- 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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