[IMP] sales: update win loss report documentation for Odoo 17
closes odoo/documentation#7060
X-original-commit: 554193a14b
Signed-off-by: Zachary Straub (zst) <zst@odoo.com>
Co-authored-by: Felicia Kuan <feku@odoo.com>
Co-authored-by: jero-odoo <104637850+jero-odoo@users.noreply.github.com>
Co-authored-by: ksc-odoo <73958186+ksc-odoo@users.noreply.github.com>
Co-authored-by: Zachary Straub <zst@odoo.com>
@ -1,26 +1,654 @@
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=========================
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Check your Win/Loss Ratio
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=========================
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=================
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Pipeline Analysis
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=================
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To see how well you are doing with your pipeline, take a look at
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the Win/Loss ratio.
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The *CRM* app manages the sales pipeline as leads/opportunities move from stage to stage,
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origination to sale (**Won**) or archival (**Lost**).
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To access this report, go to your *Pipeline* view under the
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*Reporting* tab.
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After organizing the pipeline, use the search options and reports available on the *Pipeline
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Analysis* page to gain insight into the effectiveness of the pipeline and its users.
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From there you can filter to which opportunities you wish to see, yours,
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the ones from your sales channel, your whole company, etc. You can then
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click on filter and check Won/Lost.
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To access the *Pipeline Analysis* page, go to :menuselection:`CRM app --> Reporting --> Pipeline`.
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.. image:: win_loss/win_loss01.png
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:align: center
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.. image:: win_loss/reporting-tab-and-pipeline-view.png
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:align: center
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:alt: Open the CRM app and click on the Reporting tab along the top, then click Pipeline.
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You can also change the *Measures* to *Total Revenue*.
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.. _win_loss/pipeline:
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.. image:: win_loss/win_loss02.png
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:align: center
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Navigate the pipeline analysis page
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===================================
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You also have the ability to switch to a pie chart view.
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Upon accessing the :guilabel:`Pipeline Analysis` page, a bar graph showcasing the leads from the
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past year automatically populates. The bars represent the number of leads in each stage of the sales
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pipeline, color-coded to show the month the lead reached that stage.
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.. image:: win_loss/win_loss03.png
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:align: center
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.. image:: win_loss/pipeline-analysis-page.png
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:align: center
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:alt: The default state of the Pipeline Analysis page is a graph, with many options to change it.
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The interactive elements of the :guilabel:`Pipeline Analysis` page manipulate the graph to report
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different metrics in several views. From left-to-right, top-to-bottom, the elements include:
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- :guilabel:`Actions`: represented by the :guilabel:`⚙️ (gear)` icon, located next to the
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:guilabel:`Pipeline Analysis` page title. When clicked, a drop-down menu appears with three
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options, each with their own sub-menu: :guilabel:`Knowledge`, :guilabel:`Dashboard`,
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:guilabel:`Spreadsheet`. (See :ref:`Save and share reports <win_loss/save_reports>` for more
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information)
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- The :guilabel:`Knowledge` option is for linking to or inserting the graph in a *Knowledge* app
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article.
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- The :guilabel:`Dashboard` option is for adding the graph to a dashboard in the *Dashboards* app.
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- The :guilabel:`Spreadsheet` option is for linking the graph in a spreadsheet in the *Documents*
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app.
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- :guilabel:`Search...` bar: shows the filters and groupings currently being applied to the graph.
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To add new filters/groups, type them into the search bar, or click the :guilabel:`⬇️ (down arrow)`
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icon, at the end of the bar, to open a drop-down menu of options. (See :ref:`Search Options
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<win_loss/search>` for more information)
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In the upper-right corner, there are view options represented by different icons. (See :ref:`View
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Options <win_loss/view>` for more information)
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- :guilabel:`Graph` view: displays the data in a bar graph. This is the default view.
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- :guilabel:`Pivot` view: displays the data in a customizable, categorized metrics table.
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- :guilabel:`Cohort` view: displays and organizes the data, based on their :guilabel:`Created on`
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and :guilabel:`Closed Date` week (default), day, month, or year.
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- :guilabel:`List` view: displays the data in a list.
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Located on the far-left side of the page, beneath the :guilabel:`Pipeline Analysis` page title,
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there are more configurable filter and view options.
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- :guilabel:`Measures`: opens a drop-down menu of different measurement options that can be seen in
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the graph, pivot, or cohort view. The :guilabel:`Measure` drop-down menu is not available in the
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list view. (See :ref:`Measurement Options <win_loss/measure>` for more information)
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- :guilabel:`Insert in Spreadsheet`: opens a pop-up window with options for adding a graph or pivot
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table to a spreadsheet in the *Documents* app or a dashboard in the *Dashboards* app. This option
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is not available in the cohort or list view.
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With the graph view selected, the following options are available:
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- :guilabel:`Bar Chart`: switches the graph to a bar chart.
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- :guilabel:`Line Chart`: switches the graph to a line chart.
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- :guilabel:`Pie Chart`: switches the graph to a pie chart.
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- :guilabel:`Stacked`: when selected, the results of each stage of the graph are stacked on top of
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each other. When not selected, the results in each stage are shown as individual bars.
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- :guilabel:`Descending`: re-orders the stages in the graph in descending order from left-to-right.
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Click the icon a second time to deselect it. Depending on the search criteria, this option may not
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be available.
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- :guilabel:`Ascending`: re-orders the stages in the graph in ascending order from left-to-right.
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Click the icon a second time to deselect it. Depending on the search criteria, this option may not
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be available.
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With the pivot view selected, the following options are available:
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- :guilabel:`Flip Axis`: flips the X and Y axis for the entire table.
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- :guilabel:`Expand All`: when additional groupings are selected using the :guilabel:`➕ (plus
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sign)` icons, this button opens those groupings under every row.
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- :guilabel:`Download xlsx`: downloads the table as an Excel file.
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.. _win_loss/search:
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Search options
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--------------
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The :guilabel:`Pipeline Analysis` page can be customized with various filters and grouping options.
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To add new search criteria, type the desired criteria into the search bar, or click the
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:guilabel:`⬇️ (down arrow)` icon, next to the search bar, to open a drop-down menu of all options.
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See the sections below for more information on what each option does.
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.. image:: win_loss/search-panel-filters-and-group-by-options.png
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:align: center
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:alt: Clicking on the down arrow next to the search bar opens a menu of filters for the analysis.
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.. tabs::
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.. tab:: Filters
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The :guilabel:`Filters` section allows users to add pre-made and custom filters to the search
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criteria. Multiple filters can be added to a single search.
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- :guilabel:`My Pipeline`: show leads assigned to the current user.
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- :guilabel:`Opportunities`: show leads that have been qualified as opportunities.
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- :guilabel:`Leads`: show leads that have yet to be qualified as opportunities.
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- :guilabel:`Active`: show active leads.
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- :guilabel:`Inactive`: show inactive leads.
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- :guilabel:`Won`: show leads that have been marked **Won**.
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- :guilabel:`Lost`: show leads that have been marked **Lost**.
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- :guilabel:`Created On`: show leads that were created during a specific period of time. By
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default, this is the past year, but it can be adjusted as needed, or removed entirely.
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- :guilabel:`Expected Closing`: show leads that are expected to close (marked **Won**) during
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a specific period of time.
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- :guilabel:`Date Closed`: show leads that were closed (marked **Won**) during a specific
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period of time.
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- :guilabel:`Archived`: show leads that have been archived (marked **Lost**).
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- :guilabel:`Add Custom Filter`: allows the user to create a custom filter with numerous
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options. (See :ref:`Add Custom Filters and Groups <win_loss/custom_filters>` for more
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information)
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.. tab:: Group By
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The :guilabel:`Group By` section allows users to add pre-made and custom groupings to the
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search results. Multiple groupings can be added to split results into more manageable chunks.
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.. important::
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The order that groupings are added affects how the final results are displayed. Try
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selecting the same combinations in a different order to see what works best for each use
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case.
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- :guilabel:`Salesperson`: groups the results by the Salesperson to whom a lead is assigned.
