uscp sales team coaching dashboard overview...
TRANSCRIPT
![Page 1: USCP Sales Team Coaching Dashboard Overview …d2oqb2vjj999su.cloudfront.net/users/000/030/303/751/...USCP Sales Team Coaching Dashboard (CQ) Purpose and Intent: Daily and Weekly observation](https://reader034.vdocuments.net/reader034/viewer/2022050104/5f4280e72dd5593a737a9d5a/html5/thumbnails/1.jpg)
11/12/2014
USCP Sales Team Coaching Dashboard
Overview for Sales Managers
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Goals Today More Appointments….Better Close Ratio…..More $$ per sale
11/12/2014
1. Decide on one or more sales representative performance goals that can be tied to use of Salesforce.com before leaving this meeting
2. Read and understand every day: Salesforce.com Sales Team Coaching Dashboards starting tomorrow morning—comment/ offer recognition real time when appropriate
3. Discuss subordinates’ activities in one new way every week at one on ones using Salesforce.com Dashboards.
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Sales Manager University 1 on 1 Guide
11/12/2014
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11/12/2014
Dashboard Example USCP Sales Team Coaching Dashboard (CQ)
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Items 1-6
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1. Performance to Goal (CQ)
Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities.
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Fiscal Period Grand Total
Owner: Full Name Sales Desk
#
P7 P8 P9
CAROLYN 1306 Sum of Quota Amount $100,000.00 $119,150.00 $175,412.00 $394,562.00
Sum of Pipeline Amount (O & C) $80,946.64 $62,054.50 $56,604.50 $199,605.64
Sum of Pipeline Amount (O) $33,286.00 $35,686.00 $35,686.00 $104,658.00
Sum of Expected Pipeline Amount (O)
$6,200.80 $6,920.80 $6,920.80 $20,042.40
Sum of Bus Sys Published Amount $331.67 $0.00 $0.00 $331.67
Sum of Bus Sys Scheduled Amount $34,177.27 $6,205.84 $3,842.50 $44,225.61
Published + Scheduled $34,508.94 $6,205.84 $3,842.50 $44,557.28 % to Goal 34.51% 5.21% 2.19% 11.29%
Performance to goal: Drill down report
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2. Performance to Goal Digital (CQ) Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: Product Family equals Digital
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11/12/2014
This rep’s total goal is about 30,000.00, but their digital goal is just this $5,500.00, so this dashboard tracks only the opportunities associated with digital product families.
Performance to digital goal: Drill down report
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3. Opportunities by Stage (CQ) Report Type: Opportunities with Products and Schedules, close date shown in current quarter, shows as expected revenue Report Details: •Based on the owner of the opportunity •Includes Open Pipeline Opportunities
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Stage Grand Total
Opportunity Owner Plan and
Prepare Evaluate
Needs Build a
Solution Present &
Close Suzie Sum of Expected Schedule Amount
Sum of Pipeline Amount $25.00
$500.00 $118.50 $789.99
$2,801.70 $9,339.00
$0.00 $0.00
$2945.20 $10,628.99
Sum of Opportunities Record Count
1 2
2 5
5 19
0
8 26
Mark Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$282.58 $5,651.67
3
$496.50 $3,310.00
2
$600.00 $2,000.00
1
$10,651.65 $17,752.76
5
$12,030.73 $28,714.43
11 Record Count 16 8 2 27 53
Isabella Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$1.74 $34.50
1
$0.00 $0.00
$0.00 $0.00
$642.40 $1,070.66
$644.14 $1,105.16
4 Record Count 3 0 0 0 11
James Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$127.97 $2,558.28
12
$0.00 $0.00
$0.00 $0.00
$0.00 $0.00
$127.97 $2558.28
12 Record Count 26 0 0 0 26
Lucy Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$55.35 $1,106.76
2
$0.00 $0.00
$0.00 $0.00
$1,806.60 $3,011.00
$1,861.95 $4,117.76
7 Record Count 9 0 0 6 25
Nathan Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$0.00 $0.00
$0.00 $0.00
$0.00 $0.00
$2,588.40 $4,313.98
2
$2,588.40 $4,313.98
2 Record Count 0 0 0 9 9
Grand Total
Sum of Expected Schedule Amount Sum of Pipeline Amount Sum of Opportunities
$2,721.89 $10,741.26
112
$3,439.72 $7,539.71
16
$5,046.75 $11,339.00
19
$12,947.85 $26,148.50
33
$24,156.21 $48,228.76
180 Record Count 229 47 62 93 431
Opportunities by Stage (CQ)
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4. Performance to Goal (CQ) Report Type: Quotas with Schedule Splits
On team view: Shows individuals
On sales rep view: Shows periods
Shows all quotas which have assigned sales credit based on Order Opportunities.
