How to use the CRM report in Perno Company

CRM reports in Perno Company help you review sales results, assess team performance, and estimate potential future revenue. Use the Performance tab to analyse results for a selected period and Current pipeline forecast to review the revenue potential of open deals. Reports are available to users with sales-management access, including account owners, company administrators, and sales managers.

How to use CRM reports in Perno Company

1. Select Perno Company.
   Open the Context menu in the top-right corner and select Perno Company.

2. Open Reports.
   In the left-hand menu, expand CRM and select Reports.

3. Set the report filters.
   On the Performance tab, configure the following fields and click Apply.

4. Deal metrics use deals created in the selected period. Activity and email metrics use their completion or sent date, as indicated on the report page.

5. Review the sales summary.
   The cards at the top provide an overview of the filtered results.

6. Review trends and pipeline performance.
   Use Performance over time to compare new opportunities, won opportunities, and completed activities by month.
   Review Pipeline stages to understand the sales pipeline and Lead sources to assess where opportunities come from. Historical reporting can help you evaluate conversion between stages, identify where potential customers leave the process, and compare performance across periods.

7. Compare results by owner.
   Scroll down to Team performance. The table includes Owner, Deals, Won, Lost, Win rate, and Completed activities.
   Use these results to compare sales outcomes and activity levels across the team. To focus on one person, select that owner in the filters and click Apply.

8. Monitor activities and email conversations.
   In Activity performance, review the counts for Completed, Unfinished, Overdue, and Created activities. The section also lists activity types: Call, Email, Meeting, Follow-up, and Other.
   In Email conversations, review Emails sent and Emails received. These counts relate to conversations linked to deals you can access.

9. Review the current pipeline forecast.
   Return to the top of the page and select Current pipeline forecast.
   The forecast uses open deals and their estimated values, expected close dates, and the probabilities assigned to their current pipeline stages.
   Weighted value = estimated deal value × stage probability
   For example, a deal worth EUR 10,000 at a stage with a 40% probability contributes EUR 4,000 in weighted forecast revenue. This is an estimate, not guaranteed revenue.

10. Keep deal information up to date.
    Regularly review each deal’s estimated value, expected close date, and pipeline stage. Accurate information makes the forecast more useful for planning.

If the report shows zeros or “No data in this period,” check the selected dates, pipeline, and owner. The screenshots show an empty report for the selected filters.