CRM Analytics

CRM Analytics provides 14 SSRS reports covering the entire sales pipeline — from prospect tracking and enquiry forecasting through sales order fulfillment and trading analysis. These reports give management visibility into deal pipelines, tender success rates, contract portfolios, and business development performance.

Complete Report Inventory (14 Reports)

Prospect & Pipeline Reports

Prospect Pipeline

The primary CRM report showing all prospects with their sales status and expected revenue. This is typically the first report reviewed in weekly BD meetings.

Key Output: Prospect Name, Company, Sales Officer, City/State/Country, Total Enquiries, Deal Currency, Deal Size, Deal Probability, Expected Value, Category, Type, Last Status

Click any prospect row to drill through to the Prospect Pipeline Detail report for full prospect information.

Prospects By Lead Status

Groups prospects by their most recent status from the status history, helping identify bottlenecks in the sales pipeline. Status is resolved by finding the latest entry from the prospect status history table.

Filters: Category, Type, Sales Officer, Status

Prospect Deal Forecast

Projects expected deal values month by month, weighted by deal probability and converted to native currency. Uses monthly bucketing to show revenue expected per month.

Output: Forecast Month, Expected Value, Prospect Count

Prospect Followups

Tracks follow-up activities assigned to sales officers, including scheduled vs. completed activities, follow-up mode (call, email, meeting), and notes.

Output: Prospect Name, Contact Name/Phone/Email, Sales Officer, Follow-Up By, Follow-Up Mode, Notes, Scheduled Status, Completion Status, Follow-Up Date

Enquiry Forecast

Forecasts expected revenue from active enquiries (RFPs/tenders) by combining bid probability and prospect deal probability for a more accurate revenue projection.

Filters: Category, Type, Business Unit, Sales Officer, Prospect Name (partial match), Date Range

Output: Forecast Month, Job Code, Prospect Name, RFP Title, Currency, Expected Value, RFP Status

Contract & Sales Order Reports

Contract List

Shows all customer contracts with their current status. Useful for tracking contract renewals and expirations.

Status Logic (evaluated in priority order):

1. TERMINATED — Contract has been terminated
2. EXTENDED — Contract has extension records
3. EXPIRED — Current date is past the contract end date
4. ACTIVE — All other contracts

Filters: Business Unit, Customer (search & select)

Output: Contract Code, Customer, Currency, Order Date, Order Value, Contract Start/End, Status, Business Unit

Sales Order History

Lists sales orders within a date range. Click any row to drill through to the Sales Order Detail showing line items with material, quantity, rates, discounts, and taxes.

Filters: Date Range, Status, Customer (search & select)

Output: SO Code, SO Date, Customer, Currency, Order Total, Expected Ready Date, Expected Shipment Date, Status

Sales & Trading Analysis

Customer-Wise Item-Wise Sales Register

Detailed sales analysis grouped by material and customer with cascading material hierarchy filters (Group → Subgroup → Sub-Subgroup).

Output: Material Code/Description, UOM, Qty Ordered, Item Value, Average Sales Price, Customer Name

Item-wise Sales vs. Purchase

Compares sales prices against actual purchase costs (from inventory) per material for margin analysis. Helps identify products with shrinking margins.

Output: Material, UOM, Qty Ordered, Sales Value, Average Sales Price, Average Purchase Price

Trading Product Sales

Sales analytics for catalog-based trading products with margin analysis. Includes catalog cost from the product catalog for comparison against actual sales.

Filters: Date Range, Material Group/Subgroup/Sub-Subgroup (cascading)

Trading Product Sales – Customer-wise

Detailed trading analysis showing customer, salesperson, inventory cost, and invoice breakdowns at the line-item level.

Output: Job, Customer, SO Code/Date, Status, Salesperson, Material, Sales Order Qty/Rate/Amount, Catalog Rate, Invoice Qty/Rate/Amount, Inventory Cost, Lot Code

Trading Sales – Customer-wise

Summary version aggregated at order level, showing total SO value, invoiced amount, paid amount, and balance for cash-flow tracking.

Output: Job, Customer, SO Code/Date, Status, Salesperson, SO Totals, Invoice Amount, Paid Amount, Balance Amount, Issue Item Cost

Common Report Filters

Best Practices

• Weekly pipeline review — Run the Prospect Pipeline report every week in BD meetings to identify stalled deals and follow-up gaps
• Forecast accuracy — Compare the Enquiry Forecast against actual wins monthly to calibrate probability estimates
• Contract renewals — Filter the Contract List by status = EXPIRED to identify contracts needing renewal
• Margin monitoring — Use Item-wise Sales vs. Purchase monthly to identify products with declining margins
• Sales officer accountability — Review Prospect Followups filtered by sales officer to ensure timely follow-ups

Frequently Asked Questions