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5. Performance to Goal Digital (CQ) Report Type: Quotas with Schedule Splits On team view: Shows individuals
On sales rep view: Shows periods Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Product Family equals Digital
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6. Opportunities by Stage Digital (CQ)
11/12/2014
Report Type: Opportunities with Products and Schedules, close date shown in current quarter, shows as expected revenue Report Details: Based on the owner of the opportunity Includes Open Pipeline Opportunities
Report Details: Product Family equals Digital
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Items 7-12
11/12/2014
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7. Performance to Target Pipeline (CQ) Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Target = (Quota – Orders)*4 •Pipeline = Sum of Open Pipeline Opportunities for which the user has assigned sales credit.
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Fiscal Period Grand Total
Quota Assigned To Name Quota Type P7 P8 P9 Aaron Desk Quota Sum of Quota Amount $33,500.00 $35,000.00 $37,790.00 $106,290.00
Published + Scheduled $34,932.10 $11,681.08 $1,025.00 $47,638.18
Gap ($1,432.10) $23,318.92 $36,765.00 $58,651.82 Target Pipeline ($5,728.40) $93,275.68 $147,060.00 $234,607.28 Current Pipeline $71,021.67 $78,521.67 $68,471.67 $218,015.01 % of Pipeline -1239.82% 84.18% 46.56% 92.93%
Subtotal Sum of Quota Amount $33,500.00 $35,000.00 $37,790.00 $106,290.00
Published + Scheduled $34,932.10 $11,681.08 $1,025.00 $47,638.18
Gap ($1,432.10) $23,318.92 $36,765.00 $58,651.82 Target Pipeline ($5,728.40) $93,275.68 $147,060.00 $234,607.28 Current Pipeline $71,021.67 $78,521.67 $68,471.67 $218,015.01 % of Pipeline -1239.82% 84.18% 46.56% 92.93%
Suzie Desk Quota Sum of Quota Amount $21,000.00 $17,000.00 $18,041.00 $56,041.00
Published + Scheduled $21,857.51 $5,978.59 $3,276.00 $31,112.10
Gap ($857.51) $11,021.41 $14,765.00 $24,928.90 Target Pipeline ($3,430.04) $44,085.64 $59,060.00 $99,715.60 Current Pipeline $63,721.59 $61,139.93 $29,564.93 $154,426.45 % of Pipeline -1857.75% 138.68% 50.06% 154.87%
Subtotal Sum of Quota Amount $21,000.00 $17,000.00 $18,041.00 $56,041.00
Published + Scheduled $21,857.51 $5,978.59 $3,276.00 $31,112.10
Gap ($857.51) $11,021.41 $14,765.00 $24,928.90 Target Pipeline ($3,430.04) $44,085.64 $59,060.00 $99,715.60 Current Pipeline $63,721.59 $61,139.93 $29,564.93 $154,426.45 % of Pipeline -1857.75% 138.68% 50.06% 154.87%
Kate Desk Quota Sum of Quota Amount $195,000.00 $206,000.00 $125,000.00 $526,000.00
Published + Scheduled $54,601.01 $19,477.91 $11,587.91 $85,666.83
Gap $140,398.99 $186,522.09 $113,412.09 $440,333.17 Target Pipeline $561,595.96 $746,088.36 $453,648.36 $1,761,332.68
Current Pipeline $53,828.33 $48,828.33 $39,828.33 $142,484.99 % of Pipeline 9.58% 6.54% 8.78% 8.09%
Subtotal Sum of Quota Amount $195,000.00 $206,000.00 $125,000.00 $526,000.00
Published + Scheduled $54,601.01 $19,477.91 $11,587.91 $85,666.83
Gap $140,398.99 $186,522.09 $113,412.09 $440,333.17 Target Pipeline $561,595.96 $746,088.36 $453,648.36 $1,761,332.68
Current Pipeline $53,828.33 $48,828.33 $39,828.33 $142,484.99 % of Pipeline 9.58% 6.54% 8.78% 8.09%
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8. Performance to Target Pipeline Digital (CQ) Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Target = (Quota – Orders)*4 •Pipeline = Sum of Open Pipeline Opportunities for which the user has assigned sales credit. •Product Family equals Digital
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9. All Open Opportunities by Stage
11/12/2014
Report Type: All Open Opportunities with Revenue, shows as expected revenue Report Details: Based on the owner of the opportunity Includes all Open Opportunities
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10. Open Opportunity Stage Duration (CQ)
11/12/2014
Report Type: All Open Opportunities with days in each stage, P&P, EN, BAS, P&C Report Details: Based on the owner of the opportunity Includes all Open Opportunities
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11. Closed Won Opportunity Stage Duration (CQ)
11/12/2014
Report Type: All Closed Won Follow Through Opportunities with days in each stage, EN, BAS, P&C Report Details: Based on the owner of the opportunity Includes all Closed Won Follow Through Opportunities
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12. % of Accounts Buying Digital by Quarter (TY)
Report Type: Accounts All Accounts the user owns.
