How can we improve sales metrics in CRM?

Hi Jin - 

We would definitely like some improved sales metrics in CRM related to the different stages of an opportunity.  Say that I have 5 stages an opportunity progresses through.  For each month I want to know...

• How many opportunities progressed from stage 2 to stage 3, vs from stage 2 to Lost?
  • In Jan 45% were lost and 55% went to stage 3.  In Feb 35% were lost and 65% went to stage 3.  etc.  Trend over time can show the impact of process improvements, personnel changes, pricing changes, etc.
• How long did it take for an opportunity to progress from stage 2 to stage 3/lost?  
  • In Jan it took an average of 4.3 days to progress through stage 2.  In Feb it took an average of 2.9 days to progress through stage 2, etc.  Trend over time shows the impact of process improvement, etc.
• This would be the same for stage 1 to stage 2, …  stage 5 to Won, etc. 
• Also, the overall number of opportunities each month that were won / lost and the average total time for an opportunity to progress.

Right now we are only able to see a snapshot of this instant in time…  how many opportunities are in each stage right now.  This doesn’t help us with process improvement.  We would welcome discussing this with you!!

Hi @Jin Kim 

I know I am right now implementing 2 CRM’s and one of the asks is a year over year metrics for opportunities. For example, what was the opportunities in 2022 and what were they in 2023? 

Another one would be, what is the Revenue potential for the next year? Based on say the prior year?

Hi @Jin Kim,

A conversation I had with an Acumatica subscriber’s VP of Sales this morning brought me to the Community where I found this post.  The private equity firm that owns his company is requiring him to corroborate the sales potential of his pipeline.  Metrics needed to accomplish this are 1) start date, end date and duration of opportunities in each stage, 2) Each opportunity’s initial stage (some opportunities skip stages at the beginning of the process), and 3), the stage in which each opportunity was won or lost (this mostly applies for analyzing lost opportunities which can be lost anywhere along the sales process; most won opportunities progress through all the final stages in the sales process).  Based on our analysis of this information, conversion rates and other opportunity characteristics, we wish to assign each opportunity it’s own unique probability of being won.

Has this post and related efforts led to a roadmap for enhanced sales metrics?  Are you able to share your plans?  Knowing what you have planned might influence our work on a temporary custom solution.

I’ll gladly make an introduction and facilitate a discussion with the VP if you’re interested.

--John Beiler
john@jnbeiler.com

I see on LinkedIn that Jin Kim is no longer employed by Acumatica as their CRM Product Owner.  I’m hoping to connect with his replacement to get an update on this topic.  An introduction would be appreciated.  A client is considering developing the concepts described in this post as custom functionality.  We’d prefer it be delivered a standard functionality.

My client is also interested in some of these metrics. Posting here so I can be informed if someone else has something or if an Acumatica rep joins the conversation.

Hi ​@john55  ​@bgreene87  I am Acumatica’s new CRM Technical Product Manager, and I would be happy to connect with you both.  I will review the contents of this post and also send you private messages so we can organize meetings. 

Best, 

Tara

ETA - Also, ​@MichaelBradner55  is our Senior Product Manager for CRM.