Bitrix24 Sales Department KPI Setup
Sales head asks manager: "How many deals did you close this month?" — manager answers from memory. Head checks CRM — numbers don't match. Another manager works a lot but closes little: 50 calls a day, 2% conversion. Third does 10 calls — 30% conversion. Without KPI dashboards, head evaluates work by feeling, not data. Bitrix24 collects all sales data — need to configure its display.
Which KPI to Track
Metric set depends on sales model, but basic KPIs universal:
| KPI | What It Measures | Data Source |
|---|---|---|
| Deal Count | New deals per period | CRM → Deals |
| Stage Conversion | % deals passing each stage | Sales Pipeline |
| Average Check | Average closed deal amount | "Amount" field in deal |
| Deal Cycle | Average time from creation to close | Creation and close dates |
| Activity Count | Calls, emails, meetings per period | CRM Activity Module |
| Lead-to-Deal Conversion | % leads converted to deals | CRM → Leads |
| Revenue | Sum of closed deals per period | "Amount" field + "Won" stage |
CRM Reports
Built-in B24 reports in CRM → Analytics:
- Sales Pipeline — visualization of stage conversion. Shows where deals drop. If "Commercial Offer" stage conversion falls from 60% to 20% — problem in offer or pricing.
- Sales Plan — fact vs plan comparison. Plan set per manager per period: amount, deal count.
- Manager Rating — table with metrics per manager: deals, amounts, calls, conversion.
- Sales Dynamics — trend: amount and deal count by weeks/months.
For using sales plan: CRM → Analytics → Sales Plan → Configure. Specify period, managers, planned values.
BI Constructor
Standard reports not always enough. BI Constructor (available on Professional+ tiers) lets build custom dashboards:
- Custom metrics from CRM, tasks, Open Channels
- Filters by period, manager, pipeline, source
- Charts: columns, lines, pie, tables
- KPI widgets: current revenue vs plan, activity count today
For complex analytics, BI constructor limited — data exported via BI connector to Google Looker Studio or Power BI, where advanced reports built with cross-tables and predictive analytics.
Automatic KPI Control
KPI without consequences — just numbers. Automation via robots:
- Daily report — robot each evening sends manager message in chat: "Today: 5 calls, 2 offers, 0 closed deals. Month plan done 34%."
- Weekly report to head — summary by department: leader, laggard, week dynamics.
- Alert on deviation — if by 15th of month manager completed less than 30% of plan — notification to head.
For automatic reports, business processes with timers and REST API for aggregate data extraction used.
Motivation and Visualization
KPI works better when visible to whole team. Options:
- Dashboard on office screen — open BI constructor page with manager ranking in real time.
- Channel in B24 chat — daily auto-publish of department results.
- Gamification — badges for achievements: "10 deals per week", "Best conversion of month".
What We Configure
- KPI set for sales department: conversion, deal cycle, activities, revenue
- Sales plan for managers with period breakdown
- Custom dashboards in BI Constructor
- Automatic reports: daily for managers, weekly for head
- Alerts on plan deviation
- Data export to Google Looker Studio / Power BI for advanced analytics