How to identify False Negatives and Rejected Leads with Salesforce Reports?

Rafikah Halim
  • Updated

    This documentation will show you all the reports that can be useful so that you can assess the performance of the model.

    False Negatives

    Why? Show the leads that we scored as a low fit and ended up converting.

    1. Create a Summary Report based on Leads
    2. Create 2 Filters on the report by 1: Converted = True and 2: MK Lead Score < 50
    3. Create a bucket called “MK Score Buckets” with incremental buckets of 10 up to 50

    4.  Group by "MK Score Buckets"

    5. Create a graph

    • Type: Vertical Bar
    • Y-Axis: Record Count
    • X-Axis: MK Score Buckets

     

    Rejected Leads

    Show the leads that we scored as high and ended up being disqualified.

    1. Create a Summary Report based on Leads

    2. Filter report by

    • Lead Status = Rejected
    • Converted = False
    • MK Customer Fit Segment = high,medium

    3. Group by

    1. Disqualified Reason
    2. MK Customer Fit Segment

    4. Create a graph

    • Type: Horizontal Bar
    • X-Axis: Record Count
    • Y-Axis: MK Customer Fit Segment
    • Group By: Disqualified Reason

    Opportunity Scoring

    1. Create a Matrix Report based on Opportunities
    2. Create a row grouping with the following fields in order Stage and MK Stage 30 days ago
    3. Add any filters you’ll want to have in the Reports UI, we typically include: Opportunity Owner, MK Stage 30 days ago, Stage
    4. Create a graph Type: Stacked Bar 100% X-Axis: Stage Y-Axis: Record Count

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