Lead Funnel, Win / Loss and Forecast vs Actual
The three sales-pipeline reports in the Reports menu, and what each one counts.
These three reports sit at the bottom of Accounts > Reports. They read from your CRM, not from the ledger, and each one appears only if you have access to its own module: Lead Funnel needs Leads, Win / Loss needs Opportunities, and Forecast vs Actual needs Sales Targets. Working with leads, opportunities and targets themselves is covered in the CRM articles.
Lead Funnel
Open Lead Funnel. Set Created from and Created to to limit it to leads created in that window, or leave both empty for all leads. It shows:
- Total leads, Overall conversion rate and Disqualified.
- Funnel: a row per stage (New, Contacted, Qualified, Converted) with how many leads Reached it and the Conversion from the previous stage.
- By Source: for each lead source, the Total, how many are Converted and the Rate. Leads with no source are grouped as Unknown.
- Disqualified - from which stage: where disqualified leads dropped out.
A lead counts as having reached a stage if its status is now that stage or a recorded status change shows it passed through it. Leads are not tied to a branch, so this report is company-wide and says so at the top.
Win / Loss Report
Open Win / Loss Report. Set Closed from and Closed to to filter by the date a deal was actually closed. It then shows one block per currency, because amounts in different currencies are never added together. Each block has Won / Lost, Win rate, Avg deal size (won) and Avg deal size (lost), then tables By owner, By source and By month closed. Only opportunities that are Won or Lost count. Win rate is won deals divided by won plus lost.
Forecast vs Actual
Open Forecast vs Actual. It compares each sales target with the sales actually posted for the same period and scope. Filter by For (the whole company, a branch, a team or a person), by Period and by a date. The cards are grouped by currency. Set targets up first under Forecasting > Targets; with none active for the date, the report says so. The figures are the same as on the Forecasting dashboard.
Good to know
- Branch-aware filtering follows your role. Lead Funnel is always company-wide.
- Nothing here changes data; you can open the reports as often as you like.
- For the accounting reports, see the Reporting Center.