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11/12/2014
USCP Sales Team Coaching Dashboard
Overview for Sales Managers
Goals Today More Appointments….Better Close Ratio…..More $$ per sale
11/12/2014
1. Decide on one or more sales representative performance goals that can be tied to use of Salesforce.com before leaving this meeting
2. Read and understand every day: Salesforce.com Sales Team Coaching Dashboards starting tomorrow morning—comment/ offer recognition real time when appropriate
3. Discuss subordinates’ activities in one new way every week at one on ones using Salesforce.com Dashboards.
Sales Manager University 1 on 1 Guide
11/12/2014
11/12/2014
Dashboard Example USCP Sales Team Coaching Dashboard (CQ)
Items 1-6
1. Performance to Goal (CQ)
Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities.
Fiscal Period Grand Total
Owner: Full Name Sales Desk
#
P7 P8 P9
CAROLYN 1306 Sum of Quota Amount $100,000.00 $119,150.00 $175,412.00 $394,562.00
Sum of Pipeline Amount (O & C) $80,946.64 $62,054.50 $56,604.50 $199,605.64
Sum of Pipeline Amount (O) $33,286.00 $35,686.00 $35,686.00 $104,658.00
Sum of Expected Pipeline Amount (O)
$6,200.80 $6,920.80 $6,920.80 $20,042.40
Sum of Bus Sys Published Amount $331.67 $0.00 $0.00 $331.67
Sum of Bus Sys Scheduled Amount $34,177.27 $6,205.84 $3,842.50 $44,225.61
Published + Scheduled $34,508.94 $6,205.84 $3,842.50 $44,557.28 % to Goal 34.51% 5.21% 2.19% 11.29%
Performance to goal: Drill down report
2. Performance to Goal Digital (CQ) Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: Product Family equals Digital
11/12/2014
This rep’s total goal is about 30,000.00, but their digital goal is just this $5,500.00, so this dashboard tracks only the opportunities associated with digital product families.
Performance to digital goal: Drill down report
3. Opportunities by Stage (CQ) Report Type: Opportunities with Products and Schedules, close date shown in current quarter, shows as expected revenue Report Details: •Based on the owner of the opportunity •Includes Open Pipeline Opportunities
Stage Grand Total
Opportunity Owner Plan and
Prepare Evaluate
Needs Build a
Solution Present &
Close Suzie Sum of Expected Schedule Amount
Sum of Pipeline Amount $25.00
$500.00 $118.50 $789.99
$2,801.70 $9,339.00
$0.00 $0.00
$2945.20 $10,628.99
Sum of Opportunities Record Count
1 2
2 5
5 19
0
8 26
Mark Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$282.58 $5,651.67
3
$496.50 $3,310.00
2
$600.00 $2,000.00
1
$10,651.65 $17,752.76
5
$12,030.73 $28,714.43
11 Record Count 16 8 2 27 53
Isabella Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$1.74 $34.50
1
$0.00 $0.00
$0.00 $0.00
$642.40 $1,070.66
$644.14 $1,105.16
4 Record Count 3 0 0 0 11
James Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$127.97 $2,558.28
12
$0.00 $0.00
$0.00 $0.00
$0.00 $0.00
$127.97 $2558.28
12 Record Count 26 0 0 0 26
Lucy Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$55.35 $1,106.76
2
$0.00 $0.00
$0.00 $0.00
$1,806.60 $3,011.00
$1,861.95 $4,117.76
7 Record Count 9 0 0 6 25
Nathan Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$0.00 $0.00
$0.00 $0.00
$0.00 $0.00
$2,588.40 $4,313.98
2
$2,588.40 $4,313.98
2 Record Count 0 0 0 9 9
Grand Total
Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$2,721.89 $10,741.26
112
$3,439.72 $7,539.71
16
$5,046.75 $11,339.00
19
$12,947.85 $26,148.50
33
$24,156.21 $48,228.76
180 Record Count 229 47 62 93 431
Opportunities by Stage (CQ)
4. Performance to Goal (CQ) Report Type: Quotas with Schedule Splits
On team view: Shows individuals
On sales rep view: Shows periods
Shows all quotas which have assigned sales credit based on Order Opportunities.
