diff --git a/content/applications/sales/crm/performance/win_loss.rst b/content/applications/sales/crm/performance/win_loss.rst index 2aecd69bb..0c1401a1d 100644 --- a/content/applications/sales/crm/performance/win_loss.rst +++ b/content/applications/sales/crm/performance/win_loss.rst @@ -1,26 +1,654 @@ -========================= -Check your Win/Loss Ratio -========================= +================= +Pipeline Analysis +================= -To see how well you are doing with your pipeline, take a look at -the Win/Loss ratio. +The *CRM* app manages the sales pipeline as leads/opportunities move from stage to stage, +origination to sale (**Won**) or archival (**Lost**). -To access this report, go to your *Pipeline* view under the -*Reporting* tab. +After organizing the pipeline, use the search options and reports available on the *Pipeline +Analysis* page to gain insight into the effectiveness of the pipeline and its users. -From there you can filter to which opportunities you wish to see, yours, -the ones from your sales channel, your whole company, etc. You can then -click on filter and check Won/Lost. +To access the *Pipeline Analysis* page, go to :menuselection:`CRM app --> Reporting --> Pipeline`. -.. image:: win_loss/win_loss01.png - :align: center +.. image:: win_loss/reporting-tab-and-pipeline-view.png + :align: center + :alt: Open the CRM app and click on the Reporting tab along the top, then click Pipeline. -You can also change the *Measures* to *Total Revenue*. +.. _win_loss/pipeline: -.. image:: win_loss/win_loss02.png - :align: center +Navigate the pipeline analysis page +=================================== -You also have the ability to switch to a pie chart view. +Upon accessing the :guilabel:`Pipeline Analysis` page, a bar graph showcasing the leads from the +past year automatically populates. The bars represent the number of leads in each stage of the sales +pipeline, color-coded to show the month the lead reached that stage. -.. image:: win_loss/win_loss03.png - :align: center +.. image:: win_loss/pipeline-analysis-page.png + :align: center + :alt: The default state of the Pipeline Analysis page is a graph, with many options to change it. + +The interactive elements of the :guilabel:`Pipeline Analysis` page manipulate the graph to report +different metrics in several views. From left-to-right, top-to-bottom, the elements include: + +- :guilabel:`Actions`: represented by the :guilabel:`⚙️ (gear)` icon, located next to the + :guilabel:`Pipeline Analysis` page title. When clicked, a drop-down menu appears with three + options, each with their own sub-menu: :guilabel:`Knowledge`, :guilabel:`Dashboard`, + :guilabel:`Spreadsheet`. (See :ref:`Save and share reports ` for more + information) + + - The :guilabel:`Knowledge` option is for linking to or inserting the graph in a *Knowledge* app + article. + - The :guilabel:`Dashboard` option is for adding the graph to a dashboard in the *Dashboards* app. + - The :guilabel:`Spreadsheet` option is for linking the graph in a spreadsheet in the *Documents* + app. +- :guilabel:`Search...` bar: shows the filters and groupings currently being applied to the graph. + To add new filters/groups, type them into the search bar, or click the :guilabel:`⬇️ (down arrow)` + icon, at the end of the bar, to open a drop-down menu of options. (See :ref:`Search Options + ` for more information) + +In the upper-right corner, there are view options represented by different icons. (See :ref:`View +Options ` for more information) + +- :guilabel:`Graph` view: displays the data in a bar graph. This is the default view. +- :guilabel:`Pivot` view: displays the data in a customizable, categorized metrics table. +- :guilabel:`Cohort` view: displays and organizes the data, based on their :guilabel:`Created on` + and :guilabel:`Closed Date` week (default), day, month, or year. +- :guilabel:`List` view: displays the data in a list. + +Located on the far-left side of the page, beneath the :guilabel:`Pipeline Analysis` page title, +there are more configurable filter and view options. + +- :guilabel:`Measures`: opens a drop-down menu of different measurement options that can be seen in + the graph, pivot, or cohort view. The :guilabel:`Measure` drop-down menu is not available in the + list view. (See :ref:`Measurement Options ` for more information) +- :guilabel:`Insert in