Harnessing data to anticipate and meet customer needs effectively.
Customer Overview analytics helps to analyze your Customer base by any of the Customer’s characteristics. Knowing your Customer is important to streamline your business with better decisions.
It helps reps to have clear guidelines and gently push leads through the different stages and close more deals. You can observe whether your team is on track to meet their planned goals using this dashboard.
- Metrics and Description
- Calculated fields
- Term Definition
- Benefits and Advantages
- Customer overview short video tour
Customer Overview Analytics presents below Metrics and Description:
|
Metrics |
Description |
|---|---|
|
Total Prospects |
Understand the total prospects found for the selected period. |
|
Total Customers |
Understand the Total Customers added for the selected period. |
|
Still in Lead Stage |
Understand the number of prospects still under Lead for the selected period. |
|
Close Ratio |
This metric can help you monitor and understand your team better. This KPI tells you how effectively your Sales Reps can close the deal. |
|
Prospect by Status (Lead vs Active vs Dormant) |
Understand Prospect by status (Lead Vs Active Vs Dormant) for the selected period. |
|
Customers by Account Balance | Top 5 |
Understand your Top 5 Customers who have the most Account Balance. |
|
Top 5 Customer Types by Customers |
Know what type of Customers you have the most (Residential or Commercial) |
|
Customers by Tag | Top 5 |
Know your Customers by the Tag you have attached. |
|
Customers Won Over Time |
To understand Customer acquisition for the selected date period. Lead vs Prospect Over time. |
|
Top 5 Adsource by Customers |
To understand the source from which Prospects are added. |
|
Top 5 Districts by Number of Customers |
To understand the Customers by District. What are the districts with high and Low Customers? Helps to align your Sales target Geographically based on your Goal. |
|
Customer Detail |
Provides you with a summary about the Customer with details like., Name, Type, Class, Jobs Accepted, Account Terms, Account Balance. |
Computed fields
Close Ratio = (Total Accepted / SUM(Total Leads))
Accepted = Jobs with Status (Work order or Completed)
Revenue = SUM(Price)
Gross Profit = (SUM(Price) - SUM(Cost))
Filters:
Advanced filters provide the ability to drill down, slice & dice, and filter the dashboard to view the different insights.
Customer → Salesperson → Tag → Type → Class → District → Account Terms
Importance of Customer Overview Analytics & Benefits
- The ability to analyze Customers based on the data collected about them.
- Information related to the Proposals-to-Close ratio demonstrates the percentage of opportunities that your salesperson was able to convert into actual wins and profits for your operation.
Prospects: Prospects are possible Customers. A Qualified prospect who has a high probability of becoming a Customer.
Still In Leads: A lead is a contact. They are the ones who say “I’m Interested, I see the value, but I can't take it at this moment for some reason.”
Dormant: Dormant customers refer to customers who have previously engaged with a business, but have not made any recent purchases or interacted with the business in any way. These customers are considered inactive or dormant and may pose a risk to the business if they are not re-engaged.
Active Customers: Active customers are customers who have engaged with a business within a specific time frame, such as the past 1 Year. This engagement can be defined in different ways depending on the business and industry, but it typically includes any action that indicates ongoing interest and involvement, such as making a purchase or using a service.
The number of active customers is an important metric for businesses to track because it provides insight into the health of their customer base and the effectiveness of their marketing and engagement strategies. By analyzing trends in the number of active customers over time, businesses can identify areas where they are succeeding in retaining customers and areas where they may need to improve their efforts to keep customers engaged and loyal.
People using Customer Analytics says
- A great way to measure the success of and to track conversion rate.
- It helped to build a process to close more deals.
- It helped quantify the value of future sales.
- It allowed sales teams to build statistics around the size and the number of deals required to mathematically exceed quota.
Customer Overview Analytics short tour