Whether it's keeping track of your pipeline and forecasting revenue, or identifying trends to improve processes, Scoro's reports can help you enhance your sales performance. Follow this article and set up some of the key views in your site.
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Evaluate sales pipeline health
Pipeline is a tool for keeping track of your active sales deals and their progress. Here, you can see the number of quotes you have issued and are actively working on, as well as how many deals are in each stage of the sales process. You can customize the summary bar to view the most relevant data at a glance, for example, the number of quotes issued and their average value.
You can customize your view by applying filters to access the specific data you're interested in quickly. For example, to evaluate the pace at which your deals progress through different sales stages, and ensure that they move along with the desired speed, you can add extra data points to your view.
Selecting the overall quote age and the days in the current status can also help you identify any deals stuck in the pipeline for longer than they should be. This way, you can contact the responsible salesperson and provide the needed guidance.
Bookmark the filtered view if you'd like to track this data regularly. Bookmarks are always a click away, so you don't have to set up everything from scratch each time.
Forecast revenue
The same deals are also visible in the Pipepline report—this time organized by months and the expected closing date. As deals progress through the sales process, the probability of closing them increases. To forecast future revenue, the quote total sum is multiplied by its closing probability. These insights can be used to identify areas for improvement and find new business opportunities to ensure a steady revenue stream.
Track sales results and spot trends
To track how much business your team has closed in the current month, quarter or year, head to Detailed Financial Report.
Evaluate the sales performance of different team members
This report allows you to measure the sales results for your company and assess the performance of your sales team. Doing so lets you quickly identify any drop in performance and support those who may need it. Additionally, you can see your top performers and encourage them to share their success tips with the rest of the team, fostering a culture of knowledge sharing and driving overall team success.
How to generate this report?
- Set up the report based Quotes
- Group the view by Users
- Subgroup the view by Months
Measure the sales performance of different services
You can also use the Detailed Financial Report to make informed decisions about how to tailor your service offer to maximize profitability and meet the needs of your customers. Here, you can view which services are most popular and profitable. Tracking the estimated margin at a service level informs if you should continue providing the service, or perhaps reconsider the current pricing to improve profitability.
How to generate this report?
- Set up the report based the Quoted margin
- Group the view by Products
- Add the following columns to the view: Sum without tax, Cost, Margin and Margin (%)
Consolidate sales metrics in the Dashboard
To view all relevant sales metrics in one place, you can make the most of Scoro's default sales dashboard.
You can customize the dashboard to include additional data points that add value to your sales process. For instance, you can keep track of your conversion rate by adding the Sales conversion rate metric to the view, which compares all the issued quotes with the successful deals.
You can also add other data to your dashboard from the views you bookmark. We covered more detailed steps to this in the Dashboard article within the Getting started guide.
You've now learned how to keep track of your sales progress in Scoro. You can explore the additional resources below the article if you want to focus on the sales processes for a bit longer. Proceed to the next article to explore how to use Scoro's utilization report to balance workloads and inform your pipeline.