5. Performance to Goal Digital (CQ) Report Type: Quotas with Schedule Splits On team view: Shows individuals
On sales rep view: Shows periods Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Product Family equals Digital
6. Opportunities by Stage Digital (CQ)
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Report Type: Opportunities with Products and Schedules, close date shown in current quarter, shows as expected revenue Report Details: Based on the owner of the opportunity Includes Open Pipeline Opportunities
Report Details: Product Family equals Digital
Items 7-12
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7. Performance to Target Pipeline (CQ) Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Target = (Quota – Orders)*4 •Pipeline = Sum of Open Pipeline Opportunities for which the user has assigned sales credit.
Fiscal Period Grand Total
Quota Assigned To Name Quota Type P7 P8 P9 Aaron Desk Quota Sum of Quota Amount $33,500.00 $35,000.00 $37,790.00 $106,290.00
Published + Scheduled $34,932.10 $11,681.08 $1,025.00 $47,638.18
Gap ($1,432.10) $23,318.92 $36,765.00 $58,651.82 Target Pipeline ($5,728.40) $93,275.68 $147,060.00 $234,607.28 Current Pipeline $71,021.67 $78,521.67 $68,471.67 $218,015.01 % of Pipeline -1239.82% 84.18% 46.56% 92.93%
Subtotal Sum of Quota Amount $33,500.00 $35,000.00 $37,790.00 $106,290.00
Published + Scheduled $34,932.10 $11,681.08 $1,025.00 $47,638.18
Gap ($1,432.10) $23,318.92 $36,765.00 $58,651.82 Target Pipeline ($5,728.40) $93,275.68 $147,060.00 $234,607.28 Current Pipeline $71,021.67 $78,521.67 $68,471.67 $218,015.01 % of Pipeline -1239.82% 84.18% 46.56% 92.93%
Suzie Desk Quota Sum of Quota Amount $21,000.00 $17,000.00 $18,041.00 $56,041.00
Published + Scheduled $21,857.51 $5,978.59 $3,276.00 $31,112.10
Gap ($857.51) $11,021.41 $14,765.00 $24,928.90 Target Pipeline ($3,430.04) $44,085.64 $59,060.00 $99,715.60 Current Pipeline $63,721.59 $61,139.93 $29,564.93 $154,426.45 % of Pipeline -1857.75% 138.68% 50.06% 154.87%
Subtotal Sum of Quota Amount $21,000.00 $17,000.00 $18,041.00 $56,041.00
Published + Scheduled $21,857.51 $5,978.59 $3,276.00 $31,112.10
Gap ($857.51) $11,021.41 $14,765.00 $24,928.90 Target Pipeline ($3,430.04) $44,085.64 $59,060.00 $99,715.60 Current Pipeline $63,721.59 $61,139.93 $29,564.93 $154,426.45 % of Pipeline -1857.75% 138.68% 50.06% 154.87%
Kate Desk Quota Sum of Quota Amount $195,000.00 $206,000.00 $125,000.00 $526,000.00
Published + Scheduled $54,601.01 $19,477.91 $11,587.91 $85,666.83
Gap $140,398.99 $186,522.09 $113,412.09 $440,333.17 Target Pipeline $561,595.96 $746,088.36 $453,648.36 $1,761,332.68
Current Pipeline $53,828.33 $48,828.33 $39,828.33 $142,484.99 % of Pipeline 9.58% 6.54% 8.78% 8.09%
Subtotal Sum of Quota Amount $195,000.00 $206,000.00 $125,000.00 $526,000.00
Published + Scheduled $54,601.01 $19,477.91 $11,587.91 $85,666.83
Gap $140,398.99 $186,522.09 $113,412.09 $440,333.17 Target Pipeline $561,595.96 $746,088.36 $453,648.36 $1,761,332.68
Current Pipeline $53,828.33 $48,828.33 $39,828.33 $142,484.99 % of Pipeline 9.58% 6.54% 8.78% 8.09%
8. Performance to Target Pipeline Digital (CQ) Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Target = (Quota – Orders)*4 •Pipeline = Sum of Open Pipeline Opportunities for which the user has assigned sales credit. •Product Family equals Digital
9. All Open Opportunities by Stage
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Report Type: All Open Opportunities with Revenue, shows as expected revenue Report Details: Based on the owner of the opportunity Includes all Open Opportunities
10. Open Opportunity Stage Duration (CQ)
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Report Type: All Open Opportunities with days in each stage, P&P, EN, BAS, P&C Report Details: Based on the owner of the opportunity Includes all Open Opportunities
11. Closed Won Opportunity Stage Duration (CQ)
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Report Type: All Closed Won Follow Through Opportunities with days in each stage, EN, BAS, P&C Report Details: Based on the owner of the opportunity Includes all Closed Won Follow Through Opportunities
12. % of Accounts Buying Digital by Quarter (TY)
Report Type: Accounts All Accounts the user owns.
