The vision and direction of a sales team is owned by senior leadership and the sales management team. As you consider using a Customer Relationship Management (CRM) tool like Salesforce, it’s important to develop a culture that understands that you cannot manage what you don’t measure.
That means the data within your CRM should be clean. Data integrity is lost when information is missing, which affects your selling efficiency. To keep your data healthy, build processes that require regular use of your sales automation software. As a sales manager, it’s best if you are logging in to Salesforce each morning to look at the dashboard of your team.
The areas of focus for sales management as it relates to Salesforce are motivation, management, and transparency. As a sales leader, the utilization of the CRM’s dashboards helps you stay on track with everything your team is doing. Further, you’ll be able to do so with such detail that you’ll more easily derive action plans related to the team’s key performance indicators (KPIs) and goals.
Dashboards For Sales Managers
All dashboards are not created equal. Within Salesforce there are several dashboards you should probably check every day.
The first being the Daily View, which provides information related to your team’s progress and activity. Rather than waiting for the end of the quarter reports, you’ll easily see what requires your immediate attention. You’ll know which opportunities were won and lost and how the pipeline looks. It’ll also be easy to identify whether or not you have enough opportunities to meet the goals.
Recognizing performance is critical, and so beyond the daily view, sales managers have a Sales Performance dashboard that allows you to review each representative’s performance to gain a better understanding of how they’re progressing in their role, and how they compare to their peers. This lets you know who is excelling, and who needs additional coaching.
Once you build up a reliable baseline, you’ll be able to forecast sales with reliable accuracy.
Perhaps one commonly overlooked element of sales success is the process itself. Salesforce provides a Process Efficiency dashboard that helps sales managers identify where your process is the most effective, and where it needs improvement.
You’ll see things like where your data quality is poor, where errors are occurring and when, whether or not your activities meet your goals, and how effective each activity is.
It can sometimes be difficult to understand how sales management and automation impacts return on investment (ROI). However, Salesforce provides visibility into which activities deliver the greatest return, which salespeople perform at the highest levels, and how often the processes you have in place are followed.
This means that you can help your team when their performance lags by easily identifying where the problem areas are, and who is responsible. From there, you’ll have data to support where your coaching increased performance and how that translated from meetings to new opportunities to conversions.
In short, you’ll see how sales management activities improved your team, and how to measure them without having to put in hours of work creating formulas on spreadsheets. Salesforce gathers all the information you need about your team’s performance and stores it in place.
Managing activity through Salesforce helps increase conversion rates between each step in the sales process and understand how precisely how those improvements happened.
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