CRM lists, reports and board
Where leads, opportunities and visiting passes are looked at many at a time. How lists, boards and reports behave in general is on Lists, boards and reports.
Who sees which leads
Every lead list and every tile of the CRM board shows a user:
- the leads he owns,
- the leads of the owners he is allowed to see (the people who report to him),
- every lead of the company if he is an administrator.
A blocked lead is left out of the board.
The Lead screen's own list
Opening Lead shows its documents as a board, one column per stage of the pipeline, in pipeline order. Dragging a card to another column moves the lead (see How the stage moves). The same list can be shown as cards, a calendar or a chart.
Criteria: Pipeline, Lead Owner, Collaborator, Customer, Close Date (a range), Business Area, Sales Organization, Lead Project, Won Date (a range), Lost Date (a range), and the date the lead was created (a range).
Lists
| List | Menu | One row per | Criteria |
|---|---|---|---|
| Lead | Customer Relationship Management › Relation | Lead | Lead, Start Date (a range), Lead Owner (several) |
| Lead Detail | Customer Relationship Management › Relation | Lead line: each line's principal, vendor, business area, deal registration, revenue and its collaborators | Lead, Start Date (a range), Lead Owner (several) |
| Opportunity | Customer Relationship Management › Relation | Opportunity line | Opportunity |
The Lead and Opportunity lists are also on the Sales menu, under Marketing.
Printed reports
| Report | Menu | Prints | Criteria |
|---|---|---|---|
| Lead (Form) | Customer Relationship Management › Relation | One lead as a form | Lead, Lead Date, Required Date, Date of Expiry |
| Opporunity (Form) | Customer Relationship Management › Relation | One opportunity as a form, with its requirement lines | Opportunity, Opportunity Date, Required Date, Date of Expiry |
| Visiting Pass | Customer Relationship Management › Visiting Pass | The visiting passes | Visitor ID (several) |
Lead (Form) reads the lead's requirement lines and a status and required date that the Lead screen no longer fills. A lead entered on today's screen, whose lines are vendor lines, prints nothing on it.
The CRM board
The CRM board groups its tiles in three sections.
| Section | Tile | The question it answers |
|---|---|---|
| Where the pipeline stands | Total Leads | How many leads are open right now? |
| Qualified Leads | How many of them are qualified? | |
| Conversion Rate | What share of closed leads were won? | |
| Pipeline Projection by Dimension | What is the pipeline worth once each stage's probability is applied? | |
| How it converts | Lead Funnel & Stage Conversion | Where do leads fall out of the funnel? |
| Expected Close Forecast | What is expected to close, and when, by Close Date | |
| Lead Source Effectiveness | Per lead source: won value, and leads won out of all leads | |
| Where it is stuck, and what to do | Lead Aging by Lead Status | Open leads by stage and days since the last activity |
| Priority Lead Register | Which leads should be worked first? | |
| Next Actions Due | Which follow-ups are due or already late? |
Open, won and lost are read from each stage's Stage Type on the Pipeline, and the weighted pipeline uses each stage's Probablity. The board can be narrowed to a principal, a distributor and a won-date window.
A Pipeline Coverage Tree tile exists but is not placed on the board, and a Salesperson Topline & Targets tile is defined without content, so neither shows.