NAW Licensed Author

Code Name

NAW Licensed Authors

Duty Roles

This job role is related to the following duty roles:

Salesforce Activity Analysis User
Salesforce Campaign Influence Analysis User
Salesforce Campaign Member Analysis User
Salesforce Lead Activity Analysis User
Salesforce Leads Analysis User
Salesforce Opportunity Activity Analysis User
Salesforce Opportunity Analysis User
Salesforce Opportunity Historical Trend Analysis User
Salesforce Opportunity Line Item Analysis User
Salesforce Opportunity Stage Progression Analysis User
Salesforce Primary Campaign Influence Analysis User

Subject Areas

This job role secures access to the following subject areas:

SF - Activity
SF - Campaign Influence
SF - Campaign Members
SF - Lead Activity
SF - Leads
SF - Opportunity
SF - Opportunity Activity
SF - Opportunity Historical Trend
SF - Opportunity Line Item
SF - Opportunity Stage Progression
SF - Primary Campaign Influence

Business Questions

This job role secures access to data that can answer the following business questions:

Are the Sales team members closing the Opportunities fast enough?
Are there any workload balancing issues in my team, with a few members performing most of the sales activities?
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?
How actively (number of activities) are the sales reps engaged with customers?
How are the Opportunity Amounts varying across the lifecycle of the Opportunity, as it moves through different changes?
How are the individuals on my team performing in regard to the completion of their planned tasks on opportunities closing this quarter?
How can I identify neglected but strategic accounts to guide my team to focus on these?
How did the opportunity revenue amount change over time (or any other opportunity attributes)?
How fast are my Opportunities moving across the stages?
How many leads are converted in the current quarter?
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?
Of the revenue booked/won in the last quarter, how much of those is deferred revenue?
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 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?
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 Price Level 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/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 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 leads that are converted into opportunities in the current quarter?
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 top 10 products by revenue during the past quarter or year?
What are the win rates across different stages?
What is activity ratio for won and lost opportunities? Are there any trends?
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/Volume of Products won in the last quarter vs current quarter?
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 an opportunity is closed or won or lost?
What is the average number of activities before the lead is retired?
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 total booked/deferred amount and quantity for the next quarter?
What percentage of the Opportunities are Split, so that I can know the need for multiple reps to work on an Opportunity?
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?
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 booked/deferred amount?
Which Product has the highest loss rate?
Which are the Accounts with most Changes to Opportunity Amount and Date?
Which are the Top 10 Products with won booked/deferred revenue and Quantity in the last year?
Which are the opportunities that have had no activity in the last week?
Which managers have teams managing the most activities?
Who are the Sales reps with the most changes to their Opportunity dates and Amount?
Who are the top sales representatives by their lead conversion ratio?
Who has the highest Opportunity Product line split revenue?
Who has won and lost the most number of Opportunities in the last 4 quarters?