Report Details: •QTR TY Digital Spend Total (from ASAT)
•(RELATE TO 15.)
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Items 13-18
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13. Performance to Target Pipeline (NQ)
Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Target = (Quota – Orders)*4. Target will not exist until the NQ quota values are entered. •Pipeline = Sum of Open Pipeline Opportunities for which the user has assigned sales credit.
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14. Performance to Target Pipeline Digital (NQ)
Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities. Report Details: •Target = ( Digital Quota – Orders)*4. •Target will not exist until the NQ quota values are entered. •Pipeline = Sum of Open Digital Pipeline Opportunities for which the user has assigned sales credit.
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15. % of Accounts Buying Digital by Quarter (LY)
Report Type: Accounts: All Accounts the user owns.
Report Details: •QTR LY Spend Digital Total (from ASAT)
(RELATE TO 12.)
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KPIs: % of Accounts Buying Digital
Q1 TY Digital Spending Q2 TY Digital Spending Q3 TY Digital Spending Q4 TY Digital Spending
Beth (29 records)
$39,001.53 $61,614.40 $25,590.71 $4,951.57
Julia (34 records)
$18,613.16 $8,771.37 $22,875.42 $4,450.00
Jeremy (45 records)
$32,759.99 $20,823.20 $4,284.21 $120.00
Grand Totals (228 records)
$196,112.38 $217,455.47 $78,072.90 $9,621.57
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KPIs: % of Accounts Buying Digital
Q1 TY Digital Spending Count
Q2 TY Digital Spending Count
Q3 TY Digital Spending Count
Q4 TY Digital Spending
Count
Q1 % of Accounts
Buying Digital
Q2 % of Accounts
Buying Digital
Q3 % of Accounts
Buying Digital
Q4 % of Accounts
Buying Digital
Beth (29 records)
17 12 7 4 58.62% 41.38% 24.14% 13.79%
Julie (34 records)
10 5 5 2 29.41% 14.71% 14.71% 5.88%
Jeremy (45 records)
28 24 8 3 62.22% 53.33% 17.78% 6.67%
Grand Totals (228 records)
84 77 29 11 36.84% 33.77% 12.72% 4.82%
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16. Leads w/Overdue Activities (CQ)
Report Type: Activities with Leads
Report Details: •Based on the owner of the Activity •Activity due date less than Today •Lead is not Disqualified, Converted, Not Ready, Wrong Desk
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17. Leads By Status
Report Type: Leads shown as assigned to anyone in team
Report Details: •Based on status field
11/12/2014
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18. Opportunities Created by Week (CQ)
Report Type: Opportunities
Report Details: •Based on the owner of the Opportunity
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Items 19-20
11/12/2014
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19. Number of Overdue Opportunities
Report Type: Opportunities
Report Details: •Based on the owner of the Opportunity • All Open Opportunities • Close Date is in the past
11/12/2014
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20. Opportunities w/Overdue Activities (CQ)
Report Type: Activities with Opportunities Report Details: •Based on the owner of the Activity •Activity due date less than Today •Opportunity is not Closed