CRM specifies reports for the commercial questions sales leaders and operations teams need to answer. Each result needs a defined population, date and currency. Proposed pipeline, accepted bookings, invoices, collected cash and accounting revenue are distinct measures, even when they describe the same customer relationship.
This quarter
How far records got this quarter
| Stage | Reached | Step | |
|---|---|---|---|
| New | 49 | ||
| Working | 29 | 59% | |
| Qualified | 13 | 45% | |
| Disqualified | 6 | 46% |
Sample totals per stage
Review open opportunity value by stage, territory and rep for the selected position. Probability weighting is a forecast assumption. Stage conversion follows opportunity history and the stated cohort, rather than treating today’s stage counts as a journey through the funnel.
Compare a selected frozen submission with accepted net bookings through the same cutoff and currency basis. Use either rep submissions or their manager’s rollup; adding both would count the same pipeline twice. Keep manager adjustments and later corrections visible.
Group actual closed outcomes by reason, source, product family and recorded competitor. Expected close dates do not establish actual wins or losses. Reopened deals retain the earlier outcome and correction history; unknown competitors remain unknown.
Follow unique captured-lead cohorts through qualification, conversion and the resulting close history. State each denominator and elapsed-time basis. Unconverted leads remain part of their original cohort, and merged duplicates or repeated callbacks count once.
Compare evidenced campaign cost with weighted attributed pipeline, net bookings or collected net under a named model. Shares for the same source and measure cannot each assign the full sale to several campaigns. The bookings-based return ratio is unavailable when cost is zero and does not represent accounting profit.
Count actual performed calls and meetings and confirmed message sends by rep and week. Keep scheduled tasks, opens and clicks separate. Any association with pipeline is descriptive; it does not establish that a particular activity caused a sale.
Show the current renewal terms by due period, with continuing recurring base, proposed charges, uplift and evidenced risk. Superseded and nonrenewing terms retain their history without remaining additional live opportunities.
The retained report name describes CRM’s accepted net-bookings view. Separate recurring, one-time and committed-usage bases using frozen product and territory context. Recognized revenue requires a separately reconciled accounting measure.
Explain frozen earnings, disputes, adjustments, approved statements and confirmed payments by earner, plan, period and currency. Paid status does not erase the approved statement total. Quota attainment follows the applicable plan and credited share, with personal detail restricted to authorized users.
Start free, then use Proto to change fields, steps and approvals before your team goes live.