Welcome to our best practices & KPI’s to get you a Sales dashboard that will drive results
“Your dashboards need to achieve 2 things; be useful & drive engagement. When your staff look at them everyday, give feedback & adjust them, THAT is when they will drive results continuously.”
1. Set Base & Stretch Goals
1. Firstly it’s best practice to set goals with your team and more importantly keep reviewing them as the months go by
2. Base goals keep your goals achievable & usually, a sales commission is based on these
3. Stretch goals inspire us to think big and remind us to focus on the big picture
- We usually put these goals into googlesheets, this means they can be shared and updated by the entire team whenever they need to be
- We pull these goals into the datalake where your entire businesses data sits
- Combine them in KPI Cards or Visuals like the below or tables or whatever makes sense to you and your team
2. Don’t clutter the dashboard, it’s an operations dashboard, only show what you want to focus on
You want your team to know what you want them to focus on
- This is an operations not an analytical or vanity dashboard, don’t put lots of charts and graphs on
- Pin just a few numbers and gauges from the underlying report onto your dashboard
- Remember you can change what goes on a dashboard based on a new direction or team feedback
3. Keep it realistic & keep refining if you want to drive engagement
You want your staff looking at this at least every other day. If the dashboard you have created has targets that become unrealistic or a bunch of crap that’s not relevant, it’s going to fail.
- Review regularly
- Ensure staff are encouraged to give feedback
- Ensure you use a tool that is flexible and allows you to adjust KPI’s / metrics / layouts / areas of focus over time.
4. Splits Sales Orders & Invoiced Sales
All sales are not born equal. Invoiced usually is tied to cashflow, Sales Orders usually tied to commission, there is no hard and fast rule here. Some businesses treat Authorised Quotes as Sales Orders some exclude Disbursements from sales. It completely comes down to your business and it’s a process that evolves over time.
Either split the Metrics between 2 dashboards or label them as such. No rocket science here.
5. Automate fully, update at least hourly, look Ma no hands!
If it’s manual…
- It’s not going to create the team competition we are after
- It’s not going to get done when someone goes on holiday
- It’s going to contain errors
- It’s going to suck. Don’t get me wrong, it’s important to do an initial manual version whilst testing it out amongst your staff and assessing feasibility, but the end game is a no hand situation.
- Choose systems that have API’s or abilities to expose date
- Choose a best of breed data solutions provider like us 😉
6. Sales vs Should Be Targets KPI
This is the one number you want your staff to focus on, if it’s red, have chats about how to fix it. If it’s green, have chats about how to hit the incentive targets.
7. Daily average required target KPI
“Turn a goal into a habit”
I hope you have enjoyed this post as much as we have enjoyed creating these dashboards with our clients and garnering suchknowledge knoweldge along the way!