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)

Suggested data model for leads-to-win analysis

Implementation
Kit

The following resources will enable you to design your dashboard and data model with sample data and then apply it to your own data. Note that you will need to have a previously installed version of Sisense (you can use the free trial version if you’re not a customer).

Sample data and dashboard examples (direct download)

Documentation