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- :guilabel:`Sales Team`: groups the results by the Sales Team to whom a lead is assigned.
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- :guilabel:`City`: groups the results by the city from which a lead originated.
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- :guilabel:`Country`: groups the results by the country from which a lead originated.
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- :guilabel:`Company`: groups the results by the company to which a lead belongs (if multiple
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companies are activated in the database).
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- :guilabel:`Stage`: groups the results by the stages of the sales pipeline.
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- :guilabel:`Campaign`: groups the results by the marketing campaign from which a lead
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originated.
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- :guilabel:`Medium`: groups the results by the medium (Email, Google Adwords, Website, etc.)
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from which a lead originated.
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- :guilabel:`Source`: groups the results by the source (Search engine, Lead Recall,
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Newsletter, etc.) from which a lead originated.
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- :guilabel:`Creation Date`: groups the results by the date a lead was added to the database.
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- :guilabel:`Conversion Date`: groups the results by the date a lead was converted to an
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opportunity.
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- :guilabel:`Expected Closing`: groups the results by the date a lead is expected to close
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(marked "Won").
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- :guilabel:`Closed Date`: groups the results by the date a lead was closed(marked "Won").
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- :guilabel:`Lost Reason`: groups the results by the reason selected when a lead was marked
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"Lost."
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- :guilabel:`Add Custom Group`: allows the user to create a custom group with numerous
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options. (See :ref:`Adding Custom Filters and Groups <win_loss/custom_filters>` for more
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information)
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.. tab:: Comparison
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The :guilabel:`Comparison` section allows users to add comparisons to the same search criteria
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over another period of time.
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This option is only available if the search includes time-based filters, such as
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:guilabel:`Created On`, :guilabel:`Expected Closing`, or :guilabel:`Date Closed`. While
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multiple time-based filters can be added at once, only one comparison can be selected at a
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time.
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- :guilabel:`Previous Period`: adds a comparison to the same search criteria from the previous
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period.
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- :guilabel:`Previous Year`: adds a comparison to the same search criteria from the previous
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year.
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.. tab:: Favorites
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The :guilabel:`Favorites` section allows users to save a search for later, so it does not need
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to be recreated every time.
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Multiple searches can be saved, shared with others, or even set as the default for whenever
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the :guilabel:`Pipeline Analysis` page is opened.
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- :guilabel:`Save current search`: save the current search criteria for later.
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- :guilabel:`Default filter`: when saving a search, check this box to make it the default
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search filter when the :guilabel:`Pipeline Analysis` page is opened.
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- :guilabel:`Shared`: when saving a search, check this box to make it available to other
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users.
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.. _win_loss/custom_filters:
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Add custom filters and groups
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~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
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In addition to the pre-made options in the search bar, the :guilabel:`Pipeline Analysis` page can
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also utilize custom filters and groups.
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Custom filters are complex rules that further customize the search results, while custom groups
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display the information in a more organized fashion.
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**To add a custom filter:**
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1. On the :guilabel:`Pipeline Analysis` page, click the :guilabel:`down arrow` icon next to the
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:guilabel:`Search...` bar.
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2. In the drop-down menu, click :guilabel:`Add Custom Filter`.
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3. The :guilabel:`Add Custom Filter` pop-up window appears with a default rule (:guilabel:`Country
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is in _____`) comprised of three unique fields. These fields can be edited to make a custom rule,
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and multiple rules can be added to a single custom filter.
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4. To edit a rule, start by clicking the first field (:guilabel:`Country`), and select an option
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from the drop-down menu. The first field determines the primary subject of the rule.
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5. Next, click the second field, and select an option from the drop-down menu. The second field
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determines the relationship of the first and third fields, and is usually an **is** or **is not**
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statement, but can also be **greater than or less than** statements, and more.
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6. Finally, click the third field, and select an option from the drop-down menu. The third field
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determines the secondary subject of the rule.
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7. With all three fields selected, the rule is complete.
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- **To add more rules:** click :guilabel:`New Rule` and repeat steps 4-7, as needed.
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- **To delete a rule:** click the :guilabel:`🗑️ (trash)` icon to the right of the rule.
