CRM Analytics and Reporting Flashcards

What is a 'sales pipeline report' in CRM analytics?

Answer: A visual representation of deals at each stage of the sales process

A sales pipeline report shows the distribution and value of deals across each stage of the sales process, helping managers forecast revenue and identify bottlenecks.

What does 'win rate' measure in CRM sales analytics?

Answer: The percentage of opportunities that result in a closed sale

Win rate is the percentage of sales opportunities that are successfully closed as won, calculated by dividing won deals by total closed deals.

What is 'average deal size' as a CRM metric?

Answer: The average revenue value of closed-won opportunities

Average deal size is the mean revenue value of closed-won deals, calculated by dividing total revenue by the number of won opportunities in a period.

What is a 'funnel report' in CRM analytics used to identify?

Answer: Where prospects are dropping out of the sales process

A funnel report shows conversion rates between each pipeline stage, revealing where prospects are lost and which stages have the highest drop-off rates.

What does 'sales velocity' measure in CRM reporting?

Answer: How quickly revenue is being generated through the pipeline

Sales velocity measures the rate at which deals move through the pipeline and generate revenue, combining deal count, win rate, deal size, and cycle length.

What is a 'cohort analysis' in the context of CRM customer reporting?

Answer: Grouping customers by a shared characteristic or time period to analyze behavior patterns

Cohort analysis groups customers who share a common attribute — such as acquisition month — to track and compare their behavior, retention, or revenue trends over time.