Sales Dashboards
John Bernardi • November 12, 2019
Management and Motivational tools
Sales Reps, Sales Teams, Sales Managers and Leaders Focus on Keys to Success
Dashboards, displayed on desktops, tablets, smart phones and wall mounted monitors, are management and motivational tools. Leading KPI metrics drive short term adjustments during a planning cycle. Lagging KPI metrics provide information to be leveraged when updating sales processes or creating the next sales plan or campaign.
Leading Indicator Sales Dashboards
Sales Process
Time Spent
- Researching
- Networking
- Account development
- Refreshing neglected accounts
- Complementary selling
- Opportunity management
Opportunity Development
- Number of referrals received by sales reps
- Number of approaches made
- Number of sales interviews conducted
- Number of site visits/demos completed
- Number of proposals delivered
Sales Funnel Health by sales rep, sales team and product line
- Number and value in each stage
- Top opportunities in each stage
- Stuck opportunities in each stage
- Recycled SQLs and opportunities
Leaderboard
- Deals by sales rep and product line – rolling 3 months
- Quota Attainment – rolling 3 months
- Win/Loss/Abandon by sales rep and reason
- Forecast accuracy – QTD and YTD
Lagging Indicator Sales Dashboards
Closed-won
- By lead source
- By type – repeat business, new business, add-ons, services
- By product
- Average deal size
- Average sales cycle
Vs. Competitors
- Closed-won
- Closed-lost
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The better a company becomes at doing what it does, the harder it may be to recognize that its established approach is limiting its future.
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