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- **To duplicate an existing rule:** click the :guilabel:`➕ (plus sign)` icon to the right of
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the rule.
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- **To create more complex rules:** click the :guilabel:`Add branch` icon to the right of the
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rule. This adds another modifier below the rule for adding an "all of" or "any of" statement.
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.. image:: win_loss/custom-filter-add-branch.png
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:align: center
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:alt: The add branch feature allows the creation of more complex all or any statements for rules.
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8. Once all rules have been added, click :guilabel:`Add` to add the custom filter to the search
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criteria.
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- **To remove a custom filter:** click the :guilabel:`✖️ (x)` icon beside the filter in the
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search bar.
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**To add a custom group:**
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1. On the :guilabel:`Pipeline Analysis` page, click the :guilabel:`down arrow` icon next to the
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search bar.
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2. In the drop-down menu that appears, click :guilabel:`Add Custom Group`.
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3. Scroll through the options in the drop-down menu, and select one or more groups.
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- **To remove a custom group:** click the :guilabel:`✖️ (x)` icon beside the custom group in the
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search bar.
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.. _win_loss/measure:
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Measurement options
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-------------------
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By default, the :guilabel:`Pipeline Analysis` page measures the total :guilabel:`Count` of leads
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that match the search criteria, but can be changed to measure other items of interest.
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To change the selected measurement, click the :guilabel:`Measures` button on the top-left of the
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page, and select one of the following options from the drop-down menu:
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- :guilabel:`Days to Assign`: measures the number of days it took a lead to be assigned after
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creation.
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- :guilabel:`Days to Close`: measures the number of days it took a lead to be closed (marked
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**Won**).
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- :guilabel:`Days to Convert`: measures the number of days it took a lead to be converted to an
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opportunity.
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- :guilabel:`Exceeded Closing Days`: measures the number of days by which a lead exceeded its
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Expected Closing date.
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- :guilabel:`Expected MRR`: measures the Expected Recurring Revenue of a lead.
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- :guilabel:`Expected Revenue`: measures the Expected Revenue of a lead.
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- :guilabel:`Prorated MRR`: measures the Prorated Monthly Recurring Revenue of a lead.
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- :guilabel:`Prorated Recurring Revenues`: measures the Prorated Recurring Revenues of a lead.
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- :guilabel:`Prorated Revenue`: measures the Prorated Revenue of a lead.
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- :guilabel:`Recurring Revenues`: measures the Recurring Revenue of a lead.
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- :guilabel:`Count`: measures the total amount of leads that match the search criteria.
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.. _win_loss/view:
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View options
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------------
|
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|
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After configuring filters, groupings, and measurements, the :guilabel:`Pipeline Analysis` page can
|
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display the data in a variety of ways. By default, the page uses the graph view, but can be changed
|
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to a pivot view, cohort view, or list view.
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To change the pipeline to a different view, click one of the four view icons, located in the
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top-right of the :guilabel:`Pipeline Analysis` page.
|
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.. tabs::
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.. tab:: Graph View
|
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|
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The graph view is the default selection for the :guilabel:`Pipeline Analysis` page. It
|
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displays the analysis as either a: bar chart, line chart, or pie chart.
|
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|
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This view option is useful for quickly visualizing and comparing simple relationships, like
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the :guilabel:`Count` of leads in each stage, or the leads assigned to each
|
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:guilabel:`Salesperson`.
|
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|
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By default, the graph measures the :guilabel:`Count` of leads in each group, but this can be
|
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changed by clicking the :guilabel:`Measures` button, and :ref:`selecting another option
|
||||
<win_loss/measure>` from the resulting drop-down menu.
|
||||
|
||||
.. image:: win_loss/graph-view.png
|
||||
:align: center
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:alt: The Graph View displays the analysis as a Bar Chart, Line Chart, or Pie Chart.
|
||||
|
||||
.. tip::
|
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When using a bar chart in this view, consider deselecting the :guilabel:`Stacked` option,
|
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in order to make the breakdown of results more legible.
