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Oracle Sales Cloud Reporting and Analytics for Business Users
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32 How Well Are Our Sales Representatives Dispositioning Leads?

This tutorial shows you how to determine how well sales representatives are dispositioning leads. A report is based on an analysis that defines the information that you want to see in the report. So to create a new report, you first need to create an analysis.

In this tutorial, you need to identify how your sales representatives are managing their leads and opportunities. Knowing how each of your team members are managing their leads and opportunities enables you to evaluate if they are not meeting their revenue goals and allows you to take corrective action immediately. You use the Leads Dispositioning by Sales Representative report to evaluate how well your team members are managing their leads and opportunities.

How to determine how well sales representatives are dispositioning leads

To create the Leads Dispositioning by Sales Representative report:

  1. From the Navigator menu, select Reports and Analytics.

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    The Reports and Analytics page is displayed.

  2. Click the down-arrow button to the right of Create, and then select Analysis.

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    The Select Subject Area list is displayed.

  3. Select the Sales - CRM Pipeline subject area.

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  4. Expand the Subject Areas folder (by clicking the arrow next to the folder) and select these columns to include in the analysis:

    • From the Employee folder: Employee Name

    • From the Facts > Lead Facts folder: # of Leads

    • From the Facts > Lead Facts folder: # of Open Leads

    • From the Facts > Lead Facts folder: # of Qualified Leads

    • From the Facts > Lead Facts folder: # of Rejected Leads

    • From the Facts > Lead Facts folder: Avg Lead Age (Days)

    For each column that you want to add:

    1. Select the column in the Subject Areas list.

    2. Click the Add button (the right arrow button to the right of the Subject Areas list) to move it to the Selected Columns list.

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  5. To accurately assess the dispositioning of leads, you need to include two additional columns: # of Leads Converted and # of Retired Leads. These columns are not in the Sales - CRM Pipeline subject area. To add a second subject area and these columns, perform the following steps:

    1. Click the Add/Remove Subject Areas button.

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    2. In the Add/Remove Subject Areas dialog, select Marketing - CRM Campaigns and Leads Real Time, and then click OK.

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    3. Expand the Marketing - CRM Campaigns and Leads Real Time Subject Areas folder (by clicking the arrow next to the folder), and then select # of Leads Converted from the Lead Facts folder.

    4. Select # of Retired Leads from the Lead Facts folder.

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  6. Click Next.

  7. Specify the views to include in the analysis. Click the Table box, and then select Table (recommended).

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  8. In the Title field, enter Leads Dispositioning by Sales Representative.

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  9. Click Submit to save the analysis.

  10. Save the analysis as follows:

    1. In the Analysis Name field, specify a name for the analysis.

    2. In the Save In list, select the folder in which you want to save the analysis.

      The folder in which you save the analysis controls whether the analysis is available only for your personal use or available to other users.

      If you save the analysis in My Folders, then it is available only for your personal use. If you save the analysis in Shared Folders\Custom, then it is available to all users who can access Shared Folders\Custom.

    3. Click Submit, and then click OK in the Confirmation dialog.

    The final report is saved in the specified folder. You can now navigate to the analysis.

How do I read the Leads Dispositioning by Sales Representative report?

This report contains the following metrics:

  • Employee Name — The name of your employee.

  • # of Leads — The amount of the leads owned by the sales representative.

  • # of Open Leads — The amount of the leads owned by the sales representative that are still open.

  • # of Qualified Leads — The amount of the leads owned by the sales representative that are qualified.

  • # of Rejected Leads — The amount of the leads owned by the sales representative that were rejected.

  • Avg Lead Age (Days) — The average number of days that the sales representative owned the lead from the time the lead was opened and until the lead closed.

  • # of Leads Converted — The amount of the leads owned by the sales representative that were converted to opportunities.

  • # of Retired Leads — The amount of the leads that had no likelihood of being converted to an opportunity for the specified time period.

    The following image shows an example of the Leads Dispositioning by Sales Representative report.

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