DataData Data is a set of quantitative and qualitative facts that can be used as reference or inputs for computations, analyses, descriptions, predictions, reasoning and planning. Accuracy

Delivered by Pipeliner CRM

Much of the contentContent Content refers to a material or document released in various forms (such as text, image, audio, and video) and created to inform, engage or influence specific audiences. is taken from the ebook that you can download here, which is supplemented by other content such as videos, blog articles, and more.

All of this content will help you identify what types of data to analyze, and how to analyze it effectively so it delivers actionable insights.

“A point of view can be a dangerous luxury when substituted for insight and understanding.”

Marshall McLuhan, Philosopher

Accurate Data

Why does it matter?

Impact on Sales?

Salespeople waste 27.3% of their time working with inaccurate data (546 hrs wasted per year on average) — Source: Zoominfo

Impact on Business

Poor data can cost businesses at least 30% of revenues according to Ovum Research.

Trust in data accuracy

A Harvard Business Review study discovered that only 16% of business decision-makers were confident about the accuracy of the data underlying their business decisions.

Digital Transformation

Forbes reports that 97% of executives say the pandemic sped up their digital transformation.

Data Overload

It is difficult to interpret data and make decisions simply because there are too many data points to assimilate and understand. You therefore need the best tools available, so accurate decisions can be made.

Pipeliner CRM Indicators Feature

The Indicators feature is unique to Pipeliner CRM & directly supports data accuracy.
Let’s start with some definitions:

Leading Indicators Definition

Leading indicators are those that you can still take action to influence the eventual outcome – such as adjusting leadLead Lead refers to a prospect or potential customer (who can be an individual or organization) that exhibits interest in your service or product; or any additional information about such entity. flow to meet revenueRevenue Revenue is the amount of money a business generates during a specific period such as a year or a quarter; also called sales. targets.

Leading Indicator Examples

Leads created
New Appointments
# of Proposals Sent
# of Deals in PipelinePipeline Sales pipelineis a visual representation of the stage prospects are in the sales process.
Pipeline Value

Lagging Indicators Definition

Lagging indicators are focused on what has already happened, such as total sales for a period or units sold.

Lagging Indicators Examples

Revenue
# of units sold
Gross marginGross Margin Gross Margin refers to total sales minus the cost of goods sold (COGS). Median for true SaaS cos is 71%, but what are considered to be “good margins” varies in SaaS. If you are running a marketplace/transaction revenue business, be very clear about gross margin.
# of different products sold
Market share
Gross revenue

Indicators in Detail

Key Indicators Features…

All Indicators
Leading Indicators Only
Lagging Indicators Only
Applies to Leads, Opportunities & Activities
Dynamic Filtering
Drill down into details

Key Indicators Examples…

Who is creating the most leads?

First, decide which salespeople you want to include. Then you can view leads created by quarterQuarter Quarter is a three-month period in a company’s fiscal year commonly used to make comparative performance analyses, detect or forecast business trends, report earnings, and pay shareholder dividends. with the numbers displayed and the salespeople colored-coded — plus you can click on an individual salesperson to review their particular stats.

Filters & Profiles

With Pipeliner’s unique Power Panel you can create different views of the data, save them and even share them with others. Perhaps you have multiple sales units, different territories, or countries or different types of salespeople (inside vs. outside) — you can use the filter function to view them together, individually or in subsets.

Reviewing Opportunities

You can, for example, look at the average number of days spent on Opportunities in whatever timeframe you select (months, quarters, etc.). In addition, for example, you can see how many opportunities your teams or individual salespeople have created, won, or lost and even view the actual opportunity amount. Plus you can look at win rates, sales velocity, and average deal size.

Reviewing Activities

Using this same functionality, you can review activities for teams or individuals (or even groups of individuals). You can look at them by type of activity, such as emails or calls, and see how many have been made in a certain period of time.

Entities

You have 3 broad entities you can visually analyze through the Indicator function: leads, opportunities, and activities. You can drill down all the way to an opportunity level and view everything in detail. No other CRM offers this level of functionality.