You have your MadKudu prediction scores in Salesforce.
You've trained a Sales team and they’re starting to prioritize their accounts using the MadKudu prediction..
Now, you have to understand what is the impact of using the MadKudu score versus the prior prioritization process. 👉 We’re here to help you measure this impact.
Let's build a prioritization performance report in Salesforce that details the following:
(1) Sales touches by MadKudu segment
(2) Conversions by MadKudu segment
Note that the above examples are showing the MadKudu Customer Fit scores. These can be simply adapted to whatever score or segment you wish to use.
Report #1: Sales touches by MadKudu segment
(1) Enable Aggregations in Salesforce
To enable aggregations quickly and easily in Salesforce, we recommend that you install Rollup Helper from the AppExchange. We use this at MadKudu and we will use this in our How-To.
(2) Create a Rollup called "Number Of Touches"
i) Launch the Rollup App
ii) Click "Create a New Rollup"
iii) Select Destination Object - you need to scroll down and select the Lead object. This is where the Rollup Values will be located.
iv) Select "Create New Field"
v) Fill out the form for creating the new target field (this is the name of the field where the rollup values will be pushed)
- Field Type = Number
- Field Label = Number of Touches
- Length = 3, Decimal = 0
- Press Submit
v) Complete the Form
- Select Child Object = Task
- Select Relationship Field = Name ID - Task.WhoId
- Select Type = Count
vi) Create a New Custom Filter
- Press Create New Filter
vii) Enter a Filter Name and specify the Sort Order
- Filter Name = Sales Touches
- Task Fields = select "Created Date" and press Add>>
viii) Add Filter Criteria
- Add Filter One: Task Field = Deleted, Operator = Equals, Criteria = False
- Add Filter Two: Task Field = Type, Operator = IN, Criteria = "call, email, meeting"
- Add Filter Three: Task Field = Status, Operator = Equals, Criteria = Completed
The Critera table should now look as follows, if not, go back and retrace your steps.
viiii) Press Save
x) Press Save and Run
(2) Create a Rollup called "Number Of Touches"
i) Click "Create a New Rollup"
ii) Select Destination Object - you need to scroll down and select the Lead object. This is where the Rollup Values will be located.
iii) Select "Create New Field"
iv) Complete the Form
- Child Object = Task
- Relationship Field = Name ID - Task.WhoId
- Select Type = Minimum
- Select Field = Created Date
v) Select the previously create Sales Touches filter
v) Select the previously create Sales Touches filter
vi) Press Save
vii) Scroll to bottom of page and press Save & Run
(3) Create a formula on your Lead Object
- Field Type = Formula
- Field Name = Time to First Touch
- Formula Return Type = Number
- Decimal Place = 0
- Formula: IF ( Number_of_Touches__c > 0,( Date_of_First_Touch__c – CreatedDate)*24, NULL )
- Blank Field Handling: Treat blank fields as blanks
(4) Create the Report
i) Create a report under Leads with Converted Lead Information
ii) Create a Bucket field on the “Time to First Touch” that looks like this
(Note: we name the bucket fields numerically for easier reading in Salesforce.)
iii) Create a bucket field called "MK Customer Fit Segment - Ordered"
- Name the first bucket as
1- Very Good
with a value ofvery good
- Name the second bucket as
2- Good
with a value ofgood
- Name the third bucket as
3- Medium
with a value ofmedium
- Name the fourth bucket as
4- Low
with a value oflow
iv) Place the bucket field called "MK Customer Fit Segment - Ordered" as a Group Row
v) Group columns by “SLA”
vi) Uncheck “Detail Rows” at the bottom of the report to hide the details
vii) “Save & Run” and you’re all set (make sure to adjust your filters if needed)
Report #2: Conversions by MadKudu segment
(1) Create the report
i) under Leads with Converted Lead Information
ii) Create a bucket field called "MK Customer Fit Segment - Ordered"
- Name the first bucket as
1- Very Good
with a value ofvery good
- Name the second bucket as
2- Good
with a value ofgood
- Name the third bucket as
3- Medium
with a value ofmedium
- Name the fourth bucket as
4- Low
with a value oflow
iii) Add a column called "Opportunity Amount" from the Opportunity object
iv) Build a summary formula called "Lead Value"
- Navigate and click on the chevron icon beside the Column header, and click on "Add Summary Formula"
- Name the Column Name as "Lead Value"
- Select Currency as the Formula Output Type
- Input the formula -
AMOUNT:SUM / RowCount
- By Selecting the following: #Opportunity Amount: Sum / # Record Count
v) Build a summary formula called "Conversion Rate"
- Navigate and click on the chevron icon besides the Column header, and click on "Add Summary Formula"
- Name the Column Name as "Conversion Rate"
- Select Percent as the Formula Output Type
- Input the formula as
CONVERTED:SUM / RowCount
vi) Add A line Chart(or any chart you like)
- Select Line as the chart type
- Select "MK Customer Fit - Ordered" as the X-axis
- Select "Conversion Rate" as the Y-axis
vii) “Save & Run” and you’re all set (make sure to adjust your filters as needed)
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