CRM Analytics and Reporting Flashcards

What is 'contact engagement scoring' in CRM analytics?

Answer: A numeric score reflecting how actively a contact interacts with your brand

Contact engagement scoring assigns a score based on interactions like email opens, website visits, and content downloads to help sales prioritize the most interested prospects.

What is the purpose of 'sales rep performance reporting' in CRM?

Answer: To compare individual rep metrics like quota attainment, win rate, and activity volume

Sales rep performance reporting compares key metrics across individuals to identify top performers, coaching opportunities, and resource allocation decisions.

What does 'pipeline coverage ratio' indicate in CRM sales analytics?

Answer: How much pipeline value exists relative to the sales quota for the period

Pipeline coverage ratio compares total pipeline value to quota — a 3x coverage ratio means you have 3 times your target in open deals, providing a buffer for deals that won't close.

What is 'attribution modeling' in CRM and marketing analytics?

Answer: Assigning credit to the marketing touchpoints that contributed to a conversion

Attribution modeling determines how credit for a conversion is distributed across the multiple marketing touchpoints a prospect engaged with before becoming a customer.

What is the purpose of 'custom report builders' in CRM platforms?

Answer: Allowing users to create tailored reports using specific fields and filters relevant to their needs

Custom report builders let CRM users select any combination of fields, filters, and groupings to build reports that answer their specific business questions beyond standard templates.

What does a 'time-to-close' report in CRM analytics reveal?

Answer: The average number of days it takes to move a deal from creation to closed-won

A time-to-close report shows the average sales cycle length, helping teams identify whether their deals are accelerating or stalling and benchmark against historical performance.