Learn how to be a proactive sales manager. Coach your team to greatness in the long term.
A big part of being a sales manager is coaching your sales reps. By helping them improve and aiding them in overcoming their challenges, you ensure that your team will produce even greater numbers in the future. This dashboard helps you do that.
Start by filtering on a sales rep, and that sales rep’s role. Press run.
The first section of the dashboard takes numbers from the last 12 months, and presents data about the selected sales rep’s efficiency, as well as comparisons within his or hers role.
The bar chart shows the number of clients that the sales rep held appointments with (only appointments of types that are marked as “first appointment” are counted) during the last 12 months. It also shows the number of clients that the sales rep created an opportunity with and closed and order with. This diagram gives a visual representation of how well the sales rep manages to convert business cases towards a closed order. To the right you can see the conversion % from held appointment -> closed order as well as the avg value per closed client.
The table chart that follows shows comparisons between all sales reps in the selected role. This is a great opportunity to spot weaknesses and strengths within the sales team and it becomes clear in what step a sales rep fails to convert his/hers business cases. Finding this weaknesses is the first step in improving. If the App -> Opp % is low, a good potential solution would be to go through and work on the sales reps appointment skills/appointment agenda. If the Opp -> Order % is low, the sales rep has a hard time closing deals. This must be addressed and resolved. Remember: Small improvements in both steps will give a notable increase in overall efficiency!
By using the stats above, we can also calculate how many appointments are needed for each sales rep to reach their quota for the quarter. This is shown in the following table. Based on their historical performance, all each sales rep need to do to reach quota is to hold this amount of appointments!
The dashboard also holds important KPI-trends over the last three calendar years. This shows how well the selected sales rep has developed over time.
Last but not least, the dashboard holds some more detailed information about what is needed to reach quota for the month and quarter.
If you as a sales manager could only follow up one KPI, this might have been the one to pick. By continuously holding the required amount of appointments each month and quarter, the sales rep should, based on the statistics, always reach quota. Make sure your sales reps do this, and you are on the way to steady performance!