|
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|
||||
.. tab:: Pivot View
|
||||
|
||||
The pivot view displays the results of the analysis as a table. By default, the table groups
|
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the results by the stages of the sales pipeline, and measures :guilabel:`Expected Revenue`.
|
||||
|
||||
The pivot view is useful for analyzing more detailed numbers than the graph view can handle,
|
||||
or for adding the data to a spreadsheet, where custom formulas can be set up, like in an Excel
|
||||
file.
|
||||
|
||||
.. image:: win_loss/pivot-view.png
|
||||
:align: center
|
||||
:alt: The Pivot View displays the analysis as a table.
|
||||
|
||||
The three icons at the top-left of the page perform the following functions:
|
||||
|
||||
- :guilabel:`Flip Axis`: flips the X and Y axis for the entire table.
|
||||
- :guilabel:`Expand All`: when additional groupings are selected using the :guilabel:`➕ (plus
|
||||
sign)` icons, this button opens those groupings under every row.
|
||||
- :guilabel:`Download xlsx`: downloads the table as an Excel file.
|
||||
|
||||
.. note::
|
||||
The :guilabel:`Stage` grouping cannot be removed, but the measurement can be changed by
|
||||
clicking the :guilabel:`Measures` button, and selecting another option.
|
||||
|
||||
.. tab:: Cohort View
|
||||
|
||||
The cohort view displays the analysis as periods of time (cohorts) that can be set to days,
|
||||
weeks, months, or years. By default, :guilabel:`Week` is selected.
|
||||
|
||||
This view option is useful specifically for comparing how long it has taken to close leads.
|
||||
|
||||
.. image:: win_loss/cohort-view.png
|
||||
:align: center
|
||||
:alt: The Cohort View displays the analysis as individual weeks of the year.
|
||||
|
||||
From left-to-right, top-to-bottom, the columns in the chart represent the following:
|
||||
|
||||
- :guilabel:`Created On`: rows in this column represent the weeks of the year, in which
|
||||
records matching the search criteria exist.
|
||||
|
||||
- When set to :guilabel:`Week`, a row with the label :guilabel:`W52 2023` means the results
|
||||
occurred in: Week 52 of the Year 2023.
|
||||
- :guilabel:`Measures`: the second column in the chart is the measurement of the results. By
|
||||
default, it is set to :guilabel:`Count`, but can be changed by clicking the
|
||||
:guilabel:`Measures` button, and selecting an option from the drop-down menu.
|
||||
- :guilabel:`Closed Date - By Day/Week/Month/Year`: this column looks at what percentage of
|
||||
the measured results were closed in subsequent days/weeks/months/years.
|
||||
- :guilabel:`Average`: this row provides the average of all other rows in the column.
|
||||
|
||||
The cohort view can also be downloaded as an Excel file, by clicking the :guilabel:`Download`
|
||||
icon in the top-left of the page.
|
||||
|
||||
.. tab:: List View
|
||||
|
||||
The list view displays a single list of all leads matching the search criteria. Clicking a
|
||||
lead opens the record for closer review. Additional details such as :guilabel:`Country`,
|
||||
:guilabel:`Medium`, and more can be added to the list, by clicking the :guilabel:`Filters`
|
||||
icon in the top-right of the list.
|
||||
|
||||
This view option is useful for reviewing many records at once.
|
||||
|
||||
.. image:: win_loss/list-view.png
|
||||
:align: center
|
||||
:alt: The List View displays a single list of all records matching the search criteria.
|
||||
|
||||
Clicking the :guilabel:`⚙️ (gear)` icon opens the Actions drop-down menu, with options for the
|
||||
following:
|
||||
|
||||
- :guilabel:`Import records`: opens a page for uploading a spreadsheet of data, as well as a
|
||||
template spreadsheet to easily format that data.
|
||||
- :guilabel:`Export All`: downloads the list as an xlsx file for Excel.
|
||||
- :guilabel:`Knowledge`: inserts a view of, or link to, the list in an article in the
|
||||
*Knowledge* app.
|
||||
- :guilabel:`Dashboard`: adds the list to *My Dashboard* in the *Dashboards* app.
|
||||
- :guilabel:`Spreadsheet`: links to, or inserts, the list in a spreadsheet in the *Documents*
|
||||
app.
