A sales dashboard is the primary tool for managing and monitoring the performance of your revenue organization. Before the pandemic, a sales dashboard meant simply tracking the pipeline and its progression to see if you'll make the quarter. Today, however, the purpose of a sales dashboard has evolved beyond just an easily digestible overview of KPI’s (key performance indicators).
Today, a sales dashboard is a tool to help you manage the performance of every individual on your remote team at just the right level. This means every revenue leader needs to be able to navigate an overwhelming amount of data, and understand the predictive metrics that influence your deals across the real indicators of rep success.
What Makes a Great Sales Dashboard for Remote Teams?
It can be overwhelming deciding what sales dashboard you need to better manage your remote teams. While the internet is full of the old ways of reporting on sales, the new realities of B2B selling demand a new approach.
In this all-digital environment, what makes a great sales dashboard is not just the layout, organization, user-friendliness, but also blending deal data with real-time behavioral data of your teams.
By equipping yourself with a dashboard that helps you accurately track sales behaviors, you can coach and reward your team, react quickly to market changes, and encourage close more deals.
How to Create a Behavioral Sales Tracking Dashboard
Your business is unique; therefore, your sales dashboard needs to be unique as well. Just like no snowflakes are the same, no two behavioral sales dashboards are going to be identical.
Below are steps to follow when creating your sales dashboard.
Decide on your layout
First and foremost, when creating a sales dashboard, you want to make sure the layout is well planned and easily digestible to ensure the right metrics appear and the most critical metrics are most visible.
The layout and presentation of sales data allow for the magic of a sales dashboard to happen.
To decide the layout of your dashboard, make sure you are focused on how somebody will use the dashboard, the frequency it is used, and what information will benefit your user the most.
Determine your behavioral metrics
Once your layout is determined, you need to pick the appropriate metrics that mirror the goals you’re trying to reach.
Decide your metrics based across 2 dimensions of managing your sales team:
Fixed: these are the core behaviors that you need every sales rep to exhibit all the time such as build pipeline, follow up with impact, respond within a certain timeframe.
Variable: these are the behaviors that you need based on new business strategies such as multi-thread across personas, sell higher, follow a new methodology, and pursue new logos.
Behavioral sales metrics commonly fall into one or more of the following categories:
Milestone metrics - did a rep hit a key milesone in a deal such as receiving an NDA?
Time-based metrics - did a rep get a response from the customer within a certain amount of time?
Core metrics - does a rep exhibit some core behaviors of engaging with right personas and the right messaging?
Choose a sales dashboard solution
Reinventing the wheel has rarely proven productive. If you are strapped on salesforce Admin or Ops resources, creating your remote sales dashboard based on behavioral data can be daunting.
If you are already using tools like salesforce, hubspot, clari, gong, and even some intent and prospecting tools on top of calendar, zoom, and email, the best approach is to find a solution that can aggregate data from all these sources to track the behaviors automatically.
4 Best Sales Dashboards for Managing Remote Teams
1. Sales Manager Dashboard - Revenue Signals Across All Reps
What is it?
Sales managers have a lot on their plate. The goal of using a sales manager dashboard is to help relieve some of the stress of analyzing and interpreting critical data that helps monitor sales teams’ performance.
As a manager, you want to make sure that your team is running like a Cadillac. Using this dashboard will provide an overview of key metrics you need to be aware of when analyzing your team, ensuring everyone stays in the fast lane.
A sales manager dashboard shows you daily, weekly, and monthly statistics of individuals and a team to help you see progress towards set goals.
This dashboard will make it easy to enact incentives and understand the strengths and weaknesses of each of your reps.
Who is it for?
This type of dashboard is ideal for sales team managers who want a leg up to fine-tune their sales team to excel.
How it helps:
This dashboard makes monitoring all your reps a breeze. Set key metrics off of KPIs to fine-tune your understanding of revenue signals across all representatives.
See who your top and lowest performers are with the click of your mouse.
Understand trends and a reps’ sales history to help reps perform at their best to constantly monitor and coach your sales team.
In sales, it’s critical to constantly be monitoring and coaching your sales team. You want to know what is working, what is not, and how to improve.
By understanding your team’s performance, you are better suited to create a culture of winning by reinforcing excellent performances and directly understanding what individuals need to work on.
The individual rep coaching dashboard provides data that allows managers to track every team’s key behaviors using powerful AI technology.
This dashboard will identify the signals within your team that close deals and drive results while helping you identify critical KPIs that individual reps may need to improve. By using a unique rep coaching dashboard, managers can develop winning behaviors and create incentives.
Who is it for?:
Ideally used by managers and leaders to track teams’ progress and results.
How it helps:
This dashboard is perfect for managers and leaders that want to drill down into a rep and see what that individual rep needs to improve on and what they are excelling with.
The individual rep coaching dashboard displays key KPIs and data derived from the performances of the individuals of your sales team.
This dashboard displays all key data in easy-to-understand graphs, tables, and charts; therefore, you are not wasting any time searching for what you need to know.
SetSail is a Revenue Execution Platform that realigns sales around the small wins that lead to their big win. SetSail uses machine learning and AI to identify key buying signals that lead to successful deals, tracks those signals for coaching, and allows managers to create automated incentive programs to drive top sales behaviors. CROs and Sales VPs at companies like Dropbox, Cisco, and HubSpot use SetSail to increase attainment, accelerate ramp time, and improve win rates. Customers that use SetSail have 12% higher quota attainment, 25% faster ramp time, and a 15x ROI on sales incentives.