Salesforce is a powerhouse CRM that offers deep insights into your sales pipeline. To make the most of your data, it’s crucial to track key reports that help monitor performance, optimise lead generation, and improve conversion rates. Here are five essential Salesforce reports that every sales team should use:
1. Leads Generated This Month
Tracking the number of leads generated each month allows sales and marketing teams to measure campaign success. This report gives you a clear picture of your lead flow and helps set realistic targets for future campaigns.
Key Metrics to Include:
- Number of new leads created
- Lead owner
- Date of creation
- Source of leads
2. Marketing Qualified Leads (MQLs) Report
MQLs are leads that have engaged with your marketing content, such as filling out a form, downloading content, or attending a webinar, and meet predefined criteria that indicate they are more likely to convert into customers. By tracking MQLs, your sales team can focus on high-potential leads and prioritise follow-ups.
Key Metrics to Include:
- Total number of MQLs
- Lead score
- Engagement level (e.g., website visits, email opens, content downloads)
- Source of MQLs
3. Leads by Source
Understanding where your leads are coming from is critical for refining your marketing strategy. The Leads by Source report helps you identify the most effective channels for generating leads, allowing you to allocate resources efficiently.
Key Metrics to Include:
- Source categories (e.g., organic search, paid ads, referrals, social media)
- Number of leads from each source
- Conversion rate per source
4. Lead Conversion Report
This report tracks how many leads move through the sales funnel and become customers. Analysing lead conversion rates helps you identify bottlenecks and optimise your sales strategy.
Key Metrics to Include:
- Number of converted leads
- Time taken for conversion (custom formula)
- Lead source effectiveness
- Sales rep performance
5. Pipeline and Forecast Report
The pipeline report provides an overview of all active deals in various stages, while the forecast report helps predict future revenue based on existing opportunities. These reports help sales managers make data-driven decisions and allocate resources wisely.
Key Metrics to Include:
- Total pipeline value
- Deal stage distribution
- Expected close date
- Forecasted revenue
Final Thoughts
Using these essential Salesforce reports, your sales team can gain valuable insights into lead generation, conversion rates, and overall performance. By leveraging data effectively, you can improve sales strategies, optimise marketing efforts, and drive business growth.
Are you using these reports in your Salesforce setup? Let us know how they’ve helped your sales team perform better!
