In the age of information overload, sales leaders need the right data view to monitor performance. Here are the 5 important sales management dashboards that every leader must have.
Every sales leader has to monitor performance to identify sales challenges, problems, and opportunities.
Data is the key to isolating the problem areas. But it’s the right data view that describes what has happened.
Instead of relying on the default measurements provided by your CRM software or adjusting to the view configured by your IT expert, you must align it with your business priorities and focus areas.
So, today, Cymetrix Software, a leading Salesforce Consulting Company in the USA, is here to help you understand more about 5 sales management dashboards for Data-Driven leaders.
The following are examples of dashboards that can help you get visibility into all aspects of your business. We have organized these dashboards based on the key focus area of sales leaders.
1. Key Focus: Better alignment with marketing
The Lead Funnel Dashboard gives a view of how well sales and marketing are working together.
Although both sales and marketing teams work for the same goal of closing more business, they’re not always in a we’re-all-in-it-together manner. By creating a single dashboard for sales and marketing, both departments can make data-driven decisions.
As a sales leader, this dashboard can help you identify where sales and marketing can best spend their time and resources. Is marketing generating leads, but those leads aren’t converting? Is your content the issue, or are your sales reps not holding up their service level agreement (SLA) for lead response times?
This dashboard also helps in the identification of trends and course corrections (agility), accountability as well as ensuring pipe coverage.
2. Key Focus: Quota Attainment
The Forecast Accuracy Dashboard can be used to find answers to questions like are we on track for the quarter, or does marketing need to generate more leads? At what stage are we losing prospects? Which reps aren’t closing?
It can also be used for coaching, rewarding, and uncovering flaws in your sales process at any company.
3. Key Focus: Sales Motivation
The Sales Management Dashboard can help in gamifying sales performance.
It focuses on showing how your team is doing against quotas and offers reports like Closed-Won Opportunities by Revenue, Won Opportunities, Number of Demos, and New Business vs. Up-sell. That helps management keep reps accountable for their sales activities by motivating them through recognition.
4. Key Focus: Understanding threats
The Competition and Win/Loss Dashboard sheds light on the areas you may need to focus on for intervention.
It can help in understanding why your sales rep lost a deal, or how they’re positioning against competitors. With visibility at that level, sales also funnel feedback to the product and marketing teams. That will help in equipping them with the right kind of resources, or improve or alter products.
5. Key Focus: Monitor sales rep behavior and CRM adoption
The KPIs and Sales Activities Dashboard can help drive discipline in your sales force, thus improving the management of the sales pipeline.
This dashboard can help you find out which sales reps are actively working leads, who haven’t logged into their CRM lately, and various other accountability metrics.
Your dashboard helps manage your sales
With these dashboards in hand, you’re ready to focus on getting leads and closing deals. The key to building a successful sales dashboard, however, requires vision and clearly identified goals. Do think about these crucial inputs like the purpose of the dashboard, who needs to see the report, how often it will be seen, etc.
Do you need help in building dashboards into your Salesforce CRM?
Cymetrix Software is a Salesforce consulting company in San Francisco, USA, and can help build custom sales management dashboards in Salesforce.