Business Questions
Overview
Against how many opportunities were quotes submitted in this month?
Are our processes inefficient or preventing agents from meeting milestones?
Are the Sales team members closing the Opportunities fast enough?
Are the sales reps moving their opportunities fast enough?
Are there any work load balancing issues in my team, with a few members performing most of the sales activities?
Are there any workload balancing issues in my team, with a few members performing most of the sales activities?
Are there certain products with a better Subscription renewal rate?
Are there currently service requests that have missed the target milestone and require escalation?
Are there preferred channels that customers use to contact us for specific service issue categories and product areas?
Are too many deals being pushed out to the subsequent fiscal quarters?
Are we efficient in resolving SRs? Where are the bottlenecks?
As a sales rep, I need to view my workload for the upcoming week/month. What are my urgent or overdue tasks for this period?
Did the SR have more than one issue that needed to be resolved (perhaps serially or requiring parallel efforts by multiple resources)?
Do some SR categories imply higher difficulties (going by the actual time agents spend on such SRs)?
For a Customer, what is the MRR and it's trend for the last 12 months?
For a given time period, what were the Email Opens or Unsubscribed for a given Account?
For our key Customer contact, how many Campaigns were targeted at them?
For our key Customers, how many Campaigns were targeted at them?
How actively (number of activities) are the sales reps engaged with customers?
How are my agents performing?
How are product revenues trending month over month?
How are the Opportunity Amounts varying across the lifecycle of the Opportunity, as it moves through different changes?
How are the SRs aging?
How are the individuals on my team performing in regard to the completion of their planned tasks on opportunities closing this quarter?
How are the individuals on my team performing in regards to completion of their planned tasks on opportunities closing this quarter?
How are the sales KPIs trending for the last five quarters?
How can I identify neglected but strategic accounts to guide my team to focus on these?
How did an opportunity evolve over time?
How did the opportunity revenue amount change over time (or any other opportunity attributes)?
How do opportunities evolve over weeks or months in relation to sales stage, revenue amount, products, and territories?
How do the number of activities and their average SR resolution rate compare by quarter?
How do wins and losses trend quarterly for a specific product line?
How does campaign performance compare for the same period last year?
How does my team perform in meeting first response milestones versus resolution milestones?
How fast are my Opportunities moving across the stages?
How is each member on the team performing on deal size, account coverage, and win rate?
How is the current quarter pipeline?
How is the new or closed opportunity trend compared to the last year?
How long did it take to assign the SR to the correct queue?
How long does it take from the time an opportunity is created to quote creation?
How long was the SR waiting with the Agent and the customer?
How many Accounts were targeted for a Campaign?
How many Contacts were targeted for a Campaign?
How many Customers did we Expand/Contract 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?
How many Leads are part of the campaign?
How many Leads responded by Campaigns in the last quarter?
How many SR queues were modified and what did the SR owner change in the process?
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?
How many days do customers wait on average to reopen the SR?
How many emails have been sent and the clickthrough rate of those by the campaigns for the current month?
How many leads are associated for a given opportunity?
How many leads are converted in the current quarter?
How many leads are part of the campaign?
How many leads are unassigned in the system?
How many leads were Not Converted in the last quarter?
How many leads were created in the last Quarter and of those, how many were converted?
How many leads were rejected in the last quarter and what were the reason for those?
How many opportunities were closed in the last quarter?
How many opportunities were created from a given lead?
How many quotes are generated for won vs lost opportunities?
How many quotes have expired?
How many responses were received for a given campaign?
How many subscription lines have been interfaced with AR?
How many subscriptions are expiring in the next quarter?
How many subscriptions were renewed the last quarter?
How many subscriptions were terminated in the last year?
How many times did the SR get assigned to the wrong Queue?
How much time does a SR spend in a Queue?
How often am I meeting milestone targets for my SRs? Which milestones do I miss most often?
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?
Is a particular target too aggressive? Who is best at achieving targets for a given category of service request?
Is the overall pipeline healthy enough to meet sales goals?
Is the sales team Closing opportunities fast enough?
Of the Emails that were sent, what percentage were opened on the same day (within 24 hours)?
Of the revenue booked/won in the last quarter, how much of those is scheduled revenue? (i.e. will be realized over a period of time)
On an average how many appointments are needed before a lead gets converted?
On an average how many appointments are needed before an opportunity is won?
