increase sales using reports & dashboards
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Increase Sales
Using Reports & Dashboards
Ashley Renz
Success Managers ~ Customers for Life
Terry Harlan
Increase Sales
using Reports & Dashboards
Rachel Rosales
Success Managers, Customers for Life
Terry Harlan
Session Objectives
� Collaboratively learn about a Sales Metrics
development framework that you can use
� Identify common challenges with identifying,
building, and using Sales Metrics
� Discuss best practices for using Sales Metrics on
Salesforce
Poll: What is Your Role in Your Company?
Agenda
5 min Introductions
20 min What are the right KPIs?
20 min How to put metrics in context?
20 min Who owns and actions the metrics?
20 min How do you keep it current?
5 min Wrap Up
Roundtable Intros: Who are you? How does your company use Sales Metrics? What are some of the key challenges in the way you use Sales Metrics?
A framework for effective reporting
1Identify the
Right KPIs
2Put them
in Context
3Assign
Owners &
Actions
4Enhance,
Improve,
Repeat
1. Identify the Right KPIs
1Identify the
Right KPIs
2Put them
in Context
3Assign
Owners &
Actions
4Enhance,
Improve,
Repeat
Why Do Metrics Matter?1
Identify
the Right
KPIs
� Make better decisions to drive results
� Set expectations and improve communication
� Drive behavior to focus on the right KPIs
� Quality of data
� Make evaluation & coaching objective
The Power Of KPIs – Link 7 KPIs Every Sales Manager Needs - Link
Finding your KPIs: start with the big goal and drill down
Increase revenue by
10%
What do I want to
achieve?
Vision/Goal Objectives
How will I measure
success?
Acquisition of new
customers and
reduction of lost
customers
% revenue increase
YoY# calls to new logos
Capabilities
How will I meet my
objectives?
Use web-to-lead to
source new leads.
Increase renewal
opportunities win
rates
# Leads captured
and converted,
comparison across
team
DemonstrationExample on how to align Business Goals and Objectives to KPI’s
VCM Tool
http://bit.ly/VCMtool
Interactive version of the VCM toolhttp://www.getlighthouse.co/2013/08/21/key-
success-metrics-for-salesforce-com-customers/
Group Discussion
How has defining Sales Metrics improved your sales performance?
For example: better pipeline tracking, increased visibility of top performers, etc
2. Put them in Context
1Identify the
Right KPIs
2Put them
in Context
3Assign
Owners &
Actions
4Enhance,
Improve,
Repeat
How: Use custom summary
formulas, dashboard and
report filters
Highlight gaps
How: Use trend reports,
snapshots, groupval
functions
Identify trends
How: Use leader boards,
bucketing, multi-axis charts
Run comparisons
Hands-on Training: Compare Report Groupings With Summary Functions - Link
2. Put them in Context: Three Tricks2
Put
them in
Context
Dashboards should tell a story!
This is a key location, use it wisely!
Start at a high level first, then drill down
Use footers to provide context
Organize by columns or rows
Use the Three Tricks Wisely
Poll: What Sales Metrics do you think matter in your organization?
Demonstration
Sales Executive Dashboard
Pipeline Change over Time Analytic Snapshots, groupvalfunctions?
Group Discussion:
What other sales metrics/strategies are you using to improve your sales performance?
3. Assign Owners & Actions
1Identify the
Right KPIs
2Put them
in Context
3Assign
Owners &
Actions
4Enhance,
Improve,
Repeat
3. Assign Owners & Actions3
Assign
Owners
& Actions
Who owns the
number?
What action do they
need to take?
How do you drive
accountability?
How do you make employees at different levels own and track their metrics?
� Post snapshots of dashboards on Chatter
� Collaborate via Chatter on Reports & Dashboards
Posting Dashboard Snapshots
to Chatter- Link
Chatter it! Schedule it! Use it!
Download IntelliMail on the
AppExchange - Link
� Schedule reports to be sent via email
� Schedule dashboards to be sent via email
� Run team meetings using team dashboard
� Run 1:1 meetings using personal dashboard
1, 2, 3…Three Best Practices for Increasing Metric Ownership
Demonstration
1, 2, 3…Three Best Practices for Increasing Metric Ownership
� Schedule Reports and Dashboards
� Chatter it!
� Post dashboard components on Chatter
� Chatter on Dashboards and Reports
� Run your meetings from the App
Group Discussion:
An employee tells you that their individual sales dashboard is a micro-management tool. How would you respond to that?
4. Enhance, Improve, Repeat
1Identify the
Right KPIs
2Put them
in Context
3Assign
Owners &
Actions
4Enhance,
Improve,
Repeat
Don’t Let Perfect be the Enemy of Good!
Align the organization
SalesExec
Sales Managers
Sales Reps
Give people tools that work
for them
Find the right cadence
Recording: 6 Simple Steps To Drive Business Performance With Dashboards - Link
Continuous Process Improvement
4
Enhance,
Improve,
Repeat
4. Enhance, Improve, Repeat
• Quota attainment
• Key customer
meetings
• New business
generation
• Pipeline coverage
Putting it all together: reporting for a Sales Rep
• Am I on target to reach
my annual quota?
• Where am I performing
against my peers?
• How am I doing
compared to last
quarter?
• Am I spending my time
on the right accounts?
• If I am not on target,
what action do I need
to take to catch up?
• If I have stuck
opportunities, what
action can I take to
unstick them?
• Can I adjust or modify
my interactions with
Prospects and
Customers?
• Review reports before
key customer
meetings
• Ensure opportunities
and activities are
updated every week
using a “clean your
room” dashboard
1Identify the Right
KPIs
2Put them in
context
4Enhance, Improve,
Repeat
3Assign owners
& actions
Questions to guide your conversations - Link
Putting it all together: reporting for a Sales Manager
• Pipeline coverage
• Opportunity closure
rates
• Team & team
performance
• Activity per deal
• Lead conversion rates
• How is my team
tracking month-to-
month, vs quarter to
quarter?
• How is each rep
tracking vs their
peers?
• Are deals are being
pushed?
• How will I address
Reps who are not
completing activities
on their opportunities?
• How will I determine
which deals need
extra focus and
communicate my
recommendations for
next steps?
• How will I identify
which Reps need
coaching and which
analytics will I use to
drive the dialogue?
• Run weekly deal
reviews with reps from
a dashboard
• Mandate reps to have
their deals updated
beforehand – “if it’s not
in the app, it doesn’t
exist”
• Call out actions
needed via Chatter
1Identify the Right
KPIs
2Put them in
context
4Enhance, Improve,
Repeat
3Assign owners
& actions
Questions to guide your conversations - Link
Group Discussion:
How do you make sure your Sales Metrics are not outdated?
OTHER RESOURCES Analytics
Tips & Tricks
How to Build a Sales vs. Quota Dashboard
“This is Mine” reporting technique (a la “Power of One”)
Custom Summary Formulas on Reports – Resource Collection
MVP Tips on Analytics Strategy
Building Interactive Mobile Dashboards
Mobile Scorecards with Salesforce1
Publishing reports as PDFs with the Analytics API
Best Practices
9 Principles of Killer Dashboards (eBook)
Managing Report Requests – Best Practices
Dashboard “Resume”
Drive Business Performance With Salesforce Dashboards
Embedding Charts Anywhere
Service Business Analytics
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