Reports and analytics
Read the projects reports and set sales targets
Hit rate with loss reasons, backlog of awarded work, everything about to expire, contract renewal rate, and targets per person, metric and period with their attainment.
3 min readLast updated
In this article
The projects reports turn the deals, awards and contracts you record into five management views. They also hold the sales targets that the reps' scorecards measure against. All money figures are in your base currency.
Open the reports
Open CRM › Reports & Analytics › Projects Reports. The Hit rate report opens first.
Use the links at the top to move between Projects dashboard, Hit rate, Backlog, Expiring, Renewal rate and Targets.
Most reports can be exported to Excel or PDF with the filters you applied.
Hit rate
Deals won against deals lost in a period, by count and by value. Set From and To (the last 90 days by default) and select Apply.
Hit rate (value) and Hit rate (count), with the Won and Lost totals.
By person: the same figures per responsible person; deals without one show as Unassigned.
Loss reasons: each Reason with its Count and Value. Deals closed without a reason show No reason recorded.
Backlog
Awarded work not yet paid: approved and handed-over awards, their value plus approved variations, less paid milestones. The report shows the Total backlog and the amount Invoiced, not paid, and lists each award with its Award no., organisation, Contract value, Paid and remaining Backlog.
Expiring
Everything that runs out soon: guarantees, vendor approvals, offer validity, contracts and warranties. Choose the window in Running out within (7 to 365 days). Each row shows the Type, the Item, the Date and the days Remaining.
Renewal rate
Contracts that ended in a period and how many were renewed, as Renewal rate (count) and Renewal rate (value), for All contracts, Service contracts and Commercial contracts. The period defaults to the last year.
Targets
Targets are set per Person, Metric and Period. The metrics are:
Metric | What counts as actual |
|---|---|
Won value | Value of the deals the person won in the period |
Awards value | Value of approved and handed-over awards on the person's deals |
Offers submitted | Offers the person marked as sent to the client |
Tenders submitted | Tenders the person marked as submitted |
Visits completed | Service visits the person completed as technician |
Leads created | New leads created in the period and assigned to the person |
Choose the Year and the Period (Whole year, Quarter or Month, then the Quarter or Month). The table shows each person's Target, Actual and Attainment.
Set a target
You need the permission to manage sales targets.
On the Targets report, select Set target.
Choose the Person and the Metric.
Choose the Year, the Period and, if needed, the Quarter or Month.
Enter the Target value (base currency), or the Target count for a counted metric, and select Save.
One target exists per person, metric and period: saving the same combination again replaces the value. Use Edit or Delete on a row to change or remove it; the actual figures are not affected.
Common questions
Why is a person's attainment empty? No target is set for that exact period. A quarterly target does not show in the monthly view.
Why does the hit rate differ from the conversion rate on the pipeline? The hit rate covers deals closed in the period you choose; the pipeline figure covers the deals you can see now.