10x more productive series five reports every sales...
TRANSCRIPT
10X more productive series
FIVE REPORTS
EVERY SALES
DIRECTOR SHOULD
MASTER Turn visual data into actionable insights
Presented by Base
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Presented by Base
Introduction
It’s 8 a.m. Monday morning. Your sales team is sleepily returning to work,
pouring the morning’s first coffee and firing up their machines. You are at
a conference table surrounded by your colleagues. You are here to report on
last week’s closed deals and this week’s anticipated volume. Accuracy is key
because nothing kills a meeting’s effectiveness like a fact-less anecdote. But
it’s Monday. Morning. And you couldn’t bring yourself to spend your
precious weekend minutes on Monday morning meeting prep. This is when
your CRM comes in, steps up and saves the day. Or should.
A smart CRM has the power to tell you what your hazy memory of last
week cannot; it remembers with precision exactly how many leads your
team generated, how many quotes were issued and how many deals were
made. Make sure you are using it to its fullest potential and pulling these
essential reports. Let your CRM do the Monday morning heavy lifting and
provide you with the key reports you need. And if your CRM doesn’t offer
these reports out of the box, it might be time to find a new one.
Presented by Base
3 For more information please visit http://www.flowbird.co.uk
1 Sales Funnel Analysis
This is your panorama report. The sales funnel analysis report tells you
where your team stands at all points in your pipeline and what your
business has to lose or gain. While each sales rep should be able to tell you
which deals they won, what they’ve lost and what they are waiting on - sales
funnel analysis can tell you exactly where the whole team stands, as well as
the individual.
When you pull the sales funnel analysis report you see the hard numbers of
your team’s activity over a given timeframe. You see how many deals came
in, how many were qualified and what happened from there. And here’s
where the real perk of this report comes in - you can see where your team
stands and pinpoint where they need coaching. The sales funnel report
calculates conversions at every milestone along your sales process and this is
insight you will use well beyond your Monday meeting.
Sales funnel analysis conversion reporting breaks down into percentages
how many leads qualified, how many qualified leads were given a quote,
how many quotes moved into the contract phase and how many contracts
were won. With this data you can identify strengths and weaknesses in your
lead generation and sales processes. If you see a high level of leads converting
but never being quoted you can drill in and determine if your “qualification”
process needs repair or if follow up is the problem. Or if you see an
inordinate amount of business was lost between quote and contract
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4 For more information please visit http://www.flowbird.co.uk
it might be time to coach on closing the deal. This level of detail makes you
so much more than a Monday morning meeting hero – it outfits you with
the information you need to be a truly helpful boss.
Example of a Sales Funnel Analysis Report
The Sales Funnel Analysis report in Base CRM can be filtered by date range, team
member or tag. In this example, all qualified deals made it to the Quote stage, but
only two of four deals made it from the Quote stage to the Contract stage. Wondering
why? The Loss Reasons by Owner report can shed some light.
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5 For more information please visit http://www.flowbird.co.uk
2 Incoming Deals Volume
Report
It is time to report on your prospects. How did that recent marketing
campaign work out? Are the newsletters still generating opportunities? It is
time to count beans and calculate exactly how much business the marketing
team is bringing to the table. The incoming deals volume report that will tell
you exactly that. This report breaks down the number of deals registered
over a period of time and percentage of total deal count. You can also filter
the incoming deals report by team member or tag.
This highly visual incoming deals report lays out in no uncertain terms
which campaign is pulling its weight and which one needs reworking. Base
CRM’s incoming deals volume report has two viewing options, stacked and
expanded, to help you visualize how campaigns performed collectively and
how they compare against one another. This data will guide you in your
collaborations with marketing and is essential for measuring effectiveness.
Neither you nor the marketing team wants to shoot in the dark.
Unfortunately, most marketing measurement tools come in the form of click-
through counts, likes and opens. The incoming deals volume report will
help you help the marketing team refine their work by differentiating
between what generates interest and what generates b u s i n e s s .
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6 For more information please visit http://www.flowbird.co.uk
Example of an Incoming Deals Volume Report
In Base CRM, the Incoming Deals Volume report breaks down the number of deals
registered over a period of time, according to team member, number of deals and
percentage of total deal count. You can also filter this report by team member or tag.
When you’re in the Base app, you can also hover your cursor over a date on the
graph to show a snapshot of who registered deals on a given date.
Base CRM Reporting Visualise your insights, make better decisions, boost sales.
With Base, you'll be able to quickly identify the
strengths and weaknesses in your sales funnel
to improve sales performance. Measure your
team's performance and gather insights to
help you grow your business.
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7 For more information please visit http://www.flowbird.co.uk
3 Sales Forecasting
Show me the money. No really. Show me the money. The CFO has walked
in the room and wants to know exactly how much revenue your team
expects to bring to the table over the next three months. A smart CRM will
know down to the £, how much money is in the pipeline and so should you.
Find out for yourself (and your CFO) and pull a sales forecasting report and
see precisely how many £ your team expects to bring in over a specified
date range and from where. Your sales forecasting report will tell you the
total value of all deals in the pipeline and how much of that amount your
business can realistically expect to bring in.