Spreadsheet`: opens a pop-up window with options for adding a graph or pivot + table to a spreadsheet in the *Documents* app or a dashboard in the *Dashboards* app. This option + is not available in the cohort or list view. + +With the graph view selected, the following options are available: + +- :guilabel:`Bar Chart`: switches the graph to a bar chart. +- :guilabel:`Line Chart`: switches the graph to a line chart. +- :guilabel:`Pie Chart`: switches the graph to a pie chart. +- :guilabel:`Stacked`: when selected, the results of each stage of the graph are stacked on top of + each other. When not selected, the results in each stage are shown as individual bars. +- :guilabel:`Descending`: re-orders the stages in the graph in descending order from left-to-right. + Click the icon a second time to deselect it. Depending on the search criteria, this option may not + be available. +- :guilabel:`Ascending`: re-orders the stages in the graph in ascending order from left-to-right. + Click the icon a second time to deselect it. Depending on the search criteria, this option may not + be available. + +With the pivot view selected, the following options are available: + +- :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. + +.. _win_loss/search: + +Search options +-------------- + +The :guilabel:`Pipeline Analysis` page can be customized with various filters and grouping options. + +To add new search criteria, type the desired criteria into the search bar, or click the +:guilabel:`⬇️ (down arrow)` icon, next to the search bar, to open a drop-down menu of all options. +See the sections below for more information on what each option does. + +.. image:: win_loss/search-panel-filters-and-group-by-options.png + :align: center + :alt: Clicking on the down arrow next to the search bar opens a menu of filters for the analysis. + +.. tabs:: + + .. tab:: Filters + + The :guilabel:`Filters` section allows users to add pre-made and custom filters to the search + criteria. Multiple filters can be added to a single search. + + - :guilabel:`My Pipeline`: show leads assigned to the current user. + - :guilabel:`Opportunities`: show leads that have been qualified as opportunities. + - :guilabel:`Leads`: show leads that have yet to be qualified as opportunities. + - :guilabel:`Active`: show active leads. + - :guilabel:`Inactive`: show inactive leads. + - :guilabel:`Won`: show leads that have been marked **Won**. + - :guilabel:`Lost`: show leads that have been marked **Lost**. + - :guilabel:`Created On`: show leads that were created during a specific period of time. By + default, this is the past year, but it can be adjusted as needed, or removed entirely. + - :guilabel:`Expected Closing`: show leads that are expected to close (marked **Won**) during + a specific period of time. + - :guilabel:`Date Closed`: show leads that were closed (marked **Won**) during a specific + period of time. + - :guilabel:`Archived`: show leads that have been archived (marked **Lost**). + - :guilabel:`Add Custom Filter`: allows the user to create a custom filter with numerous + options. (See :ref:`Add Custom Filters and Groups ` for more + information) + + .. tab:: Group By + + The :guilabel:`Group By` section allows users to add pre-made and custom groupings to the + search results. Multiple groupings can be added to split results into more manageable chunks. + + .. important:: + The order that groupings are added affects how the final results are displayed. Try + selecting the same combinations in a different order to see what works best for each use + case. + + - :guilabel:`Salesperson`: groups the results by the Salesperson to whom a lead is assigned. + - :guilabel:`Sales Team`: groups the results by the Sales Team to whom a lead is assigned. + - :guilabel:`City`: groups the results by the city from which a lead originated. + - :guilabel:`Country`: groups the results by the country from which a lead originated. + - :guilabel:`Company`: groups the results by the company to which a lead belongs (if multiple + companies are activated in the database). + - :guilabel:`Stage`: groups the results by the stages of the sales pipeline. + - :guilabel:`Campaign`: groups the results by the marketing campaign from which a lead + originated. + - :guilabel:`Medium`: groups the results by the medium (Email, Google Adwords, Website, etc.) + from which a lead