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CRM Insights puts your sales in one place: how many new leads you got, how much is in the pipeline, what you won, where your leads came from, and how each person on your team is doing. Every number can be compared with the period before. This guide reads Northwind’s last 30 days.

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Open CRM Insights

Click CRM in the left rail, then Reports at the top, then Insights.

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Choose what to look at

The bar along the top sets what every number on the page covers:
  • The date range: Today, Last 7 days, Last 30 days, Last 90 days, Quarter to date, Year to date, or your own dates.
  • Compare to prior shows each number’s change against the period before, such as the 30 days before these 30.
  • All pipeline narrows to one pipeline, All owners to one or more people, and All lead sources to where leads came from.
The filter bar, outlined: Last 30 days, Compare to prior switched on, All pipeline, All owners and All lead sources; and the numbers New leads 85, Open pipeline $134,740.00, Won this period $8,700.00 with -54.7% and 1 deal, Win rate 100.0%, Avg cycle and Activities logged 7 with +75.0%

The filters, and the numbers at a glance

The numbers under the bar:
  • New leads: contacts added in the period.
  • Open pipeline: the value of every deal still open.
  • Won this period: the value of deals won, and how many. A red arrow means less than the period before.
  • Win rate: of the deals won or lost in the period, the share that were won.
  • Avg cycle: the average number of days from creating a deal to closing it, won or lost. It shows a dash when the period has none to measure.
  • Activities logged: calls, emails, meetings and notes your team recorded.

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Watch the trend

The two charts show the period day by day: Deals created vs won, and Revenue won + activities. With Compare to prior on, a dashed line shows the period before.
Deals created vs won, a line chart from Sep 21 to Oct 19 with deals created rising to 12 around Oct 12, and Revenue won + activities, bars for activities with a line for revenue won, with dashed lines for the prior period

The last 30 days, with the period before dashed

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See where leads come from and where deals stall

Lead sources lists each source with its leads, how many it won, its conversion rate and the money won. Pipeline funnel shows how many deals sit at each stage and what share moves on to the next one, so you can see where deals stall.
Lead sources: Direct traffic 20 leads, Offline sources 15, Organic search 9 with 1 won, 11.1%, $8,700.00, Trade show 8, Referrals 7 with 1 won, $14,400.00; and Pipeline funnel, 83.3% overall: Lead 6 deals 16.7% to next, Tasting Sent 7 deals 0% to next, Negotiating 5 deals 20% to next, Closed Won 5 deals

Lead sources and the pipeline funnel

Here, seven deals are at Tasting Sent and none has moved on in this period: that is the stage for Northwind to follow up on.

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See how each person is doing

Team performance lists each person’s open deals, pipeline, money won, win rate, activities, calls and texts, and how fast they reply. Click a column name to sort by it.
Team performance, 1 rep, sorted by Won: Jamie Holloway with 15 open deals, $134,740.00 pipeline, $8,700.00 won, 100% win rate, 5 activities, 0 calls, 0 SMS, and a Team average row

Team performance

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Good to know

  • Keep a copy: Export at the top right downloads Lead sources, Team performance, Revenue won or New leads as a spreadsheet.
  • Calls and texts: the Voice and SMS sections fill in once you have a Hiveku phone number.
  • Ask about it: the button at the top right sends this view to your sales agent and asks what is working, what isn’t, and what to fix this week. See Ask Your Sales Agent About Your Pipeline.