Sales forecasting doesn’t just predict expected revenues - it helps you
pinpoint which deals you should be focusing on. The report pools data on
the deals your reps create and estimates the likelihood of closure based on
where the deal stands in the pipeline. You can use this information to decide
how to allocate your resources and how to most efficiently reach your sales
goals in the short and long term.
Sales forecasting is also an excellent motivator for your sales reps. In Base
CRM each prospective deal self-reports on its £ value and its likely it is to
make it to close. These numbers sit on the left hand side of their dashboard
- reminding them where to focus, when to move and when to move on.
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8 For more information please visit http://www.flowbird.co.uk
Example of a Forecasted Sales Report
There are two types of Forecasted Sales reports in Base CRM. This first one
provides a view of forecasted and actual sales over time.
Example of a Forecasted Sales by Source Report
The Forecasted Sales by Source Report gives you a different view into forecasted
sales. Instead of a trend line over time, this report breaks down your forecast by the
source of where the lead came from to begin with. You can adjust the date range to
see how the composition of your deal sources changes.
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9 For more information please visit http://www.flowbird.co.uk
4 Sales Revenue Goals
Goal-setting is a universal business activity. Companies set goals for
growth, adoption, performance, expansion, employee retention and more.
But no one goal is more essential for the long-term health and stability of a
company than the sales revenue goal. The bottom line? It all comes down to
the bottom line. Revenue generation is why your team exists. Your ability to
optimize revenue generating activities is how you earned your title in the
first place. It is why you set specific, measurable, attainable, relevant, time-
based goals. Now it’s time to track and report on them.
Your CRM should to be as on-board and up-to-date about revenue goals as
your Managing Director is. When you incorporate sales revenue goals into
your CRM dashboard you create a benchmark for performance and give
your team members something to strive for. Base allows you to set
individual team member goals for sales revenue and number of deals won
(more on that later). The Base dashboard offers a quick snapshot of progress
on for a given reporting period - you can select monthly, quarterly, or
annual intervals for your goals. Sales revenue goal reporting will let you
know which reps on your team are excelling at their jobs and which ones
could use a nudge.
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10 For more information please visit http://www.flowbird.co.uk
Example of a Sales Revenue Goals Report – snapshot
Since the Sales Revenue Goals report is such a commonly visited report, you’ll see it
in two places in Base CRM. The example pictured above is on your dashboard so
that you have a quick snapshot of where you stand against your sales goals every
time you log in.
Example of a Sales Revenue Goals Report – full view
This is what the full Sales Revenue Goals report looks like in Base. It shows you how
the team is doing as well as how various team members are performing. If you’d like
to learn more about goal setting, please check out this blog post.
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12 For more information please visit http://www.flowbird.co.uk
5 Won Deals Goals
It is time to report on your reports. How is the new guy working out? Is Jane
still closing the most deals? Put personality politics and perceptions aside
and use the won deals report to find out exactly what each of your team
members is bringing to the table. This report tells you the number of deals
won, by team member, over any resolution period you choose. The report
calls on the goals you set for your team and lets you know how the number
of actual won deals are stacking up against your ambitions. Base CRM
makes the report simple to read - displaying user stats either in green or red
depending on whether or not they are on track to meet their goal for the
period.
The won deals report also paints the bigger picture of how your whole team
is doing and if they are meeting their deal quota for the resolution period.
The cumulative team goal is displayed at the top of the bar graph making it
easy to determine if your team is on track or if it’s time to get cracking.
Presented by Base
13 For more information please visit http://www.flowbird.co.uk
Example of a Won Deals Report
As with most reports, you probably want to see deals won on a team scale as well
as on an individual level. The Won Deals Goals report in Base CRM gives you both.
Every bar is labelled with the actual number of deals in case that’s easier for you
than looking at percentages (x-axis).
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14 For more information please visit http://www.flowbird.co.uk
6 Reports that matter
Many CRMs offer customer satisfaction reports and while those insightful
little reports those have their place, your job is sales. Not customer loyalty.
Not product development. Look for a CRM that reports on the information
most relevant to your job title: sales.
Your job is make sure your sales team is closing as many deals as possible.
Of course you want clients to be happy with the product and loyal to the
company. After all, you want to sell to those clients again in the future. But
that data isn’t you’re to track.
Choose the CRM that offers the insights your business needs. Base
developed their line of reports with you in mind. That is why they offer sales
funnel analysis, incoming deals volume reports, sales forecasting, sales
goals reports, and won deals reports. But that’s just the most important
reports for a Sales Director. There’s a slew of other useful reports in Base
CRM that you would make you a more productive, more informed leader.
Inspired? Sign up for a FREE trial of Base CRM.
Reports are essential for every data-driven company. They don’t just make
your Monday morning meetings for informative, they make your everyday
decisions more effective. When it comes to sales reporting, don’t rely on
estimations and impressions. Use these reports to bring facts to the table
and optimize prospects and processes. Don’t settle for a CRM that doesn’t
offer this level of insight and don’t overlook the opportunity to use it.
Make your meetings meaningful and your conference table contributions
count. The whole company benefits when the sales team thrives – that’s
the bottom line.
Other useful reports to have in your CRM
The total sales report shows the value of your won deals over a period of time.
To know where you are going, you must know where you’ve been. Use this report
to build next quarter’s benchmarks.