|
||||
|
||||
.. note::
|
||||
On the list view, clicking :guilabel:`New` closes the list, and opens the *New Quotation*
|
||||
page. Clicking :guilabel:`Generate Leads` opens a pop-up window for lead generation.
|
||||
Neither feature is intended to manipulate the list view.
|
||||
|
||||
.. _win_loss/reports:
|
||||
|
||||
Create reports
|
||||
==============
|
||||
|
||||
After understanding how to :ref:`navigate the pipeline analysis page <win_loss/pipeline>`, the
|
||||
:guilabel:`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 :ref:`saved to favorites, shared with other users, and/or added to
|
||||
dashboards and spreadsheets <win_loss/save_reports>`.
|
||||
|
||||
A few common reports that can be created using the :guilabel:`Pipeline Analysis` page are detailed
|
||||
below.
|
||||
|
||||
.. _win_loss/win_loss:
|
||||
|
||||
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.
|
||||
|
||||
.. math::
|
||||
\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 :guilabel:`Stage`.
|
||||
|
||||
.. image:: win_loss/search-criteria-for-basic-win-loss.png
|
||||
:align: center
|
||||
:alt: 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 :menuselection:`CRM app --> Reporting --> Pipeline`.
|
||||
2. On the :guilabel:`Pipeline Analysis` page, click the :guilabel:`⬇️ (down arrow)` icon, next to
|
||||
the search bar, to open a drop-down menu of filters and groupings.
|
||||
|
||||
.. image:: win_loss/filters-for-basic-win-loss-report.png
|
||||
:align: center
|
||||
:alt: The Search menu containing the filters for a basic win/loss report.
|
||||
|
||||
3. In drop-down menu that appears, under the :guilabel:`Group By` heading, click :guilabel:`Stage`.
|
||||
4. Under the :guilabel:`Filters` heading, click :guilabel:`Add Custom Filter` to open another pop-up
|
||||
menu.
|
||||
5. In the :guilabel:`Add Custom Filter` pop-up menu, click on the first field in the
|
||||
:guilabel:`Match any of the following rules:` section. By default, this field displays
|
||||
:guilabel:`Country`.
|
||||
6. Clicking that first field reveals a sub-menu with numerous options to choose from. From this
|
||||
sub-menu, locate and select the :guilabel:`Active` option. Doing so automatically populates the
|
||||
remaining fields.
|
||||
|
||||
The first field reads: :guilabel:`Active`. The second field reads: :guilabel:`is`. And lastly,
|
||||
the third field reads: :guilabel:`set`.
|
||||
|
||||
In total, the rule reads: :guilabel:`Active is set`.
|
||||
7. Click :guilabel:`New Rule`, change the first field to :guilabel:`Active`, and the last field to
|
||||
:guilabel:`not set`. In total, the rule reads :guilabel:`Active is not set`.
|
||||
8. Click :guilabel:`Add`.
|
||||
|
||||
.. image:: win_loss/add-custom-active-filter.png
|
||||
:align: center
|
||||
:alt: The Add Custom Filter menu showing two rules: (1) Active is set, and (2) Active is not set.
|
||||
|
||||
The report now displays the total :guilabel:`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.
|
||||
|
||||
.. image:: win_loss/basic-win-loss-report.png
|
||||
:align: center
|
||||
:alt: A basic win/loss report showing all leads whether won or lost grouped by stage.
|
||||
|
||||
Customize win/loss reports
|
||||
~~~~~~~~~~~~~~~~~~~~~~~~~~
|
||||
|
||||
After :ref:`creating a win/loss report <win_loss/win_loss>`, 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.
|
||||
|
||||
.. tabs::
|
||||
|
||||
.. tab:: Filters and groups
|
||||
|
||||
To add more filters and groups, click the :guilabel:`⬇️ (down arrow)` icon, next to the search
|
||||
bar, and select one or more options from the drop-down menu.
|
||||
|
||||
Some useful options include:
|
||||
|
||||
- :guilabel:`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.