On an average, how many times is the Opportunity Close date and Amount revised before an Opportunity is Closed?
On average how many Activities (Events or Tasks) are needed before an opportunity is won?
On average, how long does it take to assign a SR?
On average, how many appointments are needed before a leads gets converted?
Show me the lifecycle flow of opportunity/revenue line based on close date - for example Opportunity was first marked to close in Q1, then moved to Q3 and now in Q4?
Was the assigned agent overloaded with other work (based on the average number of SRs assigned to the agent)?
What Asset type performed the best in gaining the most number of responses in a given time period?
What Campaign has the most number of Leads associated in the last quarter? (Note: This can be answered using Campaign Member subject area along with this)
What Campaign has the most number of Opportunities associated as Primary?
What Campaign helped winning the most revenue last year using Primary Campaign Influence model?
What Campaign helped winning the most revenue last year?
What Campaigns of the current year has the most number of Opportunities associated (where Campaign is the Primary Campaign)?
What Pricebook has the most number of Won/Lost Products sold in the last year?
What Product revenue is increasing QoQ at the highest rate?
What Products have the most number of Won Opportunities?
What are all the leads or contacts (campaign members) associated to the campaign?
What are all the leads/contacts/accounts (campaign members) associated with the campaign?
What are the Account/Contact associated with a Won or Open Opportunity that has not had any activities for the last one year?
What are the Lead counts by Lead Rating for the current period?
What are the Leads generated by different source, so that I know which source is effective for generation? Of those sources, which source has the highest conversion rate?
What are the Leads which have had no activity in the last week?
What are the Open leads for the current month by Lead Status?
What are the Stalled Opportunities and the Sales Reps working on it?
What are the Top 10 Accounts by Won Revenue in the last year?
What are the Top 10 Opportunities by number of activities? Is there a correlation between number of activities and the Opportunity Win rate?
What are the accounts that are being heavily pursued? Does this align with our business priorities and goals?
What are the campaigns which ran in the last quarter and had the highest number of leads?
What are the campaigns which ran in the last quarter and had the highest number of responses or leads?
What are the different Email or External Activities and rate for an Account, and what Account has the highest Form submission rate for a given Campaign?
What are the higher value deals that have been moved out?
What are the historical monthly trend of closed revenue by opportunity owner?
What are the leads created by a sales rep/sales manager's team in the current quarter and what are their statuses?
What are the leads that are converted into opportunities in the current quarter?
What are the leads that are converted into opportunities?
What are the leads which have had no activity in the last week?
What are the most likely reasons that the opportunities are lost against our key competitors?
What are the number and total amount of subscription contracts committed?
What are the number of Opportunities that got added after the start of the period/quarter and their revenue amount?
What are the number of changes to Expected Close Date for a given Opportunity?
What are the number of responses to a campaign and converted leads in Campaign?
What are the open opportunities associated to a given partner?
What are the opportunities that have undergone revenue changes, either upward or downward? Which team members own these opportunities?
What are the sources of the leads created in the current quarter?
What are the stalled opportunities and who are the sales reps working on these?
What are the top 10 campaigns that have the most number of contacts in the last quarter?
What are the top 10 open opportunities? What are the target close dates for these?
What are the top 10 products associated to the leads in the system?
What are the top 10 products by revenue during the past quarter or year?
What are the top 10 queues by the time spent by the SRs?
What are the top 10 quotes by quote line revenue?
What are the top stalled opportunities by revenue line and who are the sales reps working on these?
What are the win rates across different stages?
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?
What is activity ratio for won and lost opportunities? Are there any trends?
What is my ARPU in the current quarter and how does it compare to the last quarter?
What is my Customer churn rate percentage in this quarter?
What is my MRR Churn rate percentage in the current quarter? How does it compare to the last quarter?
What is my MRR that would be due for renewal in the next quarter?
What is my Subscription Total Contract Value (TCV) in the current Quarter?
What is our SR backlog rate?
What is the MRR in the current month and how has it been trending overall for the last 12 months?
What is the Net Revenue Retention rate for the last three quarters?
What is the Open Pipeline for the next Quarter by Territory?
What is the Opportunity Split Amount by the Opportunity team member?
What is the Pipeline by Sales stage?
What is the Pipeline for the Current Quarter and how is the closed pipeline trend for the last three quarters?
