How to create a sales dashboard?
Posted: Thu Jan 23, 2025 8:36 am
The book Cracking The Sales Management Code (Jordan, 2011) conducted research that identified 306 sales metrics that are used by managers and proposes a fairly valid reflection on how to set up a Sales Dashboard.
Some of these reflections that serve as a war plan for the sales operation are:
What does it take to get the metrics right?
How to select them?
How to test them?
How to use them to manage a high-performance sales team?
It is necessary to always keep in mind the focus on the finland whatsapp resource main functions of a Sales Dashboard, which are to identify trends (good or bad) and direct actions to the field , since it is easy to get lost in the midst of so many metrics and thus direct the team towards a wrong strategy.
The multiplication of tools and the availability of data makes any report seem valid, enlightening and the secret ingredient of sales alchemy. However, having a vision of an action is not the same as having control over that action.
Control over sales force actions is, in most cases, the ingredient that sales leaders are missing – not vision. The challenge going forward is probably more related to too much data than too little.
What types of sales metrics exist?
So the next question arises: how do you set up a Sales Dashboard that clearly shows what actions will direct the sales team to achieve their goals?
In this way, we will explore how sales metrics work, what are the data points that need to be reported, what are the inputs and outputs , and how they establish a cause and effect relationship at different levels.
The basic question we need to ask when the goal is to build a Sales Dashboard that serves as an indicator of actions for the sales team is: how manageable are the numbers provided?
From this, it is possible to separate sales metrics into 3 groups (Jordan, 2011):
1- Business Results Metrics
They are the outputs of multiple objectives, which are influenced by operational activities.
They present the result of what the organization does and are at such a high level that they are influenced by other areas of the company and even external ones.
In general, business outcome metrics serve to assess the overall health of the organization.
Examples of Business Results metrics are:
Revenue Growth.
% Market share.
Gross Profit.
Customer Satisfaction Rating.
Some of these reflections that serve as a war plan for the sales operation are:
What does it take to get the metrics right?
How to select them?
How to test them?
How to use them to manage a high-performance sales team?
It is necessary to always keep in mind the focus on the finland whatsapp resource main functions of a Sales Dashboard, which are to identify trends (good or bad) and direct actions to the field , since it is easy to get lost in the midst of so many metrics and thus direct the team towards a wrong strategy.
The multiplication of tools and the availability of data makes any report seem valid, enlightening and the secret ingredient of sales alchemy. However, having a vision of an action is not the same as having control over that action.
Control over sales force actions is, in most cases, the ingredient that sales leaders are missing – not vision. The challenge going forward is probably more related to too much data than too little.
What types of sales metrics exist?
So the next question arises: how do you set up a Sales Dashboard that clearly shows what actions will direct the sales team to achieve their goals?
In this way, we will explore how sales metrics work, what are the data points that need to be reported, what are the inputs and outputs , and how they establish a cause and effect relationship at different levels.
The basic question we need to ask when the goal is to build a Sales Dashboard that serves as an indicator of actions for the sales team is: how manageable are the numbers provided?
From this, it is possible to separate sales metrics into 3 groups (Jordan, 2011):
1- Business Results Metrics
They are the outputs of multiple objectives, which are influenced by operational activities.
They present the result of what the organization does and are at such a high level that they are influenced by other areas of the company and even external ones.
In general, business outcome metrics serve to assess the overall health of the organization.
Examples of Business Results metrics are:
Revenue Growth.
% Market share.
Gross Profit.
Customer Satisfaction Rating.