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
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.
- 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.
- 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
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.
- Commission per category
- Sale commission per period
- Earnings per person
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 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.