In the Enterprise and Elite versions of Sell, you have access to three advanced reports that provide you with greater insight into how quickly your team members are taking action to manage and close deals. These are the Time to First Action by Outcome, Time to First Action by Owner, and Time to First Action by Time Buckets reports.
To view the time to action reports
- From the Reports page, select Success Insights > Time to First Action by Outcome, Time to First Action by Owner, or Time to First Action by Time Buckets.
Time to first action means how long it took before an email or call was made to the prospective customer after a new deal is created.
Time to First Action by Outcome report
This report shows you the average first time to action within a time period by day, week, month, quarter, or year. The lines of the graph represent Won, Lost, Unqualified, and the average for all three.
You can apply filters to the graph if, for example, you want to see the data for a specific deal owner, team, or group.
You can also select to filter based on the action (email or call), set an outlier time period (for example, a time to first action that exceeds 30 days), and filter by tags.
If you’re trying to establish a performance baseline for time to first action, this report provides you with a quick way to monitor the progress toward that goal.
Time to First Action by Owner report
This report shows you the average first time to action for all team members. It’s a convenient way to compare the performance of each team member to the other team members.
This report can also be filtered by deal outcome: Active, Won, Unqualified, and Lost.
Time to First Action by Time Buckets report
This report shows time to first action using time buckets (the default view is a day-based time period, but you can customize it to hours and minutes). For example, you can correlate the length of time expressed by a time bucket with the number of deals for each deal outcome (Own, Lost, Unqualified). In this example, you can see that the longer the first time to action is, the fewer deals that reach an outcome.
You can choose to view stacked columns in the graph, for an overview of the absolute numbers of deals contacted in a specific time frame, or you can select the scaled version and see your win ratio per time bucket.
Using the Bucket Size filter, you can reduce the time buckets to minutes, or at the other end of the spectrum, up to 43 days.