Handle CRM sales reporting

Reports that run a sales team

A follow-up CRM earns its keep in the Monday meeting. Can you see activity per rep, overdue tasks across the team, quotes by age, and won and lost reasons? Those views run a sales floor. Ask to see each one built live in the demo.

The overdue-task report

The most useful report in a follow-up tool is the overdue list: promised calls that did not happen. Every overdue task is a buyer cooling off. Ask how the system surfaces overdue work, and whether a manager can see it without asking the rep.

What to ask

• Which sales reports come standard?
• Can I build my own report without a support ticket?
• Can a report email itself to me every Monday?
• Can I see activity per rep, not just results?
• Can I export to Excel when I need to?

The rekeying audit

If you build your Monday sales report by asking each rep what happened, count that time. Hours per month times the loaded hourly cost is real money. Use the tool below. A CRM's reports should make that labor go away.

A worked task: the no-ask report

Suggested demo test: ask the vendor to show what a manager sees on Monday without asking any rep anything. Inputs: one week of team activity. Expected output: activity, overdue tasks, and aging quotes on screen. The exception to probe: reports built on unlogged work are fiction. Ask what the report looks like when a rep logs nothing, because a system that hides missing data lets you believe a comforting lie.

Do this week

Time your current Monday status collection. Minutes spent asking what happened is the labor this kind of report replaces.