|
||||
- :guilabel:`Add Custom Filter`: clicking this option, and scrolling through the numerous
|
||||
options in the drop-down menu, opens up additional search criteria, like :guilabel:`Last
|
||||
Stage Update` or :guilabel:`Lost Reason`.
|
||||
- :guilabel:`Add Custom Group > Active`: Clicking :menuselection:`Add Custom Group --> Active`
|
||||
separates the results into **Won** (:guilabel:`true`) or **Lost** (:guilabel:`false`). This
|
||||
shows at what stage leads are being marked **Won** or **Lost**.
|
||||
- :guilabel:`Multiple Groupings`: add multiple :guilabel:`Group By` selections to split
|
||||
results into more relevant and manageable chunks.
|
||||
|
||||
- Adding :guilabel:`Salesperson` or :guilabel:`Sales Team` breaks up the total count of
|
||||
leads in each :guilabel:`Stage`.
|
||||
- Adding :guilabel:`Medium` or :guilabel:`Source` can reveal what marketing avenues generate
|
||||
more sales.
|
||||
|
||||
.. image:: win_loss/search-panel-filters-and-group-by-options.png
|
||||
:align: center
|
||||
:alt: The Search menu open and the Won and Lost filters highlighted.
|
||||
|
||||
.. tab:: Pivot View
|
||||
|
||||
By default, pivot view groups win/loss reports by :guilabel:`Stage` and measures
|
||||
:guilabel:`Expected Revenue`.
|
||||
|
||||
To flesh out the table:
|
||||
|
||||
1. Click the :guilabel:`⬇️ (down arrow)` next to the search bar.
|
||||
2. In the pop-up menu, replace the :guilabel:`Stage` grouping with something like
|
||||
:guilabel:`Salesperson` or :guilabel:`Medium`.
|
||||
3. Click the :guilabel:`Measures` button and click :guilabel:`Count` to add the number of
|
||||
leads back into the report.
|
||||
|
||||
- Other useful measures for pivot view include :guilabel:`Days to Assign` and
|
||||
:guilabel:`Days to Close`.
|
||||
|
||||
.. image:: win_loss/win-loss-pivot-view.png
|
||||
:align: center
|
||||
:alt: A win/loss report in Pivot View displays the data in table form.
|
||||
|
||||
.. important::
|
||||
In pivot view, the :guilabel:`Insert In Spreadsheet` button may be greyed out due to the
|
||||
report containing :guilabel:`duplicate group bys`. To fix this, replace the
|
||||
:guilabel:`Stage` grouping in the search bar with another option.
|
||||
|
||||
.. tab:: List View
|
||||
|
||||
In list view, a win/loss report displays all leads on a single page.
|
||||
|
||||
To better organize the list, click the :guilabel:`⬇️ (down arrow)` next to the search bar, and
|
||||
add more relevant groupings or re-organize the existing ones. To re-order the nesting, remove
|
||||
all :guilabel:`Group By` options and re-add them in the desired order.
|
||||
|
||||
To add more columns to the list:
|
||||
|
||||
1. Click the :guilabel:`Filters` icon in the top-right of the page.
|
||||
2. Select options from the resulting drop-down menu. Some useful filters include:
|
||||
|
||||
- **Campaign**: Shows the marketing campaign that originated each lead.
|
||||
- **Medium**: Shows the marketing medium (Banner, Direct, Email, Google Adwords, Phone,
|
||||
Website, etc.) that originated each lead.
|
||||
- **Source**: Shows the source of each lead (Newsletter, Lead Recall, Search Engine, etc.).
|
||||
|
||||
.. image:: win_loss/win-loss-list-view.png
|
||||
:align: center
|
||||
:alt: A win/loss report in List View displays all leads in an easy-to-read list.
|
||||
|
||||
.. _win_loss/save_reports:
|
||||
|
||||
Save and share reports
|
||||
======================
|
||||
|
||||
After :ref:`creating a report <win_loss/reports>`, 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.
|
||||
|
||||
.. tabs::
|
||||
|
||||
.. tab:: Save to Favorites
|
||||
|
||||
To save a report for later:
|
||||
|
||||
1. On the :guilabel:`Pipeline Analysis` page, click the :guilabel:`⬇️ (down arrow)` icon, next
|
||||
to the search bar.
