The sales academy The Academy

Becoming a better saleperson

Table of contents

  1. 1Organizing your sales activity
    1. Our philosophy
    2. Prospects vs. Leads
    3. Prospecting Lists, Leads & Client Folders
    4. Status vs. Sales Steps
    5. Defining Key Information on Leads
    6. How to Categorize Leads, and Why It's So Important
    7. Contacts Management: How to Manage Multiple Contacts in the Same Company
    8. Admin, Team Manager & User
    9. Customizing Your Account Interface
    10. How to Develop the Right Sales Process to Close your Deals
  2. 2Organizing Your Daily Activities
    1. How to Build a Sales Process
    2. Every Morning, Know Exactly What Leads You Need to Work On
    3. Follow Up the History of Your Exchanges & Bcc Email Conversations
    4. Set Reminders and Synchronize Your Account with a Sales Calendar
    5. Sort Activities for a Better Understanding of Your Leads
    6. Extended, Compact & Pipeline Mode
    7. Create Several Pipelines to Analyse Different Sales Processes
    8. Make your Most Important Leads Stand Out
    9. Find Leads by Using Filters
    10. How to effectively prospect and qualify leads on LinkedIn
  3. 3How to Win at Cold Prospecting
    1. How to Organize your Cold Prospecting
    2. When and How to Use Propsect Lists
    3. Only Turn a Row into a Lead Once the Contact is Qualified
    4. The Importance of Using Column Names
    5. Magic Columns
  4. 4Working on the Go
    1. Mobile Sales App
    2. Using the Speech Recognition
    3. Scan your Business Cards
  5. 5Adding Leads from External Sources
    1. By E-mail
    2. From your Partners
    3. From a Contact Form
  6. 6Follow up your Business Activity - Understanding How it Works and Collaborating
    1. How to Successfully Manage a Sales Team
    2. How to Implement an Activity-Based Selling
    3. Analyzing Sales Activity by Category or by Salesperson
    4. Sales Performance Analysis: Get Total Insights
    5. Find the Leads That Have Been Pending for too Long
    6. ROI of Specific Actions, or of a Specific Month Activity
    7. Using the Activity Feed to Manage your Team
    8. Follow Activity Every Morning Thanks to the Daily Sales Activity Report via Email
    9. Exporting your Data for Reporting or Marketing Purposes
    10. Activity Based Selling: The Best Technique To Reach Your Business Goals
  7. 7Manage your Existing Customers
    1. Following up on your Won Clients
    2. How to Manage Upsells and Renewals vs Post-sales Process
  8. 8Connect to Other Apps
    1. How to Connect: Zapier, API & Direct Integration
    2. Send Notifications or Fire Actions Based on Events
    3. How to connect noCRM to your own Information System
  9. 9Rolling out noCRM in your company
    1. Framework for a successful rollout
    2. Guide to a successful onboarding of your team
  10. 10Additional Sales Resources
    1. The Sales Expert Directory
    2. All there is to know about SPIN Selling

Sales Performance Analysis: Get Total Insights features several statistics that help you better understand your sales process and activities. This Academy page is designed to help you get the best out of the statistics reporting.

Before delving deeper into the stats of each report, it’s important to point out that most statistics come with filters. You can get a better view of your analytics by looking at specific areas. These include date, users, teams, tags, and pipeline.

You can also use handy shortcuts to create a variety of different reports using these statistics. The majority of reporting data can be exported.

Company Performance

Company Performance is a highly effective way to look at the overall landscape of your organizations’ sales results. The report can be filtered by Date, Tags, Pipeline, and User, and Team, the latter is only available for admins.

Managers (or those with access) can easily track created leads, the amount won, and how long it took to win a deal. These stats help businesses gain more insight into their sales process and improve outreach efficiency. It will also help remove guesswork, allowing you to make decisions with actionable data.

Team Performance

Team Performance provides the same information as Company Performance, except it’s grouped by user. This allows more visibility for individual performances, including tracking the length of time it takes to close deals. Team Performance is a good way to identify your star salespeople and see how you can replicate their success to build an efficient and organized sales team.

Sales Activity

The flow of business is often proportional to the number of actions taken by its sales reps. An activity is a key driver to each part of the process, whether it’s a phone call or meeting.

The sales activity report helps track and gauge the effectiveness of specific actions of your sales reps. You can view your team’s sales activities, such as phone calls, at the parent action level or at the outcome level. These include: answered calls, unanswered calls, wrong numbers, answering machines, etc.

The ability to see how many calls were made in a specific time period by each rep and how many leads were closed is important for setting targets for your sales, as well as building your own forecasts. If you can see that you need 30 calls to close one lead, you can assign activity-based targets to your sales, rather than a less helpful goal like “close $20.000 this month” that doesn’t give salespeople any direction.

Lead Performance

The lead performance report lets you monitor all leads based on their creation date. Although some leads can take a while to close, this feature allows companies to see if leads are taking too long to progress. It’s also good for identifying bad leads and seeing which deals can be sped up.

These statistics by creation date of leads is also helpful when reviewing sales and checking conversion rates. You can view the performance of leads created in the time period selected. If the average sales cycle is three months, then a reps’ lead, which they created three months ago, should be closed by now.

When looking at leads created three months ago, you don’t have the noise generated by more recent leads that are, of course, at the beginning of the sales process. It’s also a handy way to check if your salespeople are in fact closing leads and how long it takes them.

Pipeline Performance

Check your leads per sales funnel for a more segmented look at each step of the pipeline. You can see how efficiently your leads are converting from one step to another and in which step they drop out of the sales pipeline.

The ability to look at previous months’ pipelines performance and compare them to current ones is also helpful for constantly improving your sales process if needed. It’s possible to filter by user, which helps to show who is better at closing; who excels at qualifying; and to be sure each rep is assigned to the role they best suit.

It is also a good starting point to train your reps. If you see someone is not performing as well as others at closing, you can help them improve certain aspects.

Prospecting List Analysis

Prospecting lists tend to come from different sources, which is why it’s good to understand how each source performs. Who are the good prospects that turn into leads? How much money is generated from a prospecting list?

Prospecting lists are generated either by the marketing team, purchased by external vendors or sourced from events attended. These lists contain rows of prequalified contacts allowing companies to generate new businesses that feeds into their sales pipelines. However, for this to run successfully, they need a viable way to track the quality of their lists and the effectiveness of their sales reps' efforts in terms of how many prospects were converted and how many were won.

Having exact numbers allow you to identify which source and which list is most qualified, how good your outbound salespeople are at qualifying leads, and who are your best closers in order to continuously improve and iterate on the best process.

You can also track other necessary components like how many calls your qualifying team needs to turn a suspect into a lead and whether qualified leads generate money.


Forecasting revenue is an essential aspect of any business. Having an overall look at the sales pipeline by closing date means you can see which leads are won, leads in the process, and when certain deals should close.

The Forecast report tells you how much money your organization should be generating and by who. You can see the active leads and the expected incoming revenue for the next months.

Next read: Find the Leads That Have Been Pending for too Long