Management teams typically prefer sales dashboards to get a quick snapshot of the state of the business, with click-to-drill functionality that allows them to dive deeper when they need to.
Sales reps, by contrast, tend to focus on leaderboards. Most sales reps are incredibly competitive people. When you show them how they are performing against their goals AND against other reps in the company—that’s when things get interesting.
We hear from clients that their reps love seeing where they stand every morning, delivered straight to their inbox. They know exactly where they need to focus and exactly how far away the goalposts are.
Monitoring the health of your pipeline requires more than a standard sales dashboard
Most companies get by with doing little more than monitoring their pipeline—how many new leads came in, how many quotes went out, how many deals were closed. This is a last-century way to look at sales performance when you think about the wealth of data your company is accumulating and sitting on.
If you are an invoice-based business, are you tracking returns right back to the invoice level and then looking for trends across accounts? Are you seeing which clients have an above-average return level so reps can reach out and figure out what’s going on?
If you are a service-based business, do all your reps generate similar numbers of quotes? Or do some deliver fewer quotes every day and their close rate looks phenomenal, but that doesn’t mean they have the same impact on the business?
Between your CRM system that you use to track sales and your ERP system that you run the business finance—if you could just get those systems to talk, and then filter out the noise, you could fine-tune sales and account management efforts, see trends before they get out-of-control, and incent employees to drive the kinds of work that generate the most profit.
And yes, it’s all possible today. Let’s talk!