Setting Up KPIs for the Bitrix24 Sales Department
We often encounter a situation where the head of the sales department asks a manager: “How many deals did you close?” — the manager answers from memory. The head checks CRM — the numbers do not match.
Another manager works a lot but closes few deals: 50 calls per day, 2% conversion. A third makes 10 calls — 30% conversion. Without KPI dashboards, a manager evaluates work by feel, not by data. Bitrix24 collects all sales data — its display needs to be configured. We help do this in 2-3 weeks, guaranteeing transparent analytics.
Why Do KPIs in Bitrix24 Need to Be Configured Individually?
Every business is unique: some have a long B2B deal cycle, others have short retail transactions. Standard Bitrix24 reports cover basic metrics, but real management requires custom dashboards.
We configure KPIs for your sales model — taking into account the pipeline, stages, and manager tasks. Experience shows that universal solutions work poorly: for example, KPIs for small wholesale and corporate sales differ by 3-4 times in cycle and conversion.
Which KPIs to Track
The set of metrics depends on the sales model, but basic KPIs are universal:
| KPI | What It Measures | Data Source |
|---|---|---|
| Number of deals | New deals per period | CRM → Deals |
| Conversion by stages | % of deals that passed each stage | Sales pipeline |
| Average deal value | Average amount of a closed deal | “Amount” field in the deal |
| Deal cycle | Average time from creation to closing | Creation and closing dates |
| Number of activities | Calls, emails, meetings per period | CRM activity module |
| Lead → deal conversion | % of leads converted into deals | CRM → Leads |
| Revenue | Amount of closed deals per period | “Amount” field + “Success” stage |
CRM Reports
Built-in Bitrix24 reports in the CRM → Analytics section:
- Sales pipeline — visualization of conversion by stages. Shows where deals drop off. If at the “Commercial Proposal” stage conversion falls from 60% to 20% — the problem is in the proposal or in pricing.
- Sales plan — comparison of actual vs plan. The plan is set for each manager for a period: amount, number of deals.
- Manager rating — a table with metrics for each manager: deals, amounts, calls, conversion.
- Sales dynamics — trend: amount and number of deals by weeks/months.
To use the sales plan: CRM → Analytics → Sales plan → Configure. The period, managers, and target values are specified.
BI Builder
Standard reports are not always enough. BI Builder in Bitrix24 (available on Professional and higher plans) allows you to build custom dashboards:
- Custom metrics from CRM, tasks, Open Channels
- Filters by period, manager, pipeline, source
- Charts: columns, lines, pie charts, tables
- Widgets with KPIs: current revenue vs plan, number of activities for today
For complex analytics, BI Builder is limited — data is exported via the BI connector to Google Looker Studio or Power BI, where advanced reports with cross-tables and predictive analytics are built.
Automatic KPI Control
KPI without consequences is just numbers. Automation via robots:
- Daily report — every evening the robot sends the manager a chat message: “Today: 5 calls, 2 proposals, 0 closed deals. Monthly plan completed by 34%.”
- Weekly report to the manager — department summary: leader, lagging behind, weekly dynamics.
- Alert on deviation — if by the 15th of the month a manager has completed less than 30% of the plan — notification to the manager.
For automatic reports, business processes with timers and REST API are used to extract aggregated data.
How We Configure KPIs: Work Process
- Audit of the current CRM and sales processes (1-2 days)
- Identification of key metrics and approval with the manager (1 day)
- Dashboard prototype in BI Builder (2-3 days)
- Setting up robots for automatic reports and alerts (1-2 days)
- Testing and training managers (1 day)
- Handover of documentation and access
What the Work Includes
- KPI dashboard scripts (import/export)
- Setting up a sales plan for each manager
- Automatic reports (daily, weekly)
- Alerts on deviation from the plan
- Data export to external BI systems (upon request)
- Team training (video + document)
Motivation and Visualization
KPIs work better when they are visible to the whole team. Options:
- Dashboard on an office screen — an open BI Builder page with a real-time manager rating.
- Bitrix24 chat channel — daily auto-publication of department results.
- Gamification — badges for achievements: “10 deals per week,” “Best conversion of the month.”
Comparison of Standard Reports, BI Builder, and External Tools
| Criterion | Standard Reports | BI Builder | Power BI / Looker |
|---|---|---|---|
| Setup | Ready-made templates | Custom widgets | Unlimited dashboards |
| Flexibility | Low | Medium | High |
| Complexity | Minimal | Medium | High |
| Cost | Included in the plan | Paid subscription (Professional+) | Additional |
Why Choose Us
More than 7 years on the market, certified Bitrix24 specialists, 50+ successful projects. We guarantee KPI functionality after setup. Contact us — get a consultation and project estimate.
What We Configure
- A set of KPIs for the sales department: conversion, deal cycle, activities, revenue
- Sales plan for managers broken down by periods
- Custom dashboards in BI Builder
- Automatic reports: daily for managers, weekly for the manager
- Alerts on deviation from the plan
- Data export to Google Looker Studio / Power BI for advanced analytics
Order KPI setup for your sales department. Contact us — we will prepare an individual offer.