Introduction 

With Sales Insights, you will have all the updates about your sales team at your fingertips. It gives you reports about your sales team’s activities, performance, and deals in the pipeline, along with comparing their work status and goals.

What’s more?

If you are a sales manager and have users reporting to you, then Sales Insights displays related data of your reporters. A user’s ‘Reports To’ is available and can be set up in My Preferences.

Let us look at some use cases for sales reps and sales managers.

Sales reps: As a sales rep, you can:

• Generate a report about all the deals in your pipeline and their value.
• Get insights on how your customer-related activities are driving deal closure.
• Gauge your performance against the sales quota defined for you.

• Gain insights into your team's productivity by looking at activity reports.
• Review your team’s pipeline status to align with the forecast and quotas defined for them.
• Monitor your sales team’s performance by looking at idle deals, lost deals, overdue deals, and activity efficiency. 
• Get a comparison of your team’s performance against their goal  

Navigating to Sales Insights

Before diving into the details, let us first see how to navigate to Sales Insights.
Follow these steps to access Sales Insights:

1. Log in to your CRM account.
2. Click the Main Menu.
3. Go to Sales.
4. Click Sales Analytics > Sales Insights.

Viewing Folders in Sales Insight

The Sales Insights page opens and displays your sales insights in the following folders:

• Activity Reports 
• Pipeline Performance
• Sales Results
• Sales Process Reports

• Sales Process Reports reports are only available to sales managers or users who have subordinates reporting to them.
• As a sales rep, you will only see data about your deals and performance. Sales managers will see data about their sales team 

Let us explore each of them.

Activity Reports

You can track your sales team’s customer-related activities using Activity Reports - emails, phone calls, calendar events, and tasks. This helps you gain visual insights into your team's performance and gauge the efficiency of activities in driving conversions. You can get your activity insights through the following charts:

• Activities Added
• Activities Completed
• Activity Efficiency

Let us learn what each chart displays.

Activities Added

• This report shows all the activities added by your sales team in the form of a bar chart. This information helps you ensure that your sales team is on the right track to sealing a deal. 
• You can filter chart data using the filters located above a report. Hovering on an Activity Type on the chart displays metrics such as activity count and effort (duration).
• Note: The chart for Activities Added only displays open activities or activities that are not marked as ‘Held’ or ‘Completed
• In the table below the chart, you can view each deal's activity count and activity type. You can group the data in the table by Deal or Deal Owner using the drop-down displayed above the table.

Activities Completed

• View all the activities completed by your sales team by glancing at this chart. Hover on the chart to view activity metrics such as count and effort (duration). 
• You can filter chart data for a particular activity type and hide data for other activities. 
• The table below the chart shows the activity count for each deal, along with the type of activity. Group data in the table by Deal or Deal Owner using the drop-down located above the table.

Activity Efficiency

• Track your sales team’s efficiency with the help of this chart. It gives you insights into how effective a sales rep’s activities are towards winning a deal. The chart shows the average number of emails, phone calls, and calendar events performed by sales reps to win deals assigned to them. It also shows an estimate of the number of activities required by a sales rep to win a deal and the duration of each activity. 
• The tabular form of the chart paints a clear picture of activity efficiency. Group the data in the table by Deal or Deal Owner using the drop-down displayed above the table.

Pipeline Performance

The charts under Pipeline Performance provide you with a visual representation of your sales pipeline:

• Status and value of your pipeline
• Progression of deals in the pipeline
• Sales reps’ activities on open deals

Here are the charts available in Pipeline Performance:

Deals Added

• The chart shows the number of deals added to your pipeline.
• Hovering on the chart gives the count of deals added. 
• Details of deals added are displayed in a tabular format below the chart. The table shows the deal name, current sales stage, amount, and expected close date.

Pipeline Value

• Get a comparison of open and closed deals with the help of this chart. Hovering on the chart displays the following:
  • The total value of deals that were ‘Closed Won’ 
  • Total value of deals that were ‘Closed Lost’ 
  • Value of deals currently in the pipeline 
  • Total weighted revenue of deals  
• The green bar represents ‘Closed Won’ deals and the red bar represents ‘Closed Lost’ deals. The blue bar represents open deals. You can view the list of open deals in the table, along with deals won and lost. The deals are sorted by month and sales reps.

Pipeline Activity

The chart tracks sales reps’ activities on the biggest deals or deals with the highest amount.  By hovering over the chart, you can view the following:

• Deal name
• Deal amount 
• The current Sales Stage of the deal
• Activity count of the sales rep on the deal 
• Expected close date of the deal

Funnel Progression

The Funnel Progression chart depicts the progress of deals from one sales stage to another. Hovering on a sales stage in the funnel displays the following:

• Name of the sales stage
• Value (amount) of deals present in the sales stage
• Number of deals present in the sales stage
• Number of deals that progressed to the next sales stage in the pipeline 
• Percentage of deals that progressed to the next sales stage in the pipeline

“How does this information help?” you ask.

With this data, you understand how your deals progress from one sales stage to another. You can identify the points in your sales funnel where you are losing deals and improve your sales process for better and quicker deal closure.
In the tabular format, you can view the percentage of deals progressing from one stage to another, along with the win percentage.

