Any employee should be tasked with demonstrating their progress and impact on the business. With dashboards, you can wow your executive team with visual representations of your business results, create a culture of daily accountability, as well as save your valuable time by eliminating the need to aggregate and communicate raw data.
How can you start? Building a dashboard requires vision and need. Write out your vision. Then determine:
This is how sales and marketing can work together. By creating a single dashboard for sales and marketing, both departments can make data-driven decisions.
For instance, should you choose to track conversion rate by team, you’ll be able to identify the strengths and weaknesses in the sales process. Is marketing driving leads, but they aren’t converting? Is your content the issue, or are your sales reps not holding up their marketing-sales lead response SLA?
Often thought of as a “managing up” tool for public companies, a Forecast Accuracy dashboard can also be used for coaching, rewarding, and uncovering flaws in your sales process at any company. Are you on track for the quarter, or does marketing need to generate more leads? At what stage are you losing prospects? Which reps aren’t closing?
Recognition is motivating and the leaderboard is a method of gamifying sales performance. It can drive a healthy competitive spirit, open up opportunities for mentorship, and keep reps accountable for their sales activities.
The previous dashboards focus on hitting quotas; however, dashboards tracking competition and win/loss will indicate what you need to do to win deals. This requires some qualitative data from sales reps; for instance, why did they lose a deal, and did they lose to a competitive product?
With visibility into these deals, sales can funnel feedback to the product and marketing teams.
Use this dashboard to drive discipline in your sales force.
Find out where deals stand, which sales reps are actively working leads, who hasn’t logged into their CRM lately, and various other accountability metrics that can be used to change sales rep behavior.
As a salesperson, your time is valuable. With an executive dashboard, you can spend less time aggregating data to show your execs that you have control over the business at any given time. No longer are you explaining your results and creating decks. Now you can spend time in the field or coaching reps. Demonstrate ROI, and leverage this dashboard to ask for budget increases.
With these dashboards in hand, you're ready to focus on getting leads and closing deals.