originated. + - :guilabel:`Source`: groups the results by the source (Search engine, Lead Recall, + Newsletter, etc.) from which a lead originated. + - :guilabel:`Creation Date`: groups the results by the date a lead was added to the database. + - :guilabel:`Conversion Date`: groups the results by the date a lead was converted to an + opportunity. + - :guilabel:`Expected Closing`: groups the results by the date a lead is expected to close + (marked "Won"). + - :guilabel:`Closed Date`: groups the results by the date a lead was closed(marked "Won"). + - :guilabel:`Lost Reason`: groups the results by the reason selected when a lead was marked + "Lost." + - :guilabel:`Add Custom Group`: allows the user to create a custom group with numerous + options. (See :ref:`Adding Custom Filters and Groups ` for more + information) + + .. tab:: Comparison + + The :guilabel:`Comparison` section allows users to add comparisons to the same search criteria + over another period of time. + + This option is only available if the search includes time-based filters, such as + :guilabel:`Created On`, :guilabel:`Expected Closing`, or :guilabel:`Date Closed`. While + multiple time-based filters can be added at once, only one comparison can be selected at a + time. + + - :guilabel:`Previous Period`: adds a comparison to the same search criteria from the previous + period. + - :guilabel:`Previous Year`: adds a comparison to the same search criteria from the previous + year. + + .. tab:: Favorites + + The :guilabel:`Favorites` section allows users to save a search for later, so it does not need + to be recreated every time. + + Multiple searches can be saved, shared with others, or even set as the default for whenever + the :guilabel:`Pipeline Analysis` page is opened. + + - :guilabel:`Save current search`: save the current search criteria for later. + + - :guilabel:`Default filter`: when saving a search, check this box to make it the default + search filter when the :guilabel:`Pipeline Analysis` page is opened. + - :guilabel:`Shared`: when saving a search, check this box to make it available to other + users. + +.. _win_loss/custom_filters: + +Add custom filters and groups +~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ + +In addition to the pre-made options in the search bar, the :guilabel:`Pipeline Analysis` page can +also utilize custom filters and groups. + +Custom filters are complex rules that further customize the search results, while custom groups +display the information in a more organized fashion. + +**To add a custom filter:** + +1. On the :guilabel:`Pipeline Analysis` page, click the :guilabel:`down arrow` icon next to the + :guilabel:`Search...` bar. +2. In the drop-down menu, click :guilabel:`Add Custom Filter`. +3. The :guilabel:`Add Custom Filter` pop-up window appears with a default rule (:guilabel:`Country + is in _____`) comprised of three unique fields. These fields can be edited to make a custom rule, + and multiple rules can be added to a single custom filter. +4. To edit a rule, start by clicking the first field (:guilabel:`Country`), and select an option + from the drop-down menu. The first field determines the primary subject of the rule. +5. Next, click the second field, and select an option from the drop-down menu. The second field + determines the relationship of the first and third fields, and is usually an **is** or **is not** + statement, but can also be **greater than or less than** statements, and more. +6. Finally, click the third field, and select an option from the drop-down menu. The third field + determines the secondary subject of the rule. +7. With all three fields selected, the rule is complete. + + - **To add more rules:** click :guilabel:`New Rule` and repeat steps 4-7, as needed. + - **To delete a rule:** click the :guilabel:`🗑️ (trash)` icon to the right of the rule. + - **To duplicate an existing rule:** click the :guilabel:`➕ (plus sign)` icon to the right of + the rule. + - **To create more complex rules:** click the :guilabel:`Add branch` icon to the right of the + rule. This adds another modifier below the rule for adding an "all of" or "any of" statement. + +.. image:: win_loss/custom-filter-add-branch.png + :align: center + :alt: The add branch feature allows the creation of more complex all or any statements for rules. + +8. Once all rules have been added, click :guilabel:`Add` to add the custom filter to the search + criteria. + + - **To remove a custom filter:** click the :guilabel:`✖️ (x)` icon beside the filter in the + search bar. + +**To add a custom group:** + +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, click :guilabel:`Add Custom Group`. +3. Scroll through the options in the drop-down menu, and select one or more groups. + + - **To remove a custom group:** click the :guilabel:`✖️ (x)` icon beside the custom group in the + search bar. + +.. _win_loss/measure: + +Measurement options +------------------- + +By default, the :guilabel:`Pipeline Analysis` page measures the total :guilabel:`Count` of leads +that match the search criteria, but can be changed to measure other items of interest. + +To change the selected measurement, click the :guilabel:`Measures` button on the top-left of the +page, and select one of the following options from the drop-down menu: + +- :guilabel:`Days to Assign`: measures the number of days it took a lead to be assigned after + creation. +- :guilabel:`Days to Close`: measures the number of days it took a lead to be closed (marked + **Won**). +- :guilabel:`Days to Convert`: measures the number of days it took a lead to be converted to an + opportunity. +- :guilabel:`Exceeded Closing Days`: measures the number of days by which a lead exceeded its + Expected Closing date. +- :guilabel:`Expected MRR`: measures the Expected Recurring Revenue of a lead. +- :guilabel:`Expected Revenue`: measures the Expected Revenue of a lead. +- :guilabel:`Prorated MRR`: measures the Prorated Monthly Recurring Revenue of a lead. +- :guilabel:`Prorated Recurring Revenues`: measures the Prorated Recurring Revenues of a lead. +- :guilabel:`Prorated Revenue`: measures the Prorated Revenue of a lead. +- :guilabel:`Recurring Revenues`: measures the Recurring Revenue of a lead. +- :guilabel:`Count`: measures the total amount of leads that match the search criteria. + +.. _win_loss/view: + +View options +------------ + +After configuring filters, groupings, and measurements, the :guilabel:`Pipeline Analysis` page can +display the data in a variety of ways. By default, the page uses the graph view, but can be changed +to a pivot view, cohort view, or list view. + +To change the pipeline to a different view, click one of the four view icons, located in the +top-right of the :guilabel:`Pipeline Analysis` page. + +.. tabs:: + + .. tab:: Graph View + + The graph view is the default selection for the :guilabel:`Pipeline Analysis` page. It + displays the analysis as either a: bar chart, line chart, or pie chart. + + This view option is useful for quickly visualizing and comparing simple relationships, like + the :guilabel:`Count` of leads in each stage, or the leads assigned to each + :guilabel:`Salesperson`. + + By default, the graph measures the :guilabel:`Count` of leads in each group, but this can be + changed by clicking the :guilabel:`Measures` button, and :ref:`selecting another option + ` from the resulting drop-down menu. + + .. image:: win_loss/graph-view.png + :align: center + :alt: The Graph View displays the analysis as a Bar Chart, Line Chart, or Pie Chart. + + .. tip:: + When using a bar chart in this view, consider deselecting the :guilabel:`Stacked` option, + in order to make the breakdown of results more legible. + + .. tab:: Pivot View + + The pivot view displays the results of the analysis as a table. By default, the table groups + 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 `, 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 `. + +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 `, 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 `, 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` diff --git a/content/applications/sales/crm/performance/win_loss/add-custom-active-filter.png b/content/applications/sales/crm/performance/win_loss/add-custom-active-filter.png new file mode 100644 index 000000000..4cccad53b Binary files /dev/null and b/content/applications/sales/crm/performance/win_loss/add-custom-active-filter.png differ diff --git a/content/applications/sales/crm/performance/win_loss/add-to-dashboard.png b/content/applications/sales/crm/performance/win_loss/add-to-dashboard.png new file mode 100644 index 000000000..c380c15da Binary files /dev/null and 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