This column is part of Account growth and compares what you've sold to a company in the last 12 months with the 12 months before that.
How Growth 12m is calculated
Growth 12m is sales in the last 12 months minus sales in the 12 months before that. A positive value means the company bought more this past year, a negative value means it bought less.
- Only won orders count. Opportunities and lost orders are left out, and so are orders in stages set to Exclude.
- Sales are the sum of each order's rows (price times quantity), shown in your master currency.
- The periods are rolling: the last 12 months are counted back from today, so the value changes as orders move out of the window.
Why use 'Growth 12 months'
This is part of the account growth features that help you identify which customers to focus on:
- Identify which of your customers have grown the most in purchase value in one year. These customers might be saturated and not your biggest concern
- Identify which of your customers have the least purchase growth in one year. Perhaps there are some upsell opportunities hidden here?
How to use Growth 12 months
- Click Sales & CRM
- Click the dropdown next to Companies & contacts and click Account growth. This view shows active companies in the Customer journey step where you are the account manager. Change the filters to see other companies:
- If Growth 12m isn't visible in the column headers, click the edit column cog icon:
- Search for Growth 12m under the company fields or use the search bar:
- Click to select and add the column. You can also click and drag to rearrange the column order:
- To sort into ascending or descending order, click the arrows next to the column header: