Analisis Saluran

Aplikasi CRM mengelola pipeline sales selagi lead/peluang bergerak dari tahap ke tahap, awal ke sale (Won) atau pengarsipan (Lost).

Setelah mengatur pipeline, gunakan opsi-opsi pencarian dan laporan yang tersedia di halaman Analisis Pipeline untuk mendapatkan wawasan ke efektivitas pipeline dan usernya.

Untuk mengakses halaman Analisis Pipeline, kunjungi aplikasi CRM ‣ Laporan ‣ Pipeline.

Buka aplikasi CRM dan klik tab Laporan di atas, lalu klik Pipelin.

Opsi-opsi pencarian

Halaman Analisis Pipeline dapat dikustomisasi dengan beragam filter dan opsi pengelompokkan.

Untuk menambahkan kriteria pencarian baru, ketik kriteria yang diinginkan ke kolom pencarian, atau klik ikon ⬇️ (arah panah bawah), di sebelah kolom pencarian, untuk membuka menu drop-down semua opsi. Lihat bagian-bagian di bawah untuk informasi lebih lanjut untuk apa yang setiap opsi lakukan.

Mengeklik arah panah bawah di sebelah kolom pencarian membuka menu filter-filter untuk analisis.

Bagian Filter-filter memungkinkan user-user untuk menambahkan filter-filter yang dibuat sebelumnya dan kustom ke kriteria pencarian. Lebih dari satu filter dapat ditambahkan ke satu pencarian.

  • Pipeline Saya: tunjukkan lead-lead yang ditugaskan ke user saat ini.

  • Peluang: tunjukkan lead-lead yang telah memiliki kualifikasi sebagai peluang.

  • Lead: tunjukkan lead-lead y ang belum berkualifikasi sebagai peluang-peluang.

  • Aktif: tunjukkan lead-lead aktif.

  • Tidak aktif: tunjukkan lead-lead yang tidak aktif.

  • Won: tunjukkan lead-lead yang telah ditandai sebagai Won.

  • Lost: tunjukkan lead-lead yang telah ditandai sebagai Lost.

  • Dibuat Pada: tunjukkan lead-lead yang dibuat pada periode waktu tertentu. Secara default, ini adalah tahun lalu, tapi dapat disesuaikan sesuai kebutuhan, atau dihapus sepenuhnya.

  • Perkiraan Penutupan: tunjukkan lead-lead yang diharapkan untuk menutup (ditandai Won) pada periode waktu tertentu.

  • Tanggal Ditutup: tunjukkan lead-lead yang ditutup (ditandai Won) pada periode waktu tertentu.

  • Diarsip: tunjukkan lead-lead yang telah diarsip (ditandai Lost).

  • Tambahkan Filter Kustom: mengizinkan user untuk membuat filter kustom dengan beragam opsi-opsi. (Lihat Filter-Filter Kustom dan Kelompok-Kelompok untuk informasi lebih lanjut)

Tambahkan filter-filter dan kelompok-kelompok kustom

Sebagai tambahan ke opsi-opsi yang dibuat sebelumnya di kolom pencarian, halaman Analisis Pipeline dapat juga menggunakan filter-filter dan kelompok-kelompok kustom.

Filter-filter kustom adalah peraturan-peraturan rumit yang lebih lanjut mengustomisasikan hasil pencarian, sementara kelompok-kelompok kustom menampilkan informasi dengan cara yang lebih teratur.

Untuk menambahkan filter kustom:

  1. Di halaman Analisis Pipeline, klik ikon arah panah bawah di bawah kolom Pencarian....

  2. Di menu drop-down, klik Tambahkan Filter Kustom.

  3. Jendela pop-up Tambahkan Filter Kustom muncul dengan peraturan default (Negara di _____) terdiri dari tiga field unik. Field-field ini dapat diedit untuk membuat peraturan kustom, dan lebih dari satu peraturan dapat ditambahkan ke satu filter kustom.

