Leads to Win
Analysis

High Level Design

Overview

Understanding your sales funnel and its key components is critical before you can begin to evaluate and improve results – starting from leads through to closing sales opportunities. By analyzing the efficiency of your sales funnel, you will be able to spot bottlenecks and take the required action to improve the health of your business. Armed with the idea that each proposal has a sales funnel of its own, you will be able to advance your business proposals to new levels.

Goals

• Enable the business to create a focused series of events that all point towards the primary objective of sales conversions.
• Allow the business to ‘sell right’ by building positive brand awareness and reputation before qualifying leads.

Objectives

Winning more deals from lead to close.

KPI Architecture

Objectives	KPIs	Measures	Data Source
Winning More Deals from Lead to Close	Leads to win	#Leads Where Funnel-Stage = Leads Created	[CRM System]. Leads
		#Opportunities Where Funnel-Stage = Opportunities Won	[CRM System].Opportunities
	Leads Created to Qualified	#Leads Where Funnel-Stage = Leads Created	[CRM System]. Leads
		#Opportunities Where Funnel-Stage = Leads Qualified	[CRM System]. Leads
	Leads Qualified to Opportunities Created	#Opportunities Where Funnel-Stage = Leads Qualified	[CRM System]. Leads
		#Opportunities Where Funnel-Stage = Opportunities Created	[CRM System].Opportunities
	Opportunities Created to Closed	#Leads Where Funnel-Stage = Opportunities Created	[CRM System].Opportunities
		#Opportunities Where Funnel-Stage = Opportunities Closed	[CRM System].Opportunities
	Opportunities Win Rate	#Leads Where Funnel-Stage = Opportunities Closed	[CRM System].Opportunities
		#Opportunities Where Funnel-Stage = Opportunities Won	[CRM System].Opportunities

Data Requirements

#	Source	Table Name	Table Details (type, # rows, key fields)
1	[CRM System]	Lead	Track prospects apart from your contacts and opportunities with [CRM System] lead records.
2	[CRM System]	Opportunity
3	[CRM System]	Employee
4	[CRM System]	Country

Data Modeling (Elasticube Design)