Getting started with CRM reports

ChartMogul CRM comes with charts to help sales teams get actionable insights and evaluate trends. Customize your chart to create a report for specific date ranges or filter for data points that are meaningful to your business.

In this article, we outline how to use charts with CRM and the insights they offer. To see a real-time snapshot of your sales goals and activities, review the default Sales dashboard ChartMogul offers.

Chart: Leads

Leads charts the number of individuals or customers who enter your sales pipeline. Sales and marketing teams use this chart to track lead flow.

Leads chart

Use this report to get insights on:

  • The number of leads who have started the sales process to evaluate your product/service, using the Has opportunity filter
  • How many leads are qualified (vs. unqualified) using a custom attribute, such as SQL
  • Which marketing channels are generating the highest quality leads and use this to allocate budget, using custom attributes

Apply the same insights to Free Trials.

Chart: Trial-to-Paid Conversion Rate

Trial-to-Paid Conversion Rate charts the percentage of customers who start a trial and subsequently subscribe. Sales and marketing teams use this chart to understand how effectively trial users are converting into subscribers, and if they share any common characteristics.

Trial-to-Paid Conversion Rate chart

Use this report to get insights on:

Chart: Pipeline Funnel Analysis

Get an overview of your sales funnel and how effectively your business is converting leads with Pipeline Funnel Analysis.

Sales leaders use this report to understand how many leads and opportunities are needed to hit sales targets and plan pipeline coverage.

Pipeline funnel analysis

Use this report to get insights on:

  • How your business’ sales-led efforts compare to your self-service model
  • The effectiveness of your go-to-market strategy. For example, if the average won opportunity size is larger in your self-serve segment, and cost of acquisition is lower, then you might want to consider increasing leads at the top of the funnel.

Deal Stage Probability Forecast

Get an estimate of the amount of new MRR in a month with Deal Stage Probability Forecast. Sales and finance leaders use this report to forecast sales revenue.

Deal Stage Probability Forecast

Use this report to get insights on:

  • Forecast accuracy: compare the forecasted revenue amount to actual revenue
  • The expected revenue for each sales rep
  • The estimated revenue in a particular pipeline
Not every deal ends in a sale, so reviewing the value of your opportunities may not be an accurate prediction for the amount of new revenue your business will gain. Deal Stage Probability Forecast is a weighted forecast. It uses the deal value multiplied by win likelihood percentage to standardize how your business calculates an estimate of new revenue. This report is best for businesses with a large volume of opportunities who need a simple way to forecast long sales cycles or have deals with a large range of price points.

Forecast Category Report

Forecast Category Report is an overview of new MRR in each forecast category by sales rep. When a sales rep updates the deal’s forecast category, it indicates greater confidence that a deal will be won. This report is useful for sales leaders and sales reps.

Forecast Category Report

Sales leaders use this report to see a breakdown of each forecast category by sales rep, for all pipelines or a specific pipeline. This is useful to see progress toward hitting sales targets and allocating resources.

Sales reps use this report to review opportunities and focus their efforts on deals who are more likely to convert.

Opportunity lists

ChartMogul offers default lists for managing opportunities. The header of each list provides helpful insights for sales teams.

Opportunity lists

Sales leaders can review All won opportunities to see how much MRR each sales rep brought in during a defined period, useful when calculating commission.

Review All lost opportunities to see which marketing channel has the most losses and view a report of loss reasons, using custom attributes.

Sales reps use opportunity lists to manage their workflow. Learn more in our ChartMogul CRM user guide.

Next Steps

  • Review our guide to getting started with charts, including configuring, saving, and sharing
  • Gain deeper insights into your data to measure, understand, and grow your SaaS business with segmentation, including custom attributes and filters
  • Customize your dashboards, including the one for CRM reports
  • Track your business goals in ChartMogul with targets
  • Stay organized by creating tasks related to leads, opportunities, and customers

 

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