  4. Untuk mengedit peraturan, mulai dengan mengeklik field pertama (Negara), dan pilih opsi dari menu drop-down. Field pertama menentukan subjek primer peraturan.

  5. Berikutnya, klik field kedua, dan pilih opsi dari menu drop-down. Field kedua menentukan hubungan field pertama dan ketiga, dan biasanya adalah statement adalah atau adalah tidak, tapi juga dapat merupakan lebih besar dari atau lebih kecil dari, dan lebih banyak lagi.

  6. Terakhir, klik field ketiga, dan pilih opsi dari menu drop-down. Field ketiga menentukan subjek kedua peraturan.

  7. Dengan tiga field terpilih, peraturan selesai.

    • Untuk menambahkan lebih banyak peraturan: klik Peraturan Baru dan ulangi langkah-langkah 4-7, sesuai kubutuhan.

    • Untuk menghapus peraturan: klik ikon 🗑️ (tong sampah) di kanan peraturan.

    • To duplicate an existing rule: click the ➕ (plus sign) icon to the right of the rule.

    • To create more complex rules: click the Add branch icon to the right of the rule. This adds another modifier below the rule for adding an "all of" or "any of" statement.

The add branch feature allows the creation of more complex all or any statements for rules.
  1. Once all rules have been added, click Add to add the custom filter to the search criteria.

    • To remove a custom filter: click the ✖️ (x) icon beside the filter in the search bar.

To add a custom group:

  1. On the Pipeline Analysis page, click the down arrow icon next to the search bar.

  2. In the drop-down menu that appears, click Add Custom Group.

  3. Scroll through the options in the drop-down menu, and select one or more groups.

    • To remove a custom group: click the ✖️ (x) icon beside the custom group in the search bar.

Measurement options

By default, the Pipeline Analysis page measures the total Count of leads that match the search criteria, but can be changed to measure other items of interest.

To change the selected measurement, click the Measures button on the top-left of the page, and select one of the following options from the drop-down menu:

  • Days to Assign: measures the number of days it took a lead to be assigned after creation.

  • Days to Close: measures the number of days it took a lead to be closed (marked Won).

  • Days to Convert: measures the number of days it took a lead to be converted to an opportunity.

  • Exceeded Closing Days: measures the number of days by which a lead exceeded its Expected Closing date.

  • Expected MRR: measures the Expected Recurring Revenue of a lead.

  • Expected Revenue: measures the Expected Revenue of a lead.

  • Prorated MRR: measures the Prorated Monthly Recurring Revenue of a lead.

  • Prorated Recurring Revenues: measures the Prorated Recurring Revenues of a lead.

  • Prorated Revenue: measures the Prorated Revenue of a lead.

  • Recurring Revenues: measures the Recurring Revenue of a lead.

  • Count: measures the total amount of leads that match the search criteria.

Lihat opsi

After configuring filters, groupings, and measurements, the Pipeline Analysis page can display the data in a variety of ways. By default, the page uses the graph view, but can be changed to a pivot view, cohort view, or list view.

To change the pipeline to a different view, click one of the four view icons, located in the top-right of the Pipeline Analysis page.

The graph view is the default selection for the Pipeline Analysis page. It displays the analysis as either a: bar chart, line chart, or pie chart.

This view option is useful for quickly visualizing and comparing simple relationships, like the Count of leads in each stage, or the leads assigned to each Salesperson.

By default, the graph measures the Count of leads in each group, but this can be changed by clicking the Measures button, and selecting another option from the resulting drop-down menu.

The Graph View displays the analysis as a Bar Chart, Line Chart, or Pie Chart.

Tip

When using a bar chart in this view, consider deselecting the Stacked option, in order to make the breakdown of results more legible.

Create reports

After understanding how to navigate the pipeline analysis page, the Pipeline Analysis page can be used to create and share different reports. Between the pre-made options and custom filter and groupings, almost any combination is possible.

Once created, reports can be saved to favorites, shared with other users, and/or added to dashboards and spreadsheets.

A few common reports that can be created using the Pipeline Analysis page are detailed below.

