Sales Product Target

Report Module Guide: Sales Stage Target vs Actual

Module Location

CRM > CRM Report > Sales Product Target

Module Objective

The Sales Product Target module is used to generate a report that compares the actual composition of a salesperson's sales pipeline with the percentage targets that have been set for them. This report is a managerial tool for evaluating whether a salesperson's pipeline is healthy and balanced, or clustered in specific stages.

1. Report Parameters

The main page of this module is a form containing various parameters to customize the report that will be generated.

Here is an explanation for each parameter:

• Account Officer:

  • Select All Account Officer to display the comparison report for all salespeople.

  • Select Selected Account Officer to choose one or more specific salespeople to be evaluated.

• Opportunity Status In:

  • Filter opportunities by their status.

  • Select All Status to include all opportunities.

  • Select Selected Status to filter by a specific status (the most common choice is selecting the "Open" status to analyze the active pipeline).

2. Steps to Generate the Report

Step 1: Set Report Parameters

Select the Account Officer and Opportunity Status In that you wish to analyze.

Step 2: Generate the Report

After all parameters are set, click one of the two buttons in the bottom-left section of the page:

• Display Report: To preview the comparison report directly on your screen. 

  

• Export To MS Excel: To download the report data in an Excel file format. 

  

3. Workflow & Integrated Business Process

This report is the culmination of several processes in the CRM modules:

1. Target Setting: A manager first sets the percentage targets in the Sales Stage Target Percentage module.

2. Sales Activity: The Sales team manages and updates the sales stage of each deal in the Opportunity module.

3. Performance Analysis: The manager uses this report (Sales Stage Target vs Actual) to compare the actual data from the Opportunity module with the targets that have been set.

Tips & Important Notes

• This report is used to answer questions like, "Is salesperson A's pipeline too heavy in the early stages and lacking in the negotiation stage according to their target?"

• To ensure this report can display a valid comparison, make sure the percentage targets have been set first in the Sales Stage Target Percentage module.

• This is a good coaching tool for Sales Managers to help their teams proactively manage their pipelines and ensure a healthy deal flow.