• 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 in regards to 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 (number 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 were 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 number 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 the number of leads and opportunity revenue perspective?
  • What are the leads which have had no activity in the last week?
  • What is the average number 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?
  • Which 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 10 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 the 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?
  • Which are the opportunities which have had no activity in the last week?
  • What is the average number 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 KPIs trending for the last five 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 an opportunity evolve over time?
  • What is the average time an 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 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 to quote creation?
  • What is the average revenue values for different types (recurring, non-recurring, and usage)?
  • How many quotes are 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 a period of time? How are the SRs split based on status and severity?
  • How are the SRs 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 percentage of SRs get resolved on the same day and next day?
  • How often am I meeting milestone targets for my SRs? Which milestones do I miss most often?
  • Are our processes inefficient or preventing agents from meeting milestones?
  • Is a particular target too aggressive? Who is best at achieving targets for a given category of service request?
  • How does my team perform in meeting first response milestones versus resolution milestones?
  • Are there currently service requests that have missed the target milestone and require escalation?
  • Where is my team missing SLAs? Is it in certain geographic locations, service categories, or product lines?
  • What is the percentage of open SRs with milestones, that is, which have at least one milestone?
  • How long did it take to assign the SR to the correct queue?
  • What's the average time for an SR to be in the Queue and which SRs are sitting in a queue longer than the average time?
  • How many SR queues were modified and what did the SR owner change in the process?
  • How many times did the SR get assigned to the wrong Queue?
  • On average, how long does it take to assign a SR?
  • How much time does a SR spend in a Queue?
  • Do some SR categories imply higher difficulties (going by the actual time agents spend on such SRs)?
  • Did the SR have more than one issue that needed to be resolved (perhaps serially or requiring parallel efforts by multiple resources)?
  • Was the assigned agent overloaded with other work (based on the average number of SRs assigned to the agent)?
  • How long was the SR waiting with the Agent and the customer?
  • What are the top 10 queues by the time spent by the SRs?
  • How many days do customers wait on average to reopen the SR?
  • What are the top 10 quotes by quote line revenue?
  • Which 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 is the MRR in the current month and how has it been trending overall for the last 12 months?
  • For a Customer, what is the MRR and it's trend for the last 12 months?
  • Which Products have been contributing the most to the MRR and how is the MRR trend for different Products?
  • What is my ARPU in the current quarter and how does it compare to the last quarter?
  • What is my Subscription Total Contract Value (TCV) in the current Quarter?
  • How many Customers do I have with an Active Subscription today? How is the trend/growth for the last 12 month period?
  • What is my MRR that would be due for renewal in the next quarter?
  • How many Subscriptions are terminated in the current month? How does the termination trend for a Product look like?
  • How many Subscriptions were renewed in the current quarter? How does it compare to the last?
  • Are there certain products with a better Subscription renewal rate?
  • How many Customers did we Expand/Contract in the current quarter?
  • What is my MRR Churn rate percentage in the current quarter? How does it compare to the last quarter?
  • What is my Customer churn rate percentage in this quarter?
  • What is the Net Revenue Retention rate for the last three quarters?
  • What is 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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