Thanks to the "Sales Follow-up" tab in your performance reports, you can conduct an in-depth analysis of your activity and have access to a large amount of information about your organisation's sales.
⚙️How the Business Performanc Tracking tab works
As with the other activity tracking tabs, you can make different settings on this page to find the information that interests you:
Go to your “Sales Follow-up” tab in your Business Performance Reports
Choose the view you are interested in: Quotes or opportunities
Apply your date filters as well as your the manager filter, if necessary
Choose the columns that interest you
And finally, export your table to Excel format
🗂️What information can I get from quotes?
Below we offer you some examples of the information you can obtain regarding your quotes.
Main information
Find the main information related to your quotes such as the quote number and its amount, the name of the customer and the associated session, as well as the CRM status information of the associated customer and the stage of the sales funnel in which the associated opportunity is located:
For quote numbers, you can choose to display:
The full number (prefix + number) using the "number" column
Only the suffix thanks to the "number (prefix)" column
Only the quote number using the "number" column
Apply filters to view, for example, only your quotes with an amount greater than €1,100:
Be sure you have selected the Quote amount excluding VAT
Click on the > icon just below the column heading to open the menu where you will
Choose the > Greater than option and then click on the text box to enter the amount
Here is the entire process:
Current quote and potential turnover
It is not uncommon to produce multiple quotes for the same client in the same opportunity (or in the same session) if your client asks you for multiple versions of that quote or requests updates!
If we take into account all of these quotes in the quote monitoring, your potential turnover (although it is very advantageous) is then distorted!
To visualise a more reliable potential turnover, only the last quote generated for each customer in each opportunity or session is considered to be the "current" quote. This quote is then highlighted compared to the others which will be grayed out.
In order to visualize your potential turnover, you can add the column "Excl. VAT Amount" to visualize the excluding VAT amount of each quote and the column "In progress" to visualize only the quotes in progress by applying the "true" filter on this column.
You will then find your potential turnover at the bottom of the “quote amount excluding tax” column:
Quotes accepted and forecast turnover
With the "accepted" column and thanks to the "true" or "false" filter, find at a glance all your accepted quotes or your quotes awaiting acceptance:
By applying a "true" filter on the accepted quotes (as well as possibly a filter with session dates starting in the future), you will also be able to get an idea of your forecast turnover over a given period.
Quotes accepted and associated dates
You can also find the creation date of your quote as well as the Date of acceptance:
By carrying out an Excel export, you can then create an additional column and create a formula "Date of acceptance - creation date " to calculate the validation period of your quotes and obtain an average validation period for your quotes!
Turnover achieved by salesperson
Find the turnover achieved by each of your sales representatives by adding the "Sales Representative" column then applying a filter on the sales representative concerned and the accepted quotes:
📊What information can be extracted from Opportunity Tracking?
Find a wealth of information from the opportunity tracking page, including some examples of use:
Main information
Find the main information relating to your opportunities such as the name of the associated customer, the sales manager, its CRM status, or even the stage of the sales funnel in which it is located:
Use the filters and columns to view opportunities that are, for example, in several stages of the sales funnel or have several different CRM statuses:
Note: the monetary amount of an opportunity corresponds to the amount of the "current" quote, i.e. the last quote generated for that opportunity, or to the amount of the "accepted" quote if one of the quotes has been accepted.
Monitoring of business activity
After each exchange with a client, you can enter this exchange in the Tracking of your opportunity and indicate whether it was a phone call, a face-to-face meeting, a video meeting, by phone or an email:
Find in your opportunity tracking the number of exchanges of each type for each opportunity, the total for each type of exchange or the total for a given sales manager:
Origin of your opportunities
Using the "Opportunity Origin" column, distinguish between opportunities created from a registration via your online catalog or created manually.
Filter on this column to only view opportunities from your online catalogue, for example:
To learn more...