CRM Dashboard Overview.

Modified on Wed, 3 May, 2023 at 9:07 PM

Description

The user will be able to access the dashboard via the side menu Business > Dashboard. The top section of the dashboard is a summary screen of KPIs which represent data unique to opportunities which have a ‘Closed / Won’ and ‘Closed / Lost’ stage with Accounts. This is referred to as Historical Opportunities, the summary KPIs will have filters to isolate the KPIs results based on a Date range, Accounts, Branch and Department. The bottom half of the Dashboard allows the user to focus on the area of all Opportunities. This is referred to as Latest opportunities. In addition the user can isolate the results by date range, assigned user and stage. The stages lanes which are at a summary level will display all active opportunities per time period defined that are associated to the particular stage.

User roles

KPI widget

Permission is based on the role: they can either see and manage the whole widget or they can't view it at all. The Admin role should be able to give or remove access to this section.
Sales Manager, Owner, Marketing, Sales representative: are able to use all the filters and options.

Latest Opportunities widget

Sales Manager, Marketing, Owner: able to review and access the opportunities.
Sales Representative: will only be able to review the opportunities to which he/she was assigned. Therefore, they do not have the “Assignee” filter.

KPI Widget - Historical Opportunities

The top section of the dashboard displays 4 KPI metrics related to opportunities which have gone through the sales cycle from beginning to end. Opportunities defined in these metrics have a closed date and if the opportunity was favorable or not. What is defined here is the opportunities can have a successful monetary contract or opportunities which were not successful and the sales cycle was canceled. The user will have the ability to filter the results and the output values of the KPIs will dynamically update. In addition filters are available for the user to isolate or look through time (historical) on KPI metrics.

Fields

Date range: The user will have the ability to select a date range from a calendar. By default, it will show the current month.
Account (dropdown): The user will have the ability to select any Accounts which have a relationship with an opportunity. Default is shown all.
Branch (multiselect): The user will have the ability to select any Branch. This is a checkbox option where the user can select one or more branches. Default selection is ALL.
Department (multiselect): The user will have the ability to select any Department. This is a checkbox option where the user can select one or more departments. Default selection is ALL. Please note Branch has a one to many relationship with a Department, this means that in case the department is not associated with the specific Branch, no results will be displayed.

KPI 1: Sales Cycle Duration (Avg.)

KPI Business Logic / Capabilities

Initial population The output is based on ALL opportunities AND the filter values selected from the KPI filter section.
Selection Criteria / Point of Entry
- All opportunities where Stage = ‘Closed / Won’ OR ‘Closed / Lost’
XX days: This is the output value based on the calculation in integer value.
- The average function is based on the total duration of all opportunities.
  - The total duration is the SUM of all integer values (days) from ‘Closed Date’ - (minus) ‘Create Date’ of the opportunity.
- The output value is the average of the total duration value of all opportunities in the population.
- Round up to the nearest integer.
- Display format: ‘output value days’
Download icon: The user will have the ability to export the KPI metric displayed at the summary level to an excel file. The results are based on the results from the selection of the filters.
- File layout: Same columns displayed in Summary of Latest Opportunities
- Export will have all filter selected information.
  - Date range selected.
  - Account selected
  - Branch selected
  - Department selected
Information icon i: This will display a pop-up message for the KPI related.
- Message: ‘The average days from the start date to the closed date of an opportunity.’

KPI 2: Close Rate

KPI Business Logic / Capabilities

Initial population The output is based on ALL opportunities AND the filter values selected from the KPI filter section.
Selection Criteria / Point of Entry
- All opportunities where Stage = ‘Closed / Won’ OR ‘Closed / Lost’
XX %: This is the output value based on the calculation in integer value.
- Formula: won/(total won + total lost)
  - The basis of the calculation is the number of opportunities.
- Round up to the nearest integer.
- Display format: ‘output value %’
Download icon: The user will have the ability to export the KPI metric displayed at the summary level to an excel file. The results are based on the results from the selection of the filters.
- File layout: Same columns displayed in Summary of Latest Opportunities
- Export will have all filter selected information.
  - Date range selected.
  - Account selected
  - Branch selected
  - Department selected
Information icon i: This will display a pop-up message for the KPI related.
- Message: ‘The closed rate on won opportunities to lost opportunities.’

KPI 3: Average Deal Size

KPI Business Logic / Capabilities

Initial population The output is based on ALL opportunities AND the filter values selected from the KPI filter section.
Selection Criteria / Point of Entry
- All opportunities where Stage = ‘Closed / Won’.
XX k: This is the output value based on the calculation in integer value.
- The output value is based on the total Amount / count of all opportunities divided by the count of the opportunities in the population.
  - The total Amount is the SUM of all amount values associated with the opportunities.
  - The count is the number of opportunities in the population based on the selection criteria.
- Round up to the nearest integer.
- Display format: ‘$ output value’
Download icon: The user will have the ability to export the KPI metric displayed at the summary level to an excel file. The results are based on the results from the selection of the filters.
- File layout: Same columns displayed in Summary of Latest Opportunities
- Export will have all filter selected information.
  - Date range selected.
  - Account selected
  - Branch selected
  - Department selected
Information icon i: This will display a pop-up message for the KPI related.
- Message ‘The average amount for all won opportunities.’

KPI 4: Total Closed Sales

KPI Business Logic / Capabilities

Initial population The output is based on ALL opportunities AND the filter values selected from the KPI filter section.
Selection Criteria / Point of Entry
- All opportunities where Stage = ‘Closed / Won’.
XX k: This is the output value based on the calculation in integer value.
- The output value is based on the total Amount of all opportunities.
  - The total Amount is the SUM of all amount values associated with the opportunities in the population based on the selection criteria..
- Round up to the nearest integer.
- Display format: ‘$ output value’
Download icon: The user will have the ability to export the KPI metric displayed at the summary level to an excel file. The results are based on the results from the selection of the filters.
- File layout: Same columns displayed in Summary of Latest Opportunities
- Export will have all filter selected information.
  - Date range selected.
  - Account selected
  - Branch selected
  - Department selected
information icon i: This will display a pop-up message for the KPI related.
- Message ‘The average amount for all won opportunities.’

Latest Opportunities

The bottom section of the Dashboard displays the latest opportunities that have been registered into the system. The user is able to isolate specific results based on the user that is assigned to the opportunity, date range and stage.

Business Logic and Capability

By default the population of data is based on the current month (defined in the Date range field).
By default the population of data is based on ALL assigned users from the Assignee filter.
- This is a drop box where the user can select one or more assigned users.
- Role: Sales Manager, Marketing, Owner will have all assigned users as default selection.
- Role: Sales Representative, will only see the opportunities assigned to him/her.
By default the population of data is based on ALL Stage from the Stage filter.
- Based on the available stages defined in the Configuration module.
The user has the ability to change the stage displayed.
- This is a drop box where the user can select one or more stages.
The system will refresh the results based on the filter changes.

Columns / Grid

This section will contain the same organization of the columns displayed in the Opportunities module.

Fields

Date range: The user has the ability to change the time parameter with to and from dates over a time period. By default, the current month will be selected.
Assigned User filter (Multiselect): allows the user to filter the information displayed in the summary grid by any specific user(s) who has been assigned to the Opportunity (and therefore, appears in the Assigned User widget of that particular Opportunity).
Stage filter (dropdown): This will refer to stage values defined in the Configuration module.