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CRM Analytics and Reporting Flashcards

6 cards from real CRM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 6 CRM Analytics and Reporting flashcards as text

  1. What is 'customer lifetime value' (CLV or LTV) as measured in a CRM?

    Answer: The total revenue a customer is expected to generate over their relationship with the business

    Customer Lifetime Value (CLV) is the predicted total revenue a business can expect from a single customer account throughout their entire relationship.

  2. What is a 'dashboard' in CRM software?

    Answer: A visual display of key metrics and reports on a single screen

    A CRM dashboard is a customizable screen that aggregates multiple reports and key performance indicators into a single visual interface for quick monitoring.

  3. What does 'lead source tracking' in CRM analytics help organizations understand?

    Answer: Which marketing channels are generating the most valuable leads

    Lead source tracking attributes each lead to its origin channel — such as organic search, paid ads, or referrals — allowing marketers to identify and invest in their highest-ROI channels.

  4. What is 'churn rate' in CRM customer analytics?

    Answer: The percentage of customers who stop doing business with a company in a period

    Churn rate is the percentage of customers who cancel or stop purchasing within a given time period, a critical metric for subscription businesses tracking retention.

  5. What is a 'forecast accuracy' metric in sales CRM reporting?

    Answer: How closely a sales team's predicted revenue matches actual closed revenue

    Forecast accuracy compares the revenue predicted at the start of a period against actual closed revenue, measuring how reliable the sales team's pipeline judgments are.

  6. What is 'activity reporting' used for in CRM analytics?

    Answer: Tracking sales rep behaviors like calls made, emails sent, and meetings scheduled

    Activity reporting in CRM tracks the volume and types of sales activities — calls, emails, demos — performed by reps, helping managers coach behavior that drives results.