Microsoft Dynamics 365 Business Central offers a wide range of tools for sales teams to arm them with relevant data that can be used to improve the sales process. Here we look at how to use sales report in Microsoft Business Central to gain better sales insights so you can use the information to your advantage and boost sales revenue.
Activities Report
To keep track of the activities taking place on open opportunities, the activities report will list phone calls; emails, appointments, tasks and closed opportunities. You can use this information to identify successful and unsuccessful patterns to make the sales process more efficient; with the aim of improving the conversion rate.
Progress Against Goals Report
The sales goals set for the team on a weekly, monthly, or yearly basis can be tracked using this report. It is displayed in chart form so you can compare target goals and actual goals. Note that this report is only effective if the data is up to date; as it is generated from data rolled up to the goals at a certain point.
Competitor Win Loss Report
You can run this report to get an up-to-date view of how your sales team are faring against the competition. Opportunities that have competitors associated can be included in the report, detailing leads that have been opened, converted and lost.
Neglected Leads Report
Some sales opportunities can forgotten or neglected, which can result in possible lost revenue for your business. This report will alert your sales team to any possible opportunities that may be available; so they can follow up on leads that haven’t had any communication in some time. You can set the report to cover a specific number of days; and pass this onto the sales team for a more in-depth review.
Sales Pipeline Report
Your sales team will be generating new leads and opportunities every day; and the Sales Pipeline Report enables you to forecast future revenue and set new targets. Once generated, the report will display a chart of potential sales that can be broken down by sales territory; use, date, products, customer territory, rating or sales stage.
Sale History Report
The Sales History report will break down how sales reps are performing; and the amount of revenue each one is generating. This gives you instant insight into staff who are closing the most sales and allows you to reward them accordingly. It will also highlight lost opportunities so these can reviewed and improved upon next time.
Lead Source Effectiveness Report
Not all leads are good leads; so it’s important to have insight on the type that are most beneficial to your business. When you run the Lead Source Effectiveness report it gives you valuable insight; so you can look at your lead sources in more detail; allowing you to determine the quality of the opportunities being generated.