diff --git a/content/applications/sales/crm/performance.rst b/content/applications/sales/crm/performance.rst index 481b5a807..815d340f5 100644 --- a/content/applications/sales/crm/performance.rst +++ b/content/applications/sales/crm/performance.rst @@ -8,3 +8,4 @@ Analyze performance :titlesonly: performance/win_loss + performance/expected_revenue_report diff --git a/content/applications/sales/crm/performance/expected_revenue_report.rst b/content/applications/sales/crm/performance/expected_revenue_report.rst new file mode 100644 index 000000000..648ecedb6 --- /dev/null +++ b/content/applications/sales/crm/performance/expected_revenue_report.rst @@ -0,0 +1,213 @@ +======================= +Expected revenue report +======================= + +*Expected revenue* is the total cash value of leads that are expected to close by a certain date, +usually the end of the current month. + +An *expected revenue report* compiles all active leads in a sales pipeline that have a set expected +closing date, and compares how sales teams are performing in a given time frame. + +.. image:: expected_revenue_report/expected-revenue-closing.png + :align: center + :alt: Close up of the expected closing date on a lead in the CRM app. + +By pulling a monthly expected revenue report, sales managers can see which team members are reaching +their goals, and who may need additional assistance to close valuable deals. + +Create an expected revenue report +================================= + +To create an expected revenue report, first navigate to :menuselection:`CRM app --> Reporting --> +Pipeline`. This opens the :guilabel:`Pipeline Analysis` dashboard. + +.. important:: + The *Pipeline Analysis* dashboard includes several filters in the search bar by default. Remove + these before adding any additional custom filters. + +On the top-left of the report, click :guilabel:`Measures`, then select :guilabel:`Expected Revenue` +from the drop-down menu. + +At the top of the page, click the :guilabel:`🔻(triangle pointed down)` icon to the right of the +:guilabel:`Search...` bar to open the drop-down menu that contains :guilabel:`Filters`, +:guilabel:`Group By`, and :guilabel:`Favorites` columns. Under the :guilabel:`Filters` column, click +:guilabel:`Add Custom Filter`, which opens an :guilabel:`Add Custom Filter` pop-up window. + +.. _expected_revenue_report/custom-filters: + +Add custom filters +------------------ + +In order to generate an expected revenue report, filters need to be created for the following +conditions: + + - :ref:`Expected closing date `: limits results to only + include leads expected to close within a specific time frame. + - :ref:`Exclude unassigned leads `: excludes leads + without an assigned salesperson. + - :ref:`Specific sales teams `: limits results to only include + leads assigned to one or more sales teams. This filter is optional and should not be included if + the report is intended for the entire company. + +.. _expected_revenue_report/closing-date: + +Add filter for expected closing date +~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ + +On the :guilabel:`Add Custom Filter` pop-up window, click into the first field of the new rule. +Type `Expected Closing` into the :guilabel:`Search...` bar, or scroll to select it from the list. +Click in the second field and select :guilabel:`is set`. This limits the results to only include +leads where an estimated closing date is listed. + +Next, click the :guilabel:`➕ (plus)` icon to the right of the rule to duplicate it. + +.. tip:: + Using the :guilabel:`➕ (plus)` icon makes it easy to add multiple rules based on the same + filter. + +In the second field of the new rule, select :guilabel:`is between` from the drop-down menu. This +creates a set time frame during which the expected closing date must occur for leads to be included +in the results. + +Click in each date field, one at a time, and use the calendar popover window to add both a start and +end date to the rule. This is usually the beginning and ending of the current month, or fiscal +quarter. + +.. _expected_revenue_report/unassigned-leads: + +Exclude unassigned leads +~~~~~~~~~~~~~~~~~~~~~~~~ + +After filtering for the expected closing date, add a :guilabel:`New Rule`. Then, click into the new +rule's first field, and type `Salesperson` in the :guilabel:`Search...` bar, or scroll through the +list to select it. Click in the rule's second field and select :guilabel:`is set` from the drop-down +menu. This excludes any results without an assigned salesperson. + +.. _expected_revenue_report/sales-team: + +Add a filter for sales teams +~~~~~~~~~~~~~~~~~~~~~~~~~~~~ + +.. note:: + This filter is optional. To view results for the entire company, do **not** add this filter, and + continue to :ref:`View results `. + +To limit the results of the report to one or more sales teams, click :guilabel:`New Rule`. Next, +click the first field for the new rule, and type `Sales Team` in the :guilabel:`Search...` bar, or +scroll to search through the list to locate it. + +In the rule's second field, select :guilabel:`is in` from the drop-down menu. Selecting this +operator limits results to the sales teams indicated in the next field. + +Lastly, click into the third field, and either: make a selection from the complete list revealed in +the popover menu, or type the first few characters of the specific sales team's title to quickly +find and select it as a parameter. + +.. tip:: + Multiple teams can be added to the `Sales Team` rule, where each parameter is treated with an + "or" (e.g. "any") operator in the search logic. + +.. image:: expected_revenue_report/custom-filters.png + :align: center + :alt: Add Custom Filters pop-up window with custom filters configured for expected revenue + report. + +.. _expected_revenue_report/view-results: + +View results +============ + +At the top of the :guilabel:`Add Custom Filter` form, there is an option to match :guilabel:`any` or +:guilabel:`all` of the rules. In order to properly run the report, only records that match **all** +of the following filters should be included. Before adding the filters, make sure :guilabel:`all` is +selected in this field. + +.. image:: expected_revenue_report/match-all-filters.png + :align: center + :alt: Emphasis on the match all filters