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Easily measure sales performance using these 4 selections

Gepubliceerd door Miriam Eirin Hiorth Johnson, 29 feb 2016. Bijgewerkt 9 sep 2021

By gathering entries you often work with in selections you can get increased overview of your clients.

Among the many useful features in your CRM system, there is a flexible, powerful tool that we are sure that you will find useful – selections. 

Selections help you get useful information from your CRM database. It allows you to use all kinds of criteria to get an overview and easy access to your most used groups of information. They can help you:

  • analyze data to get to know your customer base
  • compare sets of data against each other
  • segment your customer base

To give you an idea of ​​where to start with this tool, we will describe four selections that will be key in any sales team. 

1. Overview of my prospects or customers

For sales representatives

By creating a selection of all your prospects or customers you get a quick overview of your opportunities. You can see what stages prospects are in and the breakdown of prospects per stage. You can keep track of your sales to see if there is anything you have missed. If you are traveling, you can, based on zip code, take out a list of prospects or customers in the area to arrange meetings with.

 How to create a selection of your own customers or prospects

These types of selections are wise to create as dynamic selections, which will present the latest, updated information every time you open it. New prospects in the database will be automatically added to your selection every time you run it. 
  1. Make a new selection
  2. Go to Selection of and choose Contacts/People
  3. Go to Selection is and choose Dynamic
  4. Select criteria:

Prospects:

  • Go to Category, then choose Prospects
  • Go to Company, then Our contact and select yourself from the list

Customers:

  • Category: Customers Our contact / Our contact / = select yourself from the list
  1. Click Ok

You can now search for your selection whenever you need it, just click Update to get an updated view.

2. Overview of all customers

For sales managers

With this selection, you will get a quick overview of all customers. You can use it for analyzing customers and prospects based on geography, industry, account manager, roles, or products. You can create calling lists for salespeople, or mailing lists for newsletters and promotions. You can also keep track of targets and milestones, like the number of customers or users of your products and so on. 

 How to create a selection of all customers

  1. Make a new selection
  2. Choose "Selection of": Contacts / People
  3. Choose "Selection is": Dynamic
  4. Select criteria:
  • Category: Customers
  1. Click OK

3. Overview of pipeline or open sales for your sales team

For sales representatives and sales managers

With a selection of all the sales your sales team are currently working with you get an overview of the current state of sales in your business. Here are a few things you can do:

  • Get an estimate of the value your team has the potential to close.
  • Find out where your sales come from. 
  • See which phases all sales are in.
  • Learn more about each salesperson's performance, like how far they have come with each sales opportunity.
  • You can even use this list to go through every case with your team members to guide them in their sales process.

 How to create an overview of open sales opportunities

  1. Make a new selection
  2. Choose "Selection of": Sales
  3. Choose "Selection is": Dynamic
  4. Select criteria:
  • Sales - User ID: select the persons whose sales you want to see
  • Sales - Date: define the time period
  • Sales - Status - Open
  1. Click OK

Now you will see all open sales that belong to the people you chose in a set period.

4. Overview of sales that are not followed up on

For sales managers

By getting an overview of which sales the sales team has not followed up on, you can make sure you don't lose any opportunities.

 How to create a selection of sales that are not followed up on

  1. Make a new selection
  2. Choose "Selection of": Sales
  3. Choose "Selection is": Dynamic
  4. Select criteria:
  • Sales - User ID: select the persons whose sales you want to see
  • Sales - Date: Select "Before Today"
  • Sales - Status - Open
  1. Click OK

You will now see all sales that have passed the date the salesperson set for decision or next activity. Never miss a deal again because of bad organizing!


These four selections will help you to work more effectively with sales. You get easy access to important information. You also get an overview of your most valuable assets – your customers and sales opportunities.   

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