USCP Sales Team Coaching Dashboard Overview...

11/12/2014

USCP Sales Team Coaching Dashboard

Overview for Sales Managers

Presenter

Presentation Notes

LESSON PLAN: ASK: What are they using today for performance coaching daily/ weekly? How would they LIKE to enhance it? Use goals handout and explain its to take notes on and use as a reminder--- Explain our goals today: (see next slide) also give handout of these with area for notes and advise I want a to take a pic ---so I have a copy at end of class---attach SMU 1 on 1 guide to it also.. (I will remind by emailing it to them in a week or two) Checking for previous knowledge and letting them lead, overview of all fields in “buckets”: Performance to Goal Pipeline and Opportunity Management Digital Discuss which ones could be FOCUSED on weekly/ etc. to get to goal, and which ones are more crucial for Adv Dir level to bring to managers, managers to reps. Assure I will assess prior knowledge as we go, and adjust coverage accordingly

Goals Today More Appointments….Better Close Ratio…..More $$ per sale

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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.

Presenter

Presentation Notes

Explain I expect them to come up with answers to write down that will guide them toward implementation and help them remember.

Sales Manager University 1 on 1 Guide

11/12/2014

Presenter

Presentation Notes

We can make sure your dashboard reviews align with the 1 on 1 format taught in SMU……It explains that you should review the dashboards during pipeline review. Again, what are the most important areas? How do we know whether this person is on track to meet quota? What can be done to improve ?

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Dashboard Example USCP Sales Team Coaching Dashboard (CQ)

Presenter

Presentation Notes

Purpose and Intent: Daily and Weekly observation and coaching against results and pipeline in real time Our main areas of focus should be , again, where can we make impact on the results for this quarter by what we do this week/ today? Salesforce dashboards can easily be the guide to a deeper understanding, quickly. You will also begin to look at “views” and reports, for certain other information you are interested in. But if you start by really understanding these dashboards you will get the most important information quickly and a path to a deeper dive when wanted. Please open your own sales team coaching dashboard and follow along throughout the trinaing, asking questions and making notes as needed.

Items 1-6

Presenter

Presentation Notes

Dashboards are collections of components that graphically display your custom report data.They provide a snapshot of key metrics and performance indicators that you find important for growing your business. I AM GOING TO CATEGORIZE AND NUMBER THESE ITEMS—Across each row and then down to next-- AS A TOOL TO HELP YOU REMEMBER THE IMPORTANT ONES for YOU. The first few items review your teams results in terms of revenue, performance to goal Then you get a snapshot of your Sales Executives ability to grow their pipeline and manage their opportunities appropriately – for example, how much revenue do they have in the pipe, when is it expected to close, what stage of the sales process is each opportunity in and how are they moving them forward. Third, you will be able to measure factors in Digital Success

1. Performance to Goal (CQ)

Report Type: Quotas with Schedule Splits Shows all quotas which have assigned sales credit based on Order Opportunities.

Presenter

Presentation Notes

Everyone has it open? How does it look? On track to meet for this point in quarter? If not, what can we do about it?

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

Presenter

Presentation Notes

WHY IS MONTHLY IMPORTANT?? Will show detail for all months within the quarter. This will help with pacing. - This report not only provides what is published and scheduled but also shows the sales executives potential in their pipeline What you need to know: Sum of Quota Amount = total revenue across all products Pipeline (O & C) = Opportunities open and Closed Won Pipeline (O) = opportunities open Sum of Expected Pipeline – factors in percentages for likelihood of closing based on the stage the opportunity is in: Plan & Prepare: 5% Evaluate Needs: 15% Build the Solution: 30% Present and Close: 60% Business System Published Amount – ad has already run Business System Scheduled – ad is scheduled for a future date w/in the quarter Published & Scheduled – your known business % to Goal: the % of your published & scheduled revenue of your goal.

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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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

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

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


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


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


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)

Presenter

Presentation Notes

What you need to know: Opportunities in the pipeline are those that have been identified as having closing dates within the current quarter. Opportunities have been adjusted to closing probability based on their stage they are in: Present & Close: 5% Evaluate Needs: 15% Build the Solution: 30% Present & Close: 60% Mousing over the pipeline shows you actual dollars and percentages in each step. Sum of opportunities represents advertisers. Record count is ad schedule splits.

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.

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

6. Opportunities by Stage Digital (CQ)

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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

Items 7-12

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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.

Presenter

Presentation Notes

On track to meet for this point in quarter? If not, what can we do about it? Let’s look at details and decide how we want to discuss .

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


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


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%



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


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%



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%

Presenter

Presentation Notes

What you need to know: Review terms: Quota Published & Scheduled is known business Gap is what’s missing to goal (doesn’t account for “run rate”) Target = 4X the gap What is there currently? What % is that? A negative number indicates the target exceeds the gap BUT check to be sure it’s quality and not just “fill”

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

9. All Open Opportunities by Stage

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Report Type: All Open Opportunities with Revenue, shows as expected revenue Report Details: Based on the owner of the opportunity Includes all Open Opportunities

Presenter

Presentation Notes

Drill down on your own, we will walk through together ( bring up a manager’s real one)----What do you see?

10. Open Opportunity Stage Duration (CQ)

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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

Presenter

Presentation Notes

Drill down on your own, we will walk through together ( bring up a manager’s real one)

11. Closed Won Opportunity Stage Duration (CQ)

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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

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.)

Presenter

Presentation Notes

Definition The number of active accounts in the quarter that bought a digital campaign as a percent of the total. RELATE TO 15. Why this is important Our clients will get the best results with multi media campaigns that deliver their target customers. To reach our goal of becoming a strong digitally focused sales organization, we need to effectively sell digital solutions to all customers. Like us, our clients are transforming their businesses to online. Every local market has a tremendous number of digital opportunities available to them. Our digital portfolio is comprehensive and offers solutions for any size or sophistication of business. We DO have something for everyone. We need to capture these opportunities. Current KPI is 38% overall which includes auto Share team #s What else should I look at in conjunction with this KPI? (answer: what the average value is)

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Items 13-18

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.

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.

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.)

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

Presenter

Presentation Notes

What to look for: Look for overall percentages for individuals as compared to the team average. In general, our % of digital sits at 38% across all sales channels. This needs to improve. This information is available for all 4 rolling quarters. You will want to look for improvement from quarter to quarter as well. NOTE: This report was too big to print on one page

KPIs: % of Accounts Buying Digital

Q1 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%

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

Presenter

Presentation Notes

As managers we will look at this with your reps. Leads that have been entered and not contacted within 7 days will show up here. New leads Again, you can hover over for more info and click to drill down to the detail and see what is going on. Is this time frame reasonable?

17. Leads By Status

Report Type: Leads shown as assigned to anyone in team

Report Details: •Based on status field

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18. Opportunities Created by Week (CQ)

Report Type: Opportunities

Report Details: •Based on the owner of the Opportunity

Items 19-20

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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

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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

USCP Sales Team Coaching Dashboard Overview...

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