This guide gathers what a team lead does in the CRM: follow the team, the forecast and the quotas, approve commissions and read the reports. Each step points to the detailed help page.
What you see of your team
You see what your teams see. The CRM relies on two things:
- your manager links, entered on each team member's record or filled in from the directory;
- your CRM roles (your team, your division, or everything).
A team member who changes team stays linked to you for past periods. See Understanding what you see in the CRM.
Depending on your organisation, you also see the territories you manage and their sub-territories. See Territories.
The team pipeline
In CRM › Opportunities, filter on an owner or on your team.
- Kanban: it shows, per stage, the number of deals, their amount and the weighted amount.
- Stalled deals: the hourglass flags them, and the "stalled" filter gathers them.
- Win/loss analysis: it explains why the team wins or loses, by reason, by competitor and by exit stage.
See Managing opportunities and Analyzing won and lost deals.
The forecast
Open CRM › Forecasts:
- your consolidated forecast, and one row per direct report;
- actual, commit, best case and weighted pipeline;
- quota attainment;
- the at-risk opportunities.
You can adjust a team member's forecast without touching their deals. The adjustment stays in the history, and a higher-level manager's adjustment wins. Every Monday a snapshot lets you track the change week over week.
See Following your forecast.
Quotas
In CRM › Forecasts › Quotas, set your team members' targets per month, quarter or year, as an amount or a number of deals, optionally per product family. You never set your own quota.
See Setting quotas.
Quotes to approve
A quote above the discount or margin thresholds is sent to you if you are the rep's manager. Open CRM › Quotes › To approve, read the reasons, then approve or reject.
See Managing quotes.
Team commissions
In CRM › Commissions, the team view shows your team members' earned commissions. Approve them before payroll locks the month. You never approve your own.
See Track your commissions.
Reports and dashboards
- Ready-made dashboards: Sales rep, Sales manager, Executive. They show the pipeline, the funnel, actuals against quota, sales cycle length, activity per rep and lead sources.
- Custom reports: everyone reads them with their own rights. You can share them and email them on a schedule.
See Sales reports and dashboards.
Customer health
The Installed base page and the "Customer health" widget show:
- the at-risk accounts;
- upcoming renewals;
- upsell proposals.
See Installed base and customer health.
Marketing campaigns
The Campaigns page shows, for each campaign, its members and their responses, the leads and deals it generated, the revenue won and the return on investment. The Attribution page compares campaigns with three models: first touch, last touch, split.
See Campaigns and segments.