations in these figures and help pinpoint bottlenecks in your sales pipeline. In case you see an unanticipated drop of leads between two points, you are able to inquire into what is leading to it e.g. no follow up, communication, and cost problems and fix it early.
How to use:
- Pick the Company.
- Pick the From Date and To Date for the period of analysis.
- Choose Sales Funnel in chart view to be able to visualize the data.
2. Sales Pipeline
Majority of the opportunities pass through a number of sales stages before becoming a deal. The Sales Pipeline report will display the total dollar value of business opportunity by stage so you can tell where the greatest percentage of your revenue potential lies.
This view will give you the option to compare opportunities by stage easily and target efforts on close-deal deals. You are also in a position to know which particular stage is the one experiencing delays, hence requiring additional training, resources, or strategic adjustments.
How to use:
- Choose the Company.
- Choose the From Date and To Date for your report.
- Choose Sales Pipeline in the chart view for a breakdown.
3. Opportunities by Lead Source
The Opportunities by Lead Source report gives you an unobstructed view of your business potential divided by where the reach came from—e.g., referrals, online advertising, events, or cold calls. With this insight, you know which lead sources create the most valuable opportunities and can allocate your marketing dollars more efficiently.
By tracking this report on a regular basis, you can determine if you should invest more in performing lead sources or remake underperforming ones. This results in better ROI over time on your marketing and lead generation.
How to use:
- Choose the Company.
- Make your From Date and To Date selections.
- Choose Opportunities by Lead Source in chart view to see the data graphically.