Every Business is Unique; two different companies cannot act on similar Sales Insights. There could be a 50K+ workforce in a retail Enterprise vs a Medium Sized Healthcare Business with 2000+ employees; they both could value absolutely different Metrics.
All said and done, Salesforce as a Tool is Sophisticated and addresses every need of the Modern-day Startup or Enterprise, however the way it is implemented can make the difference.
To Derive at the data for dashboards, we need to understand the purpose it would Serve and the Target Audience. Broadly classifying the type of Sales Report consumers in a Business; it could be Executives, VPs, Sales Managers, Sales Executives, Sales Development Representatives. They KPI’s (Key Performance Indicators) determine the type of Report for these target audience.
To make it easier to consume, we will proceed further with bullet points.
Reports for the Executives and Board should include –
Strategy vs Performance
Own vs Competition
Business Unit Performance
Services vs Products Performance
Sales VP Reports Should include –
Top 10 High Value Accounts progress
YoY & QoQ Average
Won vs Lost Qualified Opportunities
Rate of increase in Sales Automation
Average Won Deal size
Sales Managers Reports Should include –
Agreed Monthly Pipeline vs Actual
Time to Close
Month on Month Order Booking
Opportunities past due
Sales by closed date
Pipeline – Closed Date vs Opportunity Created date
Pipeline – Quality Metrics
Sales Funnel – Inbound vs Outbound vs Field
Won Deals Leader board
Account Executives Reports Should Include –
Own Pipeline vs Team’s Pipeline vs Business Unit’s Pipeline.
Own vs Team – Completed KPI activities
Won vs Lost Opportunities
Monthly / Quarterly Commit vs Order Booking
Old-New Opportunity vs New-New Opportunity
Opportunity Open vs Commit
Monthly / Quarterly Average Closed Opportunities
Inside Sales Reports should include –
Current Month Activity vs Current Month result / deals.
Long term Activity – Results (year to date)
Inbound Sales & Outbound Sales
KPIs for Sales Development Representatives.
Qualified Opportunities Cold vs Warm Accounts
Qualified vs Won Opportunities
Top 10 accounts Average values
Total Pipeline Generated
Keep the below in mind while building any of these dashboards –
Place the data right where the eye will look for
Most Important details stay above and are clear
Which data is asked for, most often.
Give bigger picture while making sure all details are visible
It is of key importance to understand the Business Model and Vision before setting up the dashboard. Salesforce Certified Admins at Zivoke do this meticulously, where your Business Process and Goals meet Industry Best Practice.