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Premise

For this report we want to help you visualize the effect of using the PowerDialer™ for Salesforce tools in overall lead conversion rate. For data-tracking purposes we assume that the standard Salesforce "conversion" process is a key indicator.

  1. Create a new Leads with converted lead information type report in Salesforce.
  2. Set the default filters.
    • Show: "All leads"
    • Date Field: "Created Date"
    • Range: "Current and previous calendar quarter"
  3. Under the Preview heading, change the format dropdown from "Tabular" to "Matrix" format.
  4. Remove unnecessary detail columns by clicking the Remove All Columns link.
  5. Next we need to create a bucket field that compares items "touched" by InsideSales.com versus those that were not. Double-click Add Bucket Field, and edit the following settings:
    • Source Column: "Dials"
    • Bucket Field Name: "Touched by InsideSales.com"
    • This bucket field uses defined ranges to determine if something is included or excluded from a specific bucket. In this case, we're determining if a lead had any dials made on it at all with the PowerDialer or Click-to-Call.
      Range Name
      <= 0 No
      > 0 Yes
    • Checkmark the field titled Treat empty Dials values in the report as zeroes.
    • Click OK to finish adding the bucket field.
  6. Drag the new bucket field into the matrix row grouping area.
  7. For our column grouping we're going to drag in the standard Salesforce "Converted" field.
  8. Now we need to create a formula that calculates the "touched" versus "untouched" as a percentage. Double-click the Add Formula link and edit the following settings:
    • Column Name: "Percent"
    • Description: As needed
    • Format: "Percent"
    • Where will this formula be displayed? "At a specific row / column grouping level..."
    • Row Grouping - Dropdown "A": "Touched by InsideSales.com"
    • Column Grouping - Dropdown "B": "Converted"
  9. Now let's add the formula.
    • Type RowCount/ as the initial text in the formula area.
    • In the Functions heading, select PARENTGROUPVAL in the available functions dropdown.
    • Select "Touched by InsideSales.com" for the top dropdown.
    • Select "Column Grand Summary" for the bottom dropdown.
    • Click the < Insert button to push the function into the formula.
    • Change the summary_field text in the formula to RowCount.
    • Click OK to finish adding the formula.
  10. Now would be a good time to add a "dummy" detail field to the matrix display. Click the Show dropdown next to the Matrix Format dropdown, and checkmark "Details."
  11. Choose a field from the Fields panel and drag it into the empty space to the right of the Grand Total column in the matrix. For this report we chose the "Company / Account" field. Once you've done this, go ahead and uncheck the "Details" checkmark.
  12. Now let's drag the formula field into the summarizable fields area.
  13. Finally we need to create the visual chart. Click Add Chart and edit the following settings:
    • Select Type: Vertical Bar Chart (second icon from the left)
    • Y-Axis: "Percent"
    • X-Axis "Touched by InsideSales.com"
    • Grouped By: "Converted"
    • Set the visual Group By to side-by-side (the first icon on the left).
    • Checkmark Plot additional values.
    • Checkmark Use second axis.
    • Change the Value: dropdown to "Record Count."
    • Click OK to finish.
  14. The report's ready to save! Click the Save button, add it to a report folder, and you're done.

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