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Sales Reps sell faster with data.

Answer Tough Questions

Dashboards Built For Sales Reps

CRM Analytics For Sales Reps 5
Accurately measure quota verse attainment.
Revenue closed for the period and its trend.
Track the health of the pipeline for future deals.
A loss is a loss only if you don’t learn from it!
Tie forecast to opportunity – is a deal forecast to close next week with no activity for 6 months real?
Decide how you want to track pipeline and to what level.
Don’t let reps fool you or themselves – art vs science of forecasting.
If they are not closing business and not opening new opportunity, what are they doing?
Big deals mean big revenue – what can your entire team do to help close?
Do reps use email too much versus calling ? When were they last onsite?
Make sure to tag these and check back – a loss now is a win back later !
  • How is my pipeline distribution?
  • Is there recent activities on my accounts?
  • Which opportunities have I recently lost?
  • Do I have any activities that are due this week?
CRM Analytics For Sales Reps 6
Sales rep must take time each day to conduct activities needed – are they?
Named accounts or geography – are reps communicating regularly and consistently as directed?
Once reps see themselves ranked in any metric, behavior improves.
Your prospects are looking for a reason – and you are not the only option in town – be timely and effective in your follow ups.
Prospecting or communications can go in spurts – it must be consistent each and every day.
If sales reps do not document their activity, did it really happen?
Some reps simply do it better than others – so why not leverage them to help and train.
People consume information differently – monitor which messaging gets you the most traction.
Don’t just review the number of activities but the content of the messages – are they delivering the message you want conveyed.
  • What is the average time for first touch?
  • How does our bandwidth look based on upcoming activities?
  • What activity type do I do the most of?
CRM Analytics For Sales Reps 7
Pipeline is the lifeline of a sales organization.
Gaining new customers means both short term and long term growth opportunity.
Customer are the gift that keeps giving, IF you take care of them.
Where and what are people showing the most interest.
A raw number is good, a comparative numbers tells you more.
Spend your time and company resources where they can have the most effect.
Better monitor pipeline progress and how to improve.
Monitor deals that are stalled or inactive.
Make sure the pipe is not skewed by large deals that inflate revenue.
Period to Period comparison gives better visibility.
What can you do to stay top of mind for deals you hope to close?
Why are deals pushing and at what point do they become leads and not opportunity?
If you have great closers that don’t prospect, or vice versa, maybe team them up?
No where to run and no where to hide – data doesn’t lie!
  • How does my pipeline look?
  • What is my average deal size?
  • Do I have any opportunities that haven’t been touched recently?
  • How much revenue do I have in each stage of our sales funnel?
CRM Analytics For Sales Reps 8
Measure lead and opportunity at the highest level.
If forecast does not exceed revenue targets, what can you do to improve?
Learn from your wins and make sure every member of your team top to bottom shares in them.
Learn when and how your wins are effected.
Success breeds success – big deals lead to big deals – learn why.
Every sale stage demands attention – where are your deals getting stuck?
Work smarter not harder – target deals that can close fastest for the most revenue.
Just like finding good people, find out where your best deals first showed interest in your products and services.
A win is a win, but seeing when, where and why you lost deals is important too.
  • How many open opportunities do I have?
  • What is my win rate?
  • Is a specific lead source contributing to opportunity generation?
  • How much forecasted revenue is sitting within each stage of our sales funnel?
CRM Analytics For Sales Reps 9
Closed Revenue and Trend from Previous Period.
Percentage of Opportunities Won versus Open.
Opportunities Closed as Lost – learn more from your losses than your wins.
How long is it taking you to win deals?
Measure Reps Actual Revenue Versus Forecast.
Stack rank reps to see performance increases.
Monitor size and length of time to close deals by rep.
Which reps close deals the fastest.
Are certain products / business lines closing business faster?
Keep track of the number and stage of open opportunity by sales rep
  • How many won opportunities has our team generated this year?
  • What is the win rate for each of my sales reps?
  • What is the average time to close a deal?
  • What is the revenue impact of the lost opportunities?
CRM Analytics For Sales Reps 10
Where do you want leads to come from – incent the behavior you expect.
If at first, you don’t succeed try and try again – mix leads with reps to see if they can be flipped.
Set goals and targets for leads and prospecting – if you do not how do you measure success?
Sales is a team effort is every member doing their part?
A movement up or down might not be as bad as you think if you compare to other periods.
What could you do in the future to improve lead conversion.
Who are your best prospecting reps? Can they train others to convert more?
Every deal goes through every stage – question is who moves them the fastest.
Effectively manage the cost to acquire new customers.
Clients have options – if you are not top of mind and timely you miss your chance!
Depending on your cycle – measuring period to period and like for like give you the data points you need.
New business sales is different than farming current clients – are both working?
What can you do to stay top of mind for deals you hope to close?
  • Where are our leads coming from?
  • How many have we created?
  • What is the lead owner breakdown?
  • Are the leads converting?

Additional SplashCRM Resources

SplashBI for Sales Analytics 1CRM AnalyticsDatasheetsResourcesTopic
June 17, 2022

SplashBI for Sales Analytics

Sales and Marketing Leaders leverage various tools and applications to run their day-today operations.