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Sales executives deal with a daily barrage of data - forecast numbers, pipeline velocity, lead volume, territory effectiveness, win/loss reports. The biggest challenge is figuring out how to consume the data and translate it into better decision-making. How is this accomplished? The answer for an increasing number of successful sales leaders is an effective sales dashboard. Discussion Topics include: · The Explosion of Sales and Marketing Data · Key Metrics Sales Leaders are Tracking · Lessons Learned from a Sales Veteran · New Sales Dashboard Technologies
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4 Steps to Creating an Effective Sales Dashboard
Today’s Presenter
Devin ParkerSr. Director of Enterprise SolutionsDomo
What’s an “Effective Dashboard”?
An effective dashboard providescurrent insight into actionable data.
Proprietary Research
Domo conducted a study with over 1,000 business professionals to measure their use of data. Here are some of the findings:
• 93% rely on data to do their jobs well
• 67% of salespeople don’t have access to the data they need (57% of all respondents report similar problems)
• Only 20% of all respondents feel that the data they receive adequately answers their questions
• 68% of respondents regularly have difficulty making sense of their data
Take an anonymous survey of your sales organization:
• Does your team have access to the info they need?
• Does the data they already have access to give them what they need to close sales?
• What more does your team want/need from your business data?
Meeting Data Needs
Step 1: Get Data Integrity
Only 1 in 5 respondents
feel that their BI solution adequately addresses their needs.
20%Always
Rarely
Never
Sometimes
Step 1: Get Data Integrity
A lack of data integrity brings up 3 pitfalls that any sales organization could fall into:1. Inaccurate data
• Data from multiple systems (Salesforce, InsideSales, spreadsheets)
• Data gets exported, massaged, tweaked before reaching you
• Human error
2. Incomplete data• Siloed data fails to deliver the entire story• Effective dashboard shows you everything at
once
3. Outdated data• When was the report generated?• Yesterday’s weather (or last month’s
weather) today
Step 2: View Only the Essentials
Over 2/3 of respondentsregularly have difficultymaking senseof the data.
69%Sometimes(or Always)
Rarely
Never
Always
Step 2: View Only the Essentials
Why? One of the primary reasons is that it’s too cluttered. There’s too much “data noise,” and separating all the numbers to understand what you’re looking at takes too long.
Umm, What’s Current Total Revenue?
Step 2: View Only the Essentials
Or this?
Step 3: Get Data in Real Time
Just 4% of respondentsstrongly agree that theyhave timely access totheir information.
4%Strongly Agree
Neutral
Disagree
Agree
Strongly Disagree
Step 3: Get Data in Real Time
It’s not just what you view…It’s when you view it.• Inaccurate data on time is useless.• Accurate data that is late is just as useless.
Forecasting is your map—but you need a compass.• Real-time data helps you make
incremental adjustments. Forecasting is the map, and real-time data is the compass you use to make course corrections.
Step 3: Get Data in Real Time
Step 4: Make It Visible
Your data is like an iceberg—you can see a small portion, but that’s not the part that will sink your ship.
Step 4: Make It Visible
A mere 1 in 20 respondentsstrongly agree that theyhave a comprehensiveview of the business.
5%Strongly Agree
Agree
Strongly Disagree
Disagree
Neutral
Step 4: Make It Visible
If your sales team doesn’t have access to all the necessary data, then they’re operatingon instinct alone.
The Domo Solution
The Domo Solution
Brings all your data into a single view.
The Domo Solution
Delivers information in real time.
The Domo Solution
Scales with new data sources.
The Domo Solution
Provides one version
of the truth.