Product Pipeline

The Product Pipeline chart displays all open deals, their associated products, and their value. This chart helps you identify highly in-demand products and those that are likely to be sold. Hovering on the chart gives the count and value of the products in the pipeline.
You can also sort the chart by month, quarter, year, or user. The data is also displayed in tabular format right below the chart.

Sales Results  

Under Sales Results, you can view the following charts:

• Closed vs. Goals
• Product Revenue
• Sales Cycle by Duration
• Lost Deals

Here is what each chart displays.

Closed vs. Goals

How many deals have you closed against the sales quota defined for you? This information is available in the Closed vs. Goals chart. The sales quotas are defined from the forecast and quota values established for your team.

The blue bar is the goal assigned to you, and the green bar is the deals you have closed. Hovering on the chart displays the following:

• Value of deals closed by a sales rep
• Sales quota set for a sales rep  

The table below the chart presents Closed vs. Goals data along with the win rate per month. You can group the table data in the following ways using the drop-down:

• Win Rate by Time
• Closed Deals by Time
• Win Rate by Owner

Product Revenue

Get a breakdown of your sales by the number of products sold and their value. The chart helps you identify the most sold products and makes the process of sales forecasting easy. Hovering on the chart gives the count and value of products sold. 

You can view the data in the tabular format displayed below the chart. You can group the table data in the following ways using the drop-down:

• Win Rate by Time
• Closed Deals by Time
• Win Rate by Owner

Sales Cycle by Duration

How much time does a sales rep take to move a deal from one sales stage to another? What is the average age of deals a sales rep is handling? Sales Cycle by Duration answers these questions for you. The data is sorted by sales stage. Hovering on the chart displays the total number of days deals remained in the sales stage.
You can view the average sales cycle in a tabular format below the chart. Group data in the table by Sales Stage or Deal Owner using the drop-down displayed above the table.

Lost Deals

Track the reasons for deals lost by looking at this chart. It gives you the percentage of deals lost and the reasons for losing the deals. 
The tabular format shows data along with the names of the deals and the owners of the deals.  You can group the table data in the following ways using the drop-down:

• Win Rate by Time
• Closed Deals by Time
• Win Rate by Owner

Sales Process Reports

Sales Process Reports are displayed only when you have other users reporting to you. Sales Process Reports give you the following charts and related information:

Idle Deals

The chart gives the number of idle deals. A deal is said to be idle if there has been no interaction on it for a specified period. Hovering on the chart gives you the count of idle deals.
The list of all idle deals is displayed in a tabular format below the chart.
Note: As an Admin user, you can set up idle alerts for Deals and Organizations by going to Main Menu > Essentials > Actions.  

Idle Orgs

The chart gives the number of idle organizations. An organization is said to be idle if there has been no interaction with it for a specified period. Hovering on the chart gives the count of idle organizations. 
The list of all idle organizations is displayed in a tabular format below the chart.

Slipped Deals
How many deals missed their Expected Close Date? For how many deals was the close date revised? With this data, you gain insights into the performance of your sales team and the status of your sales pipeline. Hovering on the chart gives the count of slipped deals. 
The table below the chart gives you details about the deals that missed the Expected Close Date.

Overdue Deals
​The chart shows deals that have passed their Expected Close Date and have not been closed. This information comes in handy when you gauge your sales team's performance. Hovering on the chart gives the count of overdue deals.​​​​​​
​​The list of overdue deals is displayed right below the chart.

Deal Journeys
To compare the number of journey tasks in your pipeline and the actual number of journey tasks completed, you can view the Deal Journeys chart. The chart depicts the progress of sales teams in task completion.
Hovering on the chart gives the count of deals and the task progression percentage for those deals. 

You can view the chart data in a tabular format below the chart.

Using Filters

You can filter sales insights data by the fields shown above. For example, you can view data for a specific period, pipeline, or sales stage. Global filters.​ You can also use these filters on a chart to sort and view data by month, quarter, or year. When you have users reporting to you, you can also filter data by users.

Actions Possible on Charts 

Customizing data views

• On charts
  • You can group data shown on a chart by month, quarter, year, or user. To do this, use the drop-down displayed on the top right of the chart.  
  • As a sales rep, you can only group data by month, quarter, or year.
• On tables
  • You can group the table data in the following ways using the drop-down:
    • Win Rate by Time
    • Closed Deals by Time
    • Win Rate by Owner
  • You can sort data by Deal or by Deal Owner by choosing the appropriate option from the drop-down displayed below the chart. This filter is not available on all charts.

Other actions

Clicking on the Ellipsis (three dots) displayed on a chart gives you three options:

• Full Screen - To view the chart in full screen
• Print - To get a print-out of the chart 
• Save as Image -To save or download the chart as an image in PNG format on the local system

Reference

• Deal Management Overview
• Managing your Deals
• One View in Deals
• Deal Stages and Lifecycle
• The Deal Room
• Deal Health - A Calculus Feature
• Managing your Sales Pipeline