If you work in sales, you have probably encountered a sales dashboard. A sales dashboard gives you a glimpse at some key performance indicators and other information that is relevant to the sales process. Dashboards help because they present a large amount of information in a relatively simple manner. An overwhelming amount of information is entered into the sales system every day – and to make sense of it, your dashboard should present that data coherently. Here is what to keep in mind when creating an effective sales dashboard:
The most important aspect of a dashboard is the data that goes into it. You need to have access to real-time information so you are able to see the state of your pipeline at every moment. Are some representatives close to closing a deal? Does it look like your forecasts won’t be met? There is also the question of relevance- data that actually proves useful and helps you understand where to improve. A good dashboard not only provides you with relevant information, but also lets you refine and dig deeper to uncover more and identify trends and patterns.
Your dashboard should be clutter free and easy to read. Data should be grouped logically and systematically. Grouping also helps keep the screen clutter free and makes information easier to find. Data can be grouped based on product, prospect, recency, campaign and so on. Use the space on your screen wisely so that it makes reading easier.
KNOW YOUR METRICS
Before putting your dashboard together, figure out what you want it to say. What should your dashboard convey to the person who logs in, whether that person is from management, marketing or sales? What are the broad areas you want to highlight, and what metrics do you want to measure? Once you have this down, you must be sure to include information that:
- Is relevant and timely
- Helps the reader draw conclusions
- Reinforces your metrics
USE COMPELLING VISUALS
It can be easy to get carried away with flashy design and technical templates. But if the data gets lost in the buzz of graphics and design, so does the purpose of your dashboard. Your dashboard is here to inform. Use visuals that aid that process, not hamper it. Make use of graphs and charts to highlight spikes or lulls in activity and to showcase numbers. Keep your designs and layout simple, logical and consistent.
Your dashboard needs to tell you what is happening, now. The data should be presented in a manner that gives you insight into what is happening right now and how it may affect the outcome ahead. If a sales rep is near closing a deal, your dashboard should be able to highlight that. Similarly, if there are deviations from a trend, your dashboard should be able to spot it so that remedial action can be taken to get things back on track.
Salesvue’s dashboard gives you everything you need, in one place. The home screen gives you easy access to overdue, upcoming and current activities, from appointment resolutions and follow-ups to campaign activities. You can stay up to date and sort tasks on the basis of priority. You can also access the total activities report for a snapshot on where your reps stand with their leads, and dig deeper into activity reports by filtering those reports by campaign, date and sales rep.
What your Sales Dashboard Should Tell You
VALUE OF THE PIPELINE
You have set your targets and forecasts- but how are you faring right now? Your dashboard should give you an idea as to how much value exists in your pipeline on any given day. How many leads have been touched; how many have converted; as well as any sales activities that are overdue or coming up.
INEFFICIENCIES AND BEST PRACTICES
If something is going wrong in your pipeline, you should be able to gauge it early on. Your dashboard should allow you to quickly check the success rate of a campaign, an individual sales rep or a method of functioning. When you can easily identify what is working and what isn’t, you can rectify what is wrong and replicate the steps that lead you to success and more conversions.
Once your business is up and running, you should set some specific metrics which help you measure efficiency, productivity and success. Your dashboard should display how your sales reps and your business are faring based on these factors. If your dashboard shows your important metrics, key performance indicators and conversions and fluctuations, without giving you details about the causes for the same, then your dashboard is not giving you enough.
THE SALESVUE ADVANTAGE
Salesvue is a sales engagement platform that helps managers, sales representatives and marketers keep track of sales interactions and processes. With Salesvue, each activity has it’s own separate dashboard- which means you can directly go to the task you wish to review. Sort through data based on total activities, daily activity, pending activities, overdue team activity and recently created activity. Once you access the dashboard of your choice, you can refine search results further, based on campaign, sales representative or specialized search.
Our software allows you to easily track everything related to the sales process- meetings, proposals, phone calls and outcomes. You can narrow down your search and look into success rate by rep, campaign, time of day and day of the week. You can see, at a glance where critical calls, referrals, appointments and meetings take place. You can pinpoint exactly where your sales representatives are facing trouble and where they are accelerating. Save time and sell more with automated follow-ups and useful reports.