• Business Questions
  • Overview
  • Are there any work load balancing issues in my team, with a few members performing most of the sales activities?
  • I need some of my team members to focus on the new product being introduced next quarter. Who should I recruit for this initiative, based on their upcoming activity levels?
  • As a Sales Rep, I need to view my workload for the upcoming week/month. What are my urgent/overdue tasks for this period?
  • How are the individuals on my team performing as regards completion of their planned tasks on opportunities closing this quarter?
  • What are the Accounts that are being heavily pursued? Does this align with our business priorities and goals?
  • How can I identify neglected but strategic accounts to guide my team to focus on these?
  • What is activity ratio for won and lost opportunities? Are there any trends?
  • How actively (# of activities) are the sales reps engaged with customers?
  • Which Managers have teams managing the most activities?
  • How do the number of activities and their average SR resolution rate compare by quarter?
  • What are all the Leads/Contacts (Campaign Members) associated to the Campaign?
  • How many Leads are part of the Campaign?
  • How many responses received for a given campaign?
  • What are the Campaigns which ran in the last quarter and had the highest number of Responses/Leads?
  • What the top 10 Campaigns that targeted the most number of Contacts in the last quarter and the # of responses that they received?
  • What was the ROI of the marketing campaigns that were run in the last quarter or during the last year?
  • Which campaigns were the most effective and which ones weren't?
  • How does campaign performance compare for the same period last year?
  • What is the cost of an opportunity from a marketing (campaign)spend perspective?
  • Who are my top customers responding to campaigns from # of leads and opportunity revenue perspective?
  • What are the Leads which has had no Activity in the last week?
  • What are the average # of Activities before a lead is retired?
  • What is the Activity Rate for the converted Lead?
  • On an average how many appointments are needed before a lead gets converted?
  • How many Leads were rejected in the last quarter and what were the reason for those?
  • Who is the Primary Contact and Resource assigned for a given Lead?
  • What are the top 10 products associated to the Leads in the system?
  • How many Leads are unassigned in the system?
  • Which Campaign resulted in the highest number of Qualified Leads in the last quarter?
  • What are the Leads created by a Sales Rep/Sales Manager's team in the Current Quarter and what are their statuses?
  • Who are the top Sales representatives by their Lead conversion ratio?
  • How many Leads are converted in the current quarter?
  • What are the sources of the Leads created in the current quarter?
  • What are the Leads that are converted into Opportunities?
  • How many Leads are associated for a given Opportunity?
  • How many Opportunities were created from a given Lead?
  • What is the number of leads by partners for a specific product group?
  • What are the open Opportunities associated to a given Partner?
  • What is the potential revenue of leads by partners?
  • How is the Current Quarter Pipeline?
  • What Opportunities are in the same Sales stage for more than a month?
  • Are the sales reps moving their opportunities fast enough?
  • Is the sales team Closing Opportunities fast enough?
  • What are the Stalled opportunities and who are the sales reps working on these?
  • What are the most likely reasons that the Opportunities are lost against our key competitors?
  • How many Opportunities were closed in the last quarter?
  • What are the top ten products by revenue during the past quarter/year?
  • What is the open/closed revenue for each of the product groups in the selected geography?
  • What is the revenue lost to competition for a specific product/product group?
  • How do wins and losses trend quarterly for a specific product line?
  • How is each member on the team performing on deal size, account coverage, and win rate?
  • What are the Top Stalled opportunities by Revenue line and who are the sales reps working on these?
  • Is overall pipeline healthy enough to meet sales goals?
  • What are the top 10 open opportunities? What are the target close dates for these?
  • What is the value trend of high value opportunities? Do they show a positive or negative trend?
  • Who are the top competitors and what is the revenue exposure to them?
  • What products are often lost to key competitors? Is there a pattern?
  • What are the Opportunities which has had no Activity in the last week?
  • What are the average # of Activities before an Opportunity is Closed/Won/Lost?
  • What is the Activity Rate for a Won/Lost Opportunity?
  • On an average how many appointments are needed before an Opportunity is Won?
  • How are the sales KPI's trending for the last 5 quarters?
  • What was my pipeline in the same month of last year?
  • How is the new/Closed Opportunity trend compared to the last year?
  • Are too many deals being pushed out to the subsequent fiscal quarters?
  • How are product revenues trending month over month?
  • How do opportunities evolve over weeks/months in relation to sales stage, revenue amount, products, and territories?
  • What are the historical monthly trend of closed revenue by Opportunity Owner?
  • What are the higher value deals that have been moved out?
  • What are the opportunities that have undergone revenue changes - either upward or downward? Which team members own these opportunities?
  • How did the Opportunity evolve over time?
  • What is the average time the Opportunity is in a particular sales stage?
  • How did the Opportunity revenue amount change over time? (or any other Opportunity attributes)
  • Against how many Opportunities, were the Quotes submitted in this month?
  • What is the total Quotes revenue for the current month?
  • Who has submitted the highest number of Quotes in the current month?
  • What is the Average Quote Value?
  • How long does it take from the time an opportunity is created till Quote creation?
  • What is the average revenue values for different types (Recurring, Non recurring & Usage)?
  • How many quotes get generated for Won vs Lost Opportunities?
  • What is the Win/Loss conversion rate?
  • What is the typical quote cycle time?
  • How many Quotes have expired?
  • What is the trend of SRs over period of time? How are the SR's split based on status and severity?
  • How are the SR's aging?
  • Are there preferred channels that customers use to contact us for specific service issue categories and product areas?
  • What product lines have a higher percentage of non-compliant SRs open?
  • What is the most commonly used channel?
  • What is the trend of SRs by Category?
  • How are my agents performing?
  • Are we efficient in resolving SRs? Where are the bottlenecks?
  • What is our SR backlog rate?
  • Which customers have reported the most SRs?
  • What % of SRs get resolved on the same day and next day?
  • What are the Top 10 Quotes by Quote Line Revenue?
  • What Product has the highest Quote Line items created against?
  • Which Product has the highest Recurring Revenue Quotes against?
  • Which Opportunity has the most number of Quote lines?
  • What is the Total Quotes Revenue for the current quarter?
  • Which Product has the highest Usage revenue Quoted across the customers?
  • What is the average revenue per Quote Line?
  • How many subscriptions were renewed the last quarter?
  • What's the number of subscriptions by status and date range?
  • What's the total contract value (TCV) in the last one year?
  • What's the total MRR?
  • How many subscriptions are expiring in the next quarter?
  • How many subscriptions were terminated in the last year?
  • How many subscription Lines have been interfaced with AR?
  • What is the Net Billing for the last quarter?
  • What is the projected Billing for the next quarter?
  • What is the discount being provided for a particular product?
  • What is the discount that is being provided to the Customer for their Subscriptions?
  • What are the number and total amount of subscription contracts committed?
  • What are the number of responses received in the current month for all Active Campaigns?
  • How many Emails have been sent and the Clickthrough Rate of those by the Campaigns for the current month?
  • What Campaign type is resulting into highest Unsubscribe rate?
  • What Campaigns are resulting into highest number of form submissions? Does the Campaign Product/Campaign Region have any bearing on this?

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