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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