The DriveSales™ | Sales Dashboard: How to monitor team performance and excel teamwork!
Sales are not only about efficient and innovative selling but also comprises of well-strategized planning and monitoring. In the current fast-paced world where competition soars each day, you need to have an added advantage over the others.
The way you plan could very well determine the course of your success and push you in the right direction. A good business prefers hard work. But, a great business incorporates smart work with hard work.
What differentiates a great business from a good one is effective and regular monitoring. Your business is defined by your team and in order to excel in your domain, you need to have a system of periodically regulating and managing the team activities.
Thus, below is your solution — The ultimate guide to ace sales dashboards. You will learn about the functionalities, analytics, and sales insights and mold them to your business’s advantage.
Let us begin by quickly understanding what are sales dashboards. Every business is unique in its core and thus needs a way to manage and monitor its work. Sales dashboards provide an efficient way to achieve that.
Sales dashboards are a strategic and personalized method of examining and measuring the performance of your team and thus, your business. They help in computing the essential metrics and managing as well as monitoring individual team members and the business activities.
The data is collected through various algorithms and is displayed on your dashboard screen for your view. This data is different for various businesses and can also vary for various levels of your employee’s position.
Hence these dashboards are vital for sales management activities and cannot be ignored.
Just as Ian Bordie quotes:
“Without the right metrics, you are shooting in the dark. The only way to know if things are working for you or not is those metrics”.
Now, let’s take a closer look at how to build and use the sales dashboards.
SALES DASHBOARDS — THE WHAT AND HOW:
1) Determine your True-North Metric and Key Performance Indicators (KPIs) — The very obvious and essential tool you need is metrics. Without the help of metrics, you cannot monitor or manage. They tell you the distinction between your expected and actual business capabilities.
And evidently, to know/set/measure your business’s metrics, you need some well-defined goals.
It is important to address that the business succeeds when the entire team works collectively towards a common goal with a proper understanding of what they are working towards.
This is achieved with the help of True-north metrics.
You can without any doubt, have a true north metric at each and every step of your sales cycle. These are the combined version of results and activities.
There are a bunch of other metrics that you can use such as:
· The number and type of clients that you are targeting and closing month after month.
· The average amount that your deals.
· The won to loss ratio.
· The department/sales step that is most significant in closing deals.
With the above-mentioned metrics, you can easily mix and match to create a personalized version suited to your business.
Another important approach is to have KPIs that cater to the need of your business. These could be:
· Win rate
· Leads and deals generated
· Sales pipeline
· Deals closed
· Sales targets met and not met
· Opportunities grabbed and missed
· Effective follow-ups
· Calls and emails
2) Collecting your data — After you have determined the goals and metrics, the next step is to collect and aggregate the data at one place that you will view on your dashboard.
The answer is relatively simple — auditing.
There might be several instances where some of your departments are at par with their books while others are lagging behind.
You need to bridge this gap to get all your data in one place.
This process requires you to question how the data is being moved around in the company and what all tools are being used currently to manage the data.
This can be done through workshops and organization as well as department-wise meetings. This further can be supplemented with follow-up meetings.
There are various platforms that could help you with this process, such as:
· Email outreach tools
· Tracking and analysis software
· Project management platforms
3) Selecting the appropriate dashboard platform — Now comes the time to choose the best for your needs.
A well-suited dashboard helps you to visualize data in a clear and organized manner. Also, you can keep all the relevant information in one place rather than jumping through various platforms.
This can be done through various dashboard tools such as:
4) Designing an amazing dashboard — Once you are clear with the tool for your dashboard, you come to the actual part of designing it according to your needs.
The main advantage of designing dashboards is that you don’t need any explicit skills. The only focus should be less complexity and more clarity. You should be able to see and analyze the data without actually hunting for it.
Let us look at some factors that you need to keep in mind while designing a dashboard:
· Consistency — You need to have a dashboard that is consistent with all the levels so as to reduce the complexity and possibility of errors.
Some important key points like naming structures for your KPIs, icons, date and text formats, color scheme, etc. Should be catered to.
· Less is more — It might be extremely tempting to have everything and everyone on your dashboard. However, you need to identify the right information and category for everyone. Otherwise, it will just be a messy affair.
· Logical Layout — It is imperative to actually use some form of grouping mechanism so as to have a logical and common view of the information in your dashboard.
· Visualisation mechanisms — It is helpful to have your data represented in the analytical form using graphs, pie charts, and tables. However, you need to figure out which method will suit which type of information.
Now that you know how to design an amazing dashboard, you can go ahead and try creating one for your business. Although you know the ways, some important facts to keep in mind are:
1) Your dashboard should be able to tell the overall sales performance at a glance.
2) You need a mechanism to display daily snapshots of your results to monitor the team’s activity.
3) Sales reps should have a way to view their sales activity so that they can have a transparent check on their activity.
4) You also should keep a summary of your sales activity that gives a complete and holistic view of the business performance.
HOW TO MOTIVATE TEAM TO USE SALES DASHBOARDS
Now that you have your sale dashboard up and running, you need to figure out a way to bring in your team to use it religiously without fail.
A few methods could be:
1) Celebrating well-performing metrics
2) Contests and rewards for the enthusiastic approach and use.
3) Use of data to guide the next steps of sales reps based on past and current market trends.
4) Use of transparency with business decisions.
Now, as an effective SALESPERSON! We can do three things from here.
1. Not ignoring the opportunity and blaming the situation for revenue loss.
2. Taking important notes and going back to revisit your sales strategy with the growth mindset.
3. Reaching out to The DriveSales™ if you need any specialized help for sales.
To conclude, what you choose to think also provides some idea of your development as a consultative salesperson. It is something like Brian Tracy quotes “Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service.”