Report Details: •QTR TY Digital Spend Total (from ASAT)
•(RELATE TO 15.)
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Items 13-18
13. Performance to Target Pipeline (NQ)
Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Target = (Quota – Orders)*4. Target will not exist until the NQ quota values are entered. •Pipeline = Sum of Open Pipeline Opportunities for which the user has assigned sales credit.
14. Performance to Target Pipeline Digital (NQ)
Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Target = ( Digital Quota – Orders)*4. •Target will not exist until the NQ quota values are entered. •Pipeline = Sum of Open Digital Pipeline Opportunities for which the user has assigned sales credit.
15. % of Accounts Buying Digital by Quarter (LY)
Report Type: Accounts: All Accounts the user owns.
Report Details: •QTR LY Spend Digital Total (from ASAT)
(RELATE TO 12.)
KPIs: % of Accounts Buying Digital
Q1 TY Digital Spending Q2 TY Digital Spending Q3 TY Digital Spending Q4 TY Digital Spending
Beth (29 records)
$39,001.53 $61,614.40 $25,590.71 $4,951.57
Julia (34 records)
$18,613.16 $8,771.37 $22,875.42 $4,450.00
Jeremy (45 records)
$32,759.99 $20,823.20 $4,284.21 $120.00
Grand Totals (228 records)
$196,112.38 $217,455.47 $78,072.90 $9,621.57
KPIs: % of Accounts Buying Digital
Q1 TY Digital Spending Count
Q2 TY Digital Spending Count
Q3 TY Digital Spending Count
Q4 TY Digital Spending
Count
Q1 % of Accounts
Buying Digital
Q2 % of Accounts
Buying Digital
Q3 % of Accounts
Buying Digital
Q4 % of Accounts
Buying Digital
Beth (29 records)
17 12 7 4 58.62% 41.38% 24.14% 13.79%
Julie (34 records)
10 5 5 2 29.41% 14.71% 14.71% 5.88%
Jeremy (45 records)
28 24 8 3 62.22% 53.33% 17.78% 6.67%
Grand Totals (228 records)
84 77 29 11 36.84% 33.77% 12.72% 4.82%
16. Leads w/Overdue Activities (CQ)
Report Type: Activities with Leads
Report Details: •Based on the owner of the Activity •Activity due date less than Today •Lead is not Disqualified, Converted, Not Ready, Wrong Desk
17. Leads By Status
Report Type: Leads shown as assigned to anyone in team
Report Details: •Based on status field
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18. Opportunities Created by Week (CQ)
Report Type: Opportunities
Report Details: •Based on the owner of the Opportunity
Items 19-20
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19. Number of Overdue Opportunities
Report Type: Opportunities
Report Details: •Based on the owner of the Opportunity • All Open Opportunities • Close Date is in the past
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20. Opportunities w/Overdue Activities (CQ)
Report Type: Activities with Opportunities Report Details: •Based on the owner of the Activity •Activity due date less than Today •Opportunity is not Closed