What is the Quantity of Products won in the last quarter vs current quarter?
What is the Win or Loss conversion rate?
What is the activity rate for a won or lost opportunity?
What is the activity rate for the converted lead?
What is the average number of activities before a lead is retired?
What is the average number of activities before an opportunity is closed or won or lost?
What is the average number of activities before the lead is retired?
What is the average quote value?
What is the average revenue per quote line?
What is the average revenue values for different types (recurring, non-recurring, and usage)?
What is the average time an opportunity is in a particular sales stage?
What is the cost of an opportunity and Won opportunity from a marketing (campaign) spend perspective, using Primary Campaign Influence model?
What is the cost of an opportunity and Won opportunity from a marketing (campaign) spend perspective?
What is the cost of an opportunity from a marketing (campaign) spend perspective?
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 is the most commonly used channel?
What is the net billing for the last quarter?
What is the number of leads by partners for a specific product group?
What is the number of responses received in the current month for all active campaigns?
What is the open/closed revenue for each of the product groups in the selected geography?
What is the percentage of open SRs with milestones, that is, which have at least one milestone?
What is the potential revenue of leads by partners?
What is the projected billing for the next quarter?
What is the revenue lost to competition for a specific product or product group?
What is the total quotes revenue for the current month?
What is the total quotes revenue for the current quarter?
What is the total schedule amount and quantity for the next quarter?
What is the trend of SRs by category?
What is the trend of SRs over a period of time? How are the SRs split based on status and severity?
What is the typical quote cycle time?
What is the value trend of high value opportunities? Do they show a positive or negative trend?
What percentage of SRs get resolved on the same day and next day?
What percentage of the Opportunities are Split, so that I can know the need for multiple reps to work on an Opportunity?
What product lines have a higher percentage of non-compliant SRs open?
What products are often lost to key competitors? Is there a pattern?
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 my pipeline in the same month of last year?
What was the ROI of the marketing campaigns as per the different attribution model (First Touch or Last Touch or U Shaped or Linear Attribution)?
What was the ROI of the marketing campaigns based on the influence model set in SFDC, using the Primary Campaign influence model?
What was the ROI of the marketing campaigns based on the influence model set in SFDC?
What was the ROI of the marketing campaigns that were run in the last quarter or during the last year, using the Primary Campaign influence model?
What was the ROI of the marketing campaigns that were run in the last quarter or during the last year?
What's the Activity Type that has resulted in the highest number of Activities for a Campaign, particularly for the External Activities?
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?
What's the number of subscriptions by status and date range?
What's the total MRR?
What's the total contract value (TCV) in the last one year?
Where is my team missing SLAs? Is it in certain geographic locations, service categories, or product lines?
Which Account has the most number of inbound activity (what is our most active customer)?
Which Accounts have the highest number of Leads created or associated in the last year?
Which Campaign associated as Primary generated the highest pipeline in the current quarter?
Which Campaign generated the highest pipeline in the current quarter?
Which Campaigns of the current year have the most number of Opportunities associated?
Which Product had the highest win rate in the last year?
Which Product has the highest loss rate?
Which Product has the highest schedule amount?
Which Products have been contributing the most to the MRR and how is the MRR trend for different Products?
Which are the Accounts with most Changes to Opportunity Amount and Date?
Which are the Top 10 Products with won scheduled revenue and Quantity in the last year?
Which are the opportunities that have had no activity in the last week?
Which are the opportunities which have had no activity in the last week?
Which campaign resulted in the highest number of qualified leads in the last quarter?
Which campaigns were the most effective and which ones weren't?
Which customers have reported the most SRs?
Which managers have teams managing the most activities?
Which opportunities are in the same sales stage for more than a month?
Which opportunity has the most number of quote lines?
Which product has the highest quote line items created against?
Which product has the highest recurring revenue quotes against?
Which product has the highest usage revenue quoted across the customers?
Who are my top customers responding to campaigns from the number of leads and opportunity revenue perspective?
Who are the Sales reps with the most changes to their Opportunity dates and Amount?
Who are the top competitors and what is the revenue exposure to them?
Who are the top sales representatives by their lead conversion ratio?
Who has submitted the highest number of quotes in the current month?
Who has the highest Opportunity Product line split revenue?
Who has won and lost the most number of Opportunities in the last 4 quarters?
Who is the primary contact and resource assigned for a given lead?
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