Less than 24 hours before a big sales meeting my boss told me he wanted me to report on our marketing statistics for the year to date. Yikes - what is an overworked, overstressed, marketing manager like me to do! Two years ago I would have been up all night trying to come up with statistics I needed for the meeting. Good thing we now use Microsoft Dynamics CRM!
With Microsoft CRM I was quickly able to get these reports ready in about an hour:
# of leads received – total year to date, and broken out by month.
# of leads received from each marketing activity – such as telemarketing, direct mail etc..
% of leads that turned into opportunities and sales
% of leads from each marketing activity that turned into opportunities and sales.
Plus I was able to compare all this information with the same time period from last year.
The information is tracked in CRM, then I can easily export it into Excel to do subtotals and analyze data. Then I can make it easier to present in graphical charts. (My strategy in meetings has always been to dazzle people with the fancy pie charts).
Based on the statistics I pulled out of Dynamics CRM, our sales team could figure out helpful trends such as: