Sales gauge

5 Types of Sales Dashboards

What can sales dashboards do? What information should a dashboard include?

In this article we share with you 5 key types of sales dashboards:

  • Sales overview
  • Sales pipeline
  • Sales commission
  • Motivational scoreboards
  • Self-serve analysis dashboard

Some organisations may use one type of dashboard while others may use them all.

Either way, the main benefit of sales dashboards is they provide on-demand information about sales activities and customer behavior without time-consuming data analysis. This leads to better decisions and ultimately better results.

Note: They are just examples. With business intelligence software you can customise dashboards to match the needs of your specific buying processes, metrics and user groups.

Let’s get started.

Sales Overview Dashboard

Sales overview dashboards track actual and forecast sales compared to targets.

They provide information from company-wide through to individual level.

Because the underlying data is picked up directly from  the marketing, CRM or purchasing systems,  figures are always up-to-date.

Metrics include:

  • Sold vs. budget and forecast
  • New opportunities (value)
  • Total sold (value)
  • Opportunities due to close (value)
  • Accumulated revenues vs target
  • Top 10 performers vs targets

Sales Pipeline Dashboard

Sales pipeline dashboards help you understand where opportunities are coming from and what activities are planned for each customers.

They may provide current status or they may provide historic information, so you can see whether your pipeline (or multiple pipelines) is growing or shrinking.

Metrics include:

  • Open sales by stage
  • Sales velocity metrics
  • Pipeline by close date
  • Pipeline fill versus requirements
  • Activity reports
  • Opportunities missing activity
  • Forgotten activities (planned but not executed)
  • Long or short term pipeline history

Sales Commission Dashboard

Sales commission calculation

Commission dashboards calculate earnings based on the bonus structure and return the results on graphs and tables.

This saves manual calculations and enables sales reps to see pay-out when the reward is earned.

Key metrics:

  • Commission per category
  • Sale commission per period
  • Earnings per person

Motivational Scoreboards

Scoreboards are specific types of dashboards that showcase achievements and reinforce desired behavior.

They can show new customer wins, present standings of a sales contest or show high-performers who, for example, have hit their target.

Scoreboards can be streamed to strategically placed TV screens or monitors. Each element is carefully selected for maximum motivational effect.

  • Function and design is fit to purpose
  • Calculations are automatic
  • Information is updated dynamically

Self-service Dashboards

Self-service dashboards enable leaders and managers to run their own queries to company databases and navigate multiple layers of information – without needing technical skills.

System administrators set up access to dashboards so that users only see information they are authorized to view.

In the example below, sales managers can tap into order, purchasing or payment data to understand customer demand, optimize product mix, adjust pricing or identify cross-selling or upselling opportunities.

How it works:

  • select relevant filters
  • choose grouping
  • export results to other formats

How to set up your dashboards

Now that you’ve seen some dashboards, you may be wondering how you can get one.

There are many software tools on the market, but the general process is the same for all:

  • Define your KPIs and metrics
  • Connect to data
  • Build reports or modify standard reports

Once dashboards are set up, you can continue to fine-tune them. The important thing is to get
started so it’s easy to access data when you need it.

A free trial will also give you a way to try dashboards without any risk.

Viking Venture provides SaaS KPI dashboards to portfolio companies

Viking Venture has developed new KPI dashboards for its portfolio companies.

KPI dashboards are an online benchmarking tool which makes it easy to track metrics and gain insight into business performance.

Benefits for investor and portfolio companies

The dashboards include important KPIs within software-as-a-service industry (SaaS). These are based on Viking Venture’s experience from multiple exits and investments.

Each portfolio company has their own set of dashboards with relevant reports, graphs and charts.

The dashboards provide a way for companies to:

  • learn from each other
  • gain insight into operations
  • provide a healthy competition

According to Erik Fjellvær Hagen, Managing Partner at Viking Venture:

From Viking Venture dashboards, portfolio companies can monitor their own performance, gain insight and continually improve. They are also able to see how other portfolio companies are doing on specific KPIs and then reach out understand what they are doing right and what they can do better.

See video

The dashboards are powered by business intelligence (BI) platform Business Analyze.

Business Analyze assisted Viking Venture in customizing and designing their solution.

