Even if we assume the data collected within a CRM system is of good quality, the raw data itself is of little use unless it is regularly analyzed. Typically once it’s implemented, a lot of CRM performance related questions tend to surface. What are the quarterly sales projections? What is the status of the pipeline? What is the average sales cycle this quarter? How efficiently are customer issues resolved? Which customers are driving the most sales? With the right information collected and tracked, CRM reports and analytics can provide insightful answers to these important business questions.
And, while CRM reporting offers a tremendous opportunity to gain a more accurate external picture of customer’s behavior and revenue, these reports can also pave clearer paths to internal workflow and productivity.
CRM reports are typically categorized into four main categories: