However, every director, manager or sales manager must set up a dashboard that brings together key indicators to assess the sales performance of their team, and achieve the objectives set by their hierarchy. We are still far from the mark since on average 23% of companies are not able to say whether their sales force has reached its quota or not, despite the advent of AI and Business Intelligence (BI) tools which greatly simplify reporting .
We share with you 5 tips for developing an effective sales dashboard, and why it is essential to implement one.
What is a sales dashboard, and why implement one?
A commercial dashboard is the essential tool that you need to america cell phone number list put in place to manage and pilot your structure with efficiency and peace of mind.
Without a dashboard, there is no analysis, no projections, no sales forecast, no vision and ultimately no improvement of the sales process . What cannot be measured cannot be improved ! So how can you boost your sales if you do not know what has been done and what is in your “sales pipeline”?
Your sales dashboard will allow you to measure past sales performance and plan for future opportunities. It is therefore a decision-making tool.
Setting up a business dashboard is necessary to measure activity and revenue, but also to ensure the sustainability of your business.
Define your objectives and select the right key performance indicators
Each dashboard will be specific to each sales manager, according to their objectives.
For example, a dashboard that concerns a point of sale will be different from a dashboard with traveling salespeople. The objectives are different, the criteria too.
Two objectives that are often common to all dashboards:
2.1. Reporting objective ,
It allows you to know the commercial performances over a past period if necessary, to put in place corrective actions.
In this case the reporting indicators could be:
How much turnover in volume and value was generated?
Which salesperson performed the best?
Which geographic area or product generated the most turnover? The most margin?
Productivity by area by salesperson: number of visits, customer calls, emails sent, quotes proposed/signed.