option on the Add Custom Filter pop-up window. + +At the bottom of the :guilabel:`Add Custom Filter` form, click :guilabel:`Add`. + +View options +------------ + +The expected revenue report benefits from utilizing multiple views. The default graph view can be +used to identify which salespeople are expected to bring in the most revenue, while the list view +and pivot view provide more detail on specific deals. + +.. tabs:: + + .. tab:: Graph view + + The *graph view* is used to visualize data, and is beneficial in identifying patterns and + trends. + + *Bar charts* are used to show the distribution of data across several categories or among + several salespeople. + + *Line charts* are useful to show changing trends over a period of time. + + *Pie charts* are useful to show the distribution, or comparison, of data among a small number + of categories or salespeople, specifically how they form the meaningful part of a whole + picture. + + The default view for the expected revenue report is the bar chart, stacked. To change to a + different graph view, click one of the icons at the top-left of the report. While both the + line chart and bar chart are available in stacked view, the pie chart is not. + + .. figure:: expected_revenue_report/graph-view-icons.png + :align: center + :alt: Close up view of the graph icons on the Pipeline analysis report in the CRM app. + + Graph view icons in order: bar chart, line chart, pie chart, stacked. + + .. tab:: List view + + The *list view* provides a list of all leads that are expected to close by the designated + date. Clicking on a lead in list view opens the record for detailed analysis, but many + insights can be gleaned from the basic view. + + To switch to the list view, click the :guilabel:`≣ (list)` icon at the top-right of the + report. + + .. image:: expected_revenue_report/list-icon.png + :align: center + :alt: Close up of the list view icon in the CRM app. + + To add additional metrics to the report, click the *additional options menu* indicated by the + :guilabel:`toggle` icon at the top-right of the list. + + .. figure:: expected_revenue_report/toggle-icon.png + :align: center + :alt: Close up of the toggle icon in the CRM app. + + Clicking the toggle icon in *list view* opens the *additional options menu*. + + Select any additional metrics from the drop-down menu to add them to the list view. Some + options that may be useful are :guilabel:`Expected Closing` and :guilabel:`Probability`. + + .. tab:: Pivot view + + The *pivot view* arranges all leads that are expected to close by the designated date into a + dynamic table. + + To switch to the pivot view, click the :guilabel:`Pivot` icon at the top-right of the report. + + .. image:: expected_revenue_report/pivot-view-icon.png + :align: center + :alt: Close up of the pivot view icon in the CRM app. + + When the pivot view is selected for this report, the X-axis lists the stages in + the pipeline, while the Y-axis defaults to group the results by their creation date. To switch + these groupings, click the flip access icon (:guilabel:`⇄`) at the top of the report. + + To add additional measures to the report, click the :guilabel:`Measures` button at the + top-left of the report. Select any additional metrics from the drop-down menu. + + To add a group to a row or column to the pivot view, click the :guilabel:`➕ (plus sign)` next + to :guilabel:`Total`, and then select one of the groups. To remove one, click the + :guilabel:`➖ (minus sign)` and de-select the appropriate option. + + Click :guilabel:`Insert in Spreadsheet` to add the pivot view into an editable spreadsheet + format within the *Dashboards* app. If the Odoo *Documents* app is installed, the report can + be inserted into a blank or existing spreadsheet, and exported. diff --git a/content/applications/sales/crm/performance/expected_revenue_report/custom-filters.png b/content/applications/sales/crm/performance/expected_revenue_report/custom-filters.png new file mode 100644 index 000000000..d6766be80 Binary files /dev/null and b/content/applications/sales/crm/performance/expected_revenue_report/custom-filters.png differ diff --git a/content/applications/sales/crm/performance/expected_revenue_report/expected-revenue-closing.png b/content/applications/sales/crm/performance/expected_revenue_report/expected-revenue-closing.png new file mode 100644 index 000000000..64fd7af0b Binary files /dev/null and b/content/applications/sales/crm/performance/expected_revenue_report/expected-revenue-closing.png differ diff --git a/content/applications/sales/crm/performance/expected_revenue_report/graph-view-icons.png b/content/applications/sales/crm/performance/expected_revenue_report/graph-view-icons.png new file mode 100644 index 000000000..787146704 Binary files /dev/null and b/content/applications/sales/crm/performance/expected_revenue_report/graph-view-icons.png differ diff --git a/content/applications/sales/crm/performance/expected_revenue_report/list-icon.png b/content/applications/sales/crm/performance/expected_revenue_report/list-icon.png new file mode 100644 index 000000000..db564305a Binary files /dev/null and b/content/applications/sales/crm/performance/expected_revenue_report/list-icon.png differ diff --git a/content/applications/sales/crm/performance/expected_revenue_report/match-all-filters.png b/content/applications/sales/crm/performance/expected_revenue_report/match-all-filters.png new file mode 100644 index 000000000..403bf85e9 Binary files /dev/null and b/content/applications/sales/crm/performance/expected_revenue_report/match-all-filters.png differ diff --git a/content/applications/sales/crm/performance/expected_revenue_report/pivot-view-icon.png b/content/applications/sales/crm/performance/expected_revenue_report/pivot-view-icon.png new file mode 100644 index 000000000..9516c8b88 Binary files /dev/null and b/content/applications/sales/crm/performance/expected_revenue_report/pivot-view-icon.png differ diff --git a/content/applications/sales/crm/performance/expected_revenue_report/toggle-icon.png b/content/applications/sales/crm/performance/expected_revenue_report/toggle-icon.png new file mode 100644 index 000000000..c40f8304d Binary files /dev/null and b/content/applications/sales/crm/performance/expected_revenue_report/toggle-icon.png differ