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Conversion Metric and Leads Created By Dashboard Reporting

We know that being able to understand your team's performance is critical to your success. You need to be able to take the data SPOTIO is driving and turn that into meaningful information so you can tailor your sales pipeline, reward and recognize your biggest winners, and inspire and train your whole team. That's why we have Dashboards to help maximize performance.

What's Covered in this Article:

In this article, learn the benefits, features and key insights to be gained from the following categories of Dashboards.

  • Conversion Metrics

  • Leads Created By

Conversion Metric Reports

Conversion Metric Reports help you see trends and determine where the sales process is thriving and where it may need some extra attention.

As a Sales Manager, you have to be able to read the data coming in from the field and use it to build strategies to increase your wins. You have to be able to manage your team based on the facts. Sales activities and metrics make it possible for you to point out weaknesses and turn them into strengths.

SPOTIO's Conversion Metric Dashboards give you the insights and analytics you need to asses and tweak the sales process, resulting in a 2x increase in Sales Rep productivity.

Conversion Metric Dashboards

  • Conversion Metrics: Full Pipeline

  • Conversion Metrics: First Stage to Won

  • Conversion Metrics: Visits to Next Stage (Average Number of Visits)

  • Conversion Metrics: Visits to Next Stage (Total Efforts)

 

Conversion Metrics: Full Pipeline

Benefit: Keep the sales engine running and reps on track by quickly identifying where deals are being lost.

Feature: This graph shows the number of leads created during a given timeframe distributed by their current stage. Active leads are in yellow and Lost leads in red. The Lost leads are distributed into the stages they were in before they were moved to Lost.  

The percentages show the number of Lost leads for the associated stage.  

Insight: See where the largest percentage of leads are Lost or Active by stage. Helps the user understand at which stage the bulk of their business is being Lost.

 

Conversion Metrics: First Stage to Won

Benefit: How nice would it be to easily know which reps are performing and which need some attention? With this report, you will!

Feature: See the % of leads that do - or do not - make it from Prospecting (first stage) to Won. Additionally, First Stage to Win illustrates the average number of days from Prospecting (first stage) to Won.  

Insight: This report provides an overall sense of how quickly reps are converting initial Opportunities to Wins, as well as the total number of how many Wins Reps are getting relative to overall first stage leads.

 

Conversion Metrics: Visits to Next Stage (Average Number of Visits)

Benefit: Gives reps the power of efficiency by showing how much attention and contact each prospect needs. This will greatly streamline a reps day and increasing chances of a win.

Feature: This reports shows the number of visits that Sales Reps should do to achieve next stage. Average number of visits mode: shows absolute number of visits logged on each stage. As result user able to see what stage requires more visits.