How many Salesforce reports do you have to look at to get a clear picture of what is working for Sales reps? When it comes to analytics and gauging success of their sales teams, many sales managers rely simply on whether or not they hit their goal for the month or quarter. While hitting your goal is certainly a great metric of success, there are three reports that will give you much better insight as to whether or not you’re an effective Sales Manager.
REP ACTIVITY REPORT
Rep activity numbers can be a quite deceiving metric when judging success for a Sales Rep. Here’s why. You have three reps, one logs 2,018 activities, the other logs 2,583 and the third logs 318. NOTE: Conversions vary from company to company, but for this example, let’s call a conversion an appointment. Which rep is the best rep?
Some may say Rep 1 because he/she logs the most activity and therefore produces the highest output. If quantity is your measure of success, then you’re correct. If quality is how you measure success, keep reading. When you look at the actual conversion rate in percentages, Rep 1 = 0%, Rep 2 = 4%, Rep 3 = 12%. Rep 3 is actually the most effective Sales Rep, achieving almost twelve times the success rate of Rep 1, despite having the lower output.
Sales Rep Activity Reports show how many activities it takes a Sales Rep to have a conversation and how many conversations it takes to convert.
So now what? The questions a Sales Manager should then ask themselves is “What is Rep 3 doing that is allowing them to convert at such a higher rate? Is it the leads they are getting? Is it the messages they are sending? Is it the number of times they are following up? Is it the role of the people they are contacting?
From there, the Sales Manager can establish best practices based on what the most effective rep is doing. The Sales manager can also implement an automated workflow plan for the rest of the team based on the sequence Rep 3 is doing, so everyone is engaging leads in a similar fashion.
PROSPECTING SUCCESS REPORT
How much time do you spend with a prospect to get a conversion? Where/When are you getting your wins? When a Sales Manager is onboarding or coaching their team, how many times they encourage Reps to follow up can make a big difference. There are some interesting stats that show how professional persistence pays off.
Let’s take the same three Reps from the previous example. Let’s say Rep 1 only follows up with a lead three times before moving them to a “Not Interested” status. Rep 2 stops at five follow ups, but Rep 3 continues to follow up with leads 8-12 times before considering them a bad lead.
As you can see in the report above, this explains why Rep 3 is more successful and converting more. At call 8-9, the conversion rate is 13-14%. The reps that were persistent ended up getting the conversions the other Reps did not. This report also helps make the case to reps when encouraging them to follow up with leads.
The Success Report shows when activities are converting.
MARKETING LEAD SOURCE
This report is equally as important to Marketing as it is to Sales Managers and really helps bridge the two departments. When determining what leads reps are pursuing, it is important to determine which lead sources are producing the highest quality leads.
From the report below, based on numbers of leads generated from online marketing (4,166), it would appear that is the best lead source since it is producing the highest number of leads.
The number of leads generated from events (1,192) was only a quarter of the leads generated. When you look closer, every 26 conversations generated from online marketing efforts converted versus every 9 conversations from events. It would appear that leads generated from events produce a higher quality lead.
Lead Source Reports show what rates lead sources are converting.
From there, this Sales Manager can make sure their reps prioritize contacting and following up with leads from events based on actual data. Marketing can then allocate a larger part of their budget to producing more events knowing that they generate higher quality leads.
You’re probably wondering why you can’t pull up these reports in Salesforce. These reports are just three of the many reports that Salesvue can provide companies because of our proprietary Math of Sales™ formula. With Salesvue’s Math of Sales™ formula, Sales Managers are able to break down data into a very easy to read report. We show how many activities it takes to get conversations and then how many conversations it takes to get a conversion. By breaking it down into a simple formulaic approach, getting actionable insights based on data becomes a breeze.
SEE HOW SALESVUE CAN HELP YOU GET BETTER REPORTS