Evalúe la eficacia del representante de ventas
Introducción
Existen varios Informes de ventas (CRM> Informes> Ventas) que le ayudarán a evaluar la eficacia de las ventas por persona o equipo. Puede utilizar estos informes para educar y fortalecer a su equipo de ventas y ver quién es el mejor en la identificación de clientes potenciales calificados.
Instrucciones paso a paso
1 - Porcentaje de conversión del rep. Ventas
El informe de porcentajes de conversión de representantes de ventas muestra quién es más efectivo al mover las oportunidades de una etapa a otra, por porcentaje. Puede filtrar este informe por intervalos de fechas, etapas, equipos y usuarios individuales. Un alto porcentaje de movimiento indica que un representante de ventas está participando activamente con las perspectivas. También puede ver el porcentaje de oportunidades que se trasladan de la etapa "nueva oportunidad" a la etapa "ganada" para ver el porcentaje global de cierre.
2 - Porcentajes de conversión (creado por)
Los porcentajes de conversión (creados por) el informe muestra quién es más eficaz en la identificación y creación de oportunidades calificadas. Puede filtrar este informe por intervalos de fechas, etapas, equipos y usuarios individuales. Este informe muestra los porcentajes de movimiento y cierre basados en la persona que creó la oportunidad en lugar del representante de ventas responsable. Si utiliza un equipo calificado para filtrar las oportunidades de ventas, este informe le puede indicar quién es más efectivo en el proceso de calificación.
3 - Informe de etapa a etapa
El informe de etapa a etapa muestra el número de clientes potenciales que un representante de ventas ha pasado de una etapa a otra dentro de un intervalo de fechas específico. Calcula el número promedio de días que el representante toma para mover los clientes potenciales de la primera etapa que selecciona en función del número total de días para todos los clientes potenciales en esa etapa divididos por el número total de clientes potenciales que se trasladaron de la primera etapa a la siguiente.
4 - Informe de ciclo de ventas
El informe del ciclo de ventas muestra el número promedio de días que queda una oportunidad en una etapa determinada. Este es un informe consolidado que combina el número total de días que las oportunidades permanecen en una etapa y lo divide por el número de movimientos de etapa. Enumera el representante de ventas, el número total de oportunidades asignadas al representante de ventas y el número promedio de días que tarda el representante en mover el escenario. Un promedio bajo generalmente significa que el representante de ventas está trabajando activamente con sus prospectos para mantenerlos moviéndose a través del embudo de ventas. Un alto promedio puede significar que un representante de ventas tiene demasiadas oportunidades asignadas a ellos y / o necesita capacitación sobre cómo trabajar con las perspectivas de manera más eficaz. Puede filtrar este informe por representante de ventas, grupo de usuarios y rango de fechas.
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