|
||||
2. In the drop-down menu that appears, under the :guilabel:`Favorites` heading, click
|
||||
:guilabel:`Save current search`.
|
||||
3. In the next drop-down menu that appears, enter a name for the report.
|
||||
|
||||
- Checking the :guilabel:`Default filter` box sets this report as the default analysis when
|
||||
the :guilabel:`Pipeline Analysis` page is accessed.
|
||||
- Checking the :guilabel:`Shared` box makes this report available to other users.
|
||||
|
||||
4. Finally, click :guilabel:`Save`. The report is now saved under the :guilabel:`Favorites`
|
||||
heading.
|
||||
|
||||
.. image:: win_loss/save-to-favorites.png
|
||||
:align: center
|
||||
:alt: Under the Favorites heading, click Save current search and save the report for later.
|
||||
|
||||
.. tab:: Add to a Spreadsheet
|
||||
|
||||
Inserting a report into a spreadsheet not only saves a copy of the report, it allows users to
|
||||
add charts and formulas like in an Excel file.
|
||||
|
||||
To save a report as a spreadsheet:
|
||||
|
||||
- **In Graph or Pivot View**:
|
||||
|
||||
1. Click the :guilabel:`Insert in spreadsheet` button.
|
||||
2. In the pop-up menu that appears, click :guilabel:`Confirm`.
|
||||
|
||||
- **In Cohort or List View**:
|
||||
|
||||
1. Click the :guilabel:`⚙️ (gear)` icon.
|
||||
2. In the drop-down menu that appears, hover over :guilabel:`Spreadsheet`.
|
||||
3. In the next drop-down menu, click either :guilabel:`Insert in spreadsheet` or
|
||||
:guilabel:`Link in spreadsheet`.
|
||||
|
||||
Saved reports are viewable in the *Documents* app.
|
||||
|
||||
.. image:: win_loss/pivot-view-in-spreadsheet.png
|
||||
:align: center
|
||||
:alt: Pivot View reports especially benefit from being inserted in spreadsheets.
|
||||
|
||||
.. tip::
|
||||
After modifying a spreadsheet and adding additional formulas, consider then adding the
|
||||
entire spreadsheet to a dashboard. Using this method, the spreadsheet can be added to a
|
||||
public dashboard instead of only :guilabel:`My Dashboard`.
|
||||
|
||||
1. Click :menuselection:`File --> Add to dashboard`.
|
||||
2. In the pop-up menu that appears, name the spreadsheet and select a :guilabel:`Dashboard
|
||||
Section` to house the report.
|
||||
3. Click :guilabel:`Create`.
|
||||
|
||||
.. tab:: Add to a Dashboard
|
||||
|
||||
Adding a report to a dashboard saves it for later and makes it easy to view alongside the rest
|
||||
of :guilabel:`My Dashboard`.
|
||||
|
||||
To add a report to :guilabel:`My dashboard`:
|
||||
|
||||
1. On the :guilabel:`Pipeline Analysis` page, click the :guilabel:`⚙️ (gear)` icon.
|
||||
2. In the drop-down menu that appears, hover over :guilabel:`Dashboard`.
|
||||
3. In the :guilabel:`Add to my dashboard` drop-down menu, enter a name for the report (by
|
||||
default, it is named :guilabel:`Pipeline`).
|
||||
4. Click :guilabel:`Add`.
|
||||
|
||||
To view a saved report:
|
||||
|
||||
1. Return to the main apps page, and navigate to :menuselection:`Dashboards app --> My
|
||||
Dashboard`.
|
||||
|
||||
.. image:: win_loss/add-to-dashboard.png
|
||||
:align: center
|
||||
:alt: To access the saved report, open the Dashboard app and click My Dashboard.
|
||||
|
||||
.. seealso::
|
||||
- :doc:`../acquire_leads/convert`
|
||||
- :doc:`../acquire_leads/send_quotes`
|
||||
- :doc:`../pipeline/lost_opportunities`
|
||||
|
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