Win/Loss reports

Win/Loss is a calculation of active or previously active leads in a pipeline that were either marked as Won or Lost over a specific period of time. By calculating opportunities won over opportunities lost, teams can clarify key performance indicators (KPIs) that are converting leads into sales, such as specific teams or team members, certain marketing mediums or campaigns, and so on.

\[\begin{equation} Win/Loss Ratio = \frac{Opportunities Won}{Opportunities Lost} \end{equation}\]

A win/loss report filters the leads from the past year, whether won or lost, and groups the results by their stage in the pipeline. Creating this report requires a custom filter, and grouping the results by Stage.

The search criteria for win/loss reports is Created On, Stage, and Active is in true false.

Follow the steps below to create a win/loss report:

  1. Navigate to CRM app ‣ Reporting ‣ Pipeline.

  2. On the Pipeline Analysis page, click the ⬇️ (down arrow) icon, next to the search bar, to open a drop-down menu of filters and groupings.

    The Search menu containing the filters for a basic win/loss report.
  3. In drop-down menu that appears, under the Group By heading, click Stage.

  4. Under the Filters heading, click Add Custom Filter to open another pop-up menu.

  5. In the Add Custom Filter pop-up menu, click on the first field in the Match any of the following rules: section. By default, this field displays Country.

  6. Clicking that first field reveals a sub-menu with numerous options to choose from. From this sub-menu, locate and select the Active option. Doing so automatically populates the remaining fields.

    The first field reads: Active. The second field reads: is. And lastly, the third field reads: set.

    In total, the rule reads: Active is set.

  7. Click New Rule, change the first field to Active, and the last field to not set. In total, the rule reads Active is not set.

  8. Click Add.

The Add Custom Filter menu showing two rules: (1) Active is set, and (2) Active is not set.

The report now displays the total Count of leads, whether "Won" or "Lost," grouped by their stage in the CRM pipeline. Hover over a section of the report to see the number of leads in that stage.

A basic win/loss report showing all leads whether won or lost grouped by stage.

Customize win/loss reports

After creating a win/loss report, consider using the options below to customize the report for different needs.

Example

A sales manager might group wins and losses by salesperson, or sales team, to see who has the best conversion rate. Or, a marketing team might group by sources, or medium, to determine where their advertising has been most successful.

To add more filters and groups, click the ⬇️ (down arrow) icon, next to the search bar, and select one or more options from the drop-down menu.

Some useful options include:

  • Created on: adjusting this filter to a different period of time, such as the last 30 days, or the last quarter, can provide more timely results.

  • Add Custom Filter: clicking this option, and scrolling through the numerous options in the drop-down menu, opens up additional search criteria, like Last Stage Update or Lost Reason.

  • Add Custom Group > Active: Clicking Add Custom Group ‣ Active separates the results into Won (true) or Lost (false). This shows at what stage leads are being marked Won or Lost.

  • Multiple Groupings: add multiple Group By selections to split results into more relevant and manageable chunks.

    • Adding Salesperson or Sales Team breaks up the total count of leads in each Stage.

    • Adding Medium or Source can reveal what marketing avenues generate more sales.

The Search menu open and the Won and Lost filters highlighted.

Save and share reports

After creating a report, the search criteria can be saved, so the report does not need to be created again in the future. Saved searches automatically update their results every time the report is opened.

Additionally, reports can be shared with others, or added to spreadsheets/dashboards for greater customization and easier access.

To save a report for later:

  1. On the Pipeline Analysis page, click the ⬇️ (down arrow) icon, next to the search bar.

  2. In the drop-down menu that appears, under the Favorites heading, click Save current search.

  3. In the next drop-down menu that appears, enter a name for the report.

    • Checking the Default filter box sets this report as the default analysis when the Pipeline Analysis page is accessed.

    • Checking the Shared box makes this report available to other users.

  4. Finally, click Save. The report is now saved under the Favorites heading.

Under the Favorites heading, click Save current search and save the report for later.