For more information about SaaS metrics and KPI tracking? Contact info@businessanalyze.com.

 

sales contests scoreboards

Business analytics and sales competitions: Business Analyze to develop new solution for Mobit

Sales contest scoreboard

Mobit, a leading Norwegian IT and phone service provider, has selected Business Analyze, business analytics platform, to track sales, manage competitions and share insights between more than 30 dealerships country-wide.

The goals of the project are twofold.

  • help leaders manage sales by plugging into data from CRM and ERP systems
  • provide real-time feedback and motivational sales leaderboards

“This is an exciting project because it involves the elements of multiple data sources, data visualization and gamification – all at the same time,” says Øyvind Skogstad, senior consultant at Business Analyze.

Business Analyze will provide Mobit with detailed business, sales and activity reports. The data for the reports will be pulled directly from company systems onto digital dashboards.

Business Analyze will also help Mobit manage sales competitions for sales team motivation. Business Analyze will calculate scores and present results on sales leaderboards for everyone to view.

During sales competitions, scores will be presented live and updated automatically. This enables participants to check the latest scores and review other sales performance indicators (KPIs) from home offices, mobile devices and other locations.

This is an important next step because it provides us with easy, fast access to data, says Harald Boyum, Director of Product and Business Development at Mobit.

– With Business Analyze we can quickly analyze, report and share data – and even run sales competitions. It’s a very flexible tool, says Boyum.

– Because Business Analyze is connected to both SuperOffice CRM and Multicase ERP, we can reuse data without having to enter it twice in separate systems.

Mobit is a customer of Business Analyze and partner CRM Insight.

Above: Senior consultant Øyvind Skogstad is developing digital dashboards and sales scoreboards for Mobit.

Read also: Business Analytics Guide for B2B Organisations

Business Analyze Webinar

Webinar Recording: Practical use of Business Analyze

Thanks to everyone who participated in our recent customer success webinar -‘Practical use of Business Analyze.’

We hope you found it helpful.

To view the Norwegian recording

To view the English version

The agenda included a review of dashboard, analytics and KPI-tracking functions.

We looked at setting targets, filtering data, sorting and grouping data – and much more.

Webinar host, Ann Kristin Søraa, also showed how these functions work together to help sales teams:

  • manage the sales pipeline
  • track revenues, budgets and forecasts
  • monitor orders and invoices
  • see live sales commissions reports

She also showed examples dashboards for:

  • Leads/campaign performance
  • Customer support metrics
  • Customers satisfaction scores/NPS
  • Customer success

Don’t miss out!

Sign up here and we’ll be sure to send you an invite to our next customer success webinar!

Business Analyze support for Google Analytics

Now you can add Google Analytics data to Business Analyze and use these two powerful tools together.

Connect data, create reports and  share insights – all from Business Analyze.

Track web traffic and other key business metrics – in one place

This new capability makes it easier to access web metrics together with other business metrics – from the conveniences of Business Analyze interface.

Senior leaders, managers and other non-marketers can access specific, meaningful web insights without needing to login to Google Analytic accounts or navigate to separate analytic tools.

Share web metrics to office TV screens and build engagement

Web insights can be shared via Business Analyze to office TV monitor, desktops and mobile devices. The more people are aware of web traffic and behavior, the better they can use this information in their daily work.

More than 30 dimensions and metrics available

Business Analyze makes Google Analytics data available through the Core Reporting API.  Business Analyze developers, designers and consultants can build custom reports on the following dimensions:

  • Users
  • Session
  • Traffic Sources
  • Adwords
  • Goal Conversions
  • Platform or Device
  • Geo Network
  • System
  • Page Tracking
  • Content Grouping
  • Internal Search
  • Site Speed
  • App Tracking
  • Event Tracking
  • Ecommerce
  • Social Interactions
  • User Timings
  • Exceptions
  • Content Experiments
  • Custom Variables or Columns
  • Time
  • DoubleClick Campaign Manager
  • Audience
  • Adsense
  • Publisher
  • Ad Exchange
  • DoubleClick for Publishers Backfill
  • DoubleClick for Publishers
  • Lifetime Value and Cohorts
  • Channel Grouping
  • DoubleClick Bid Manager
  • DoubleClick Search

 

Ready to visualize you website data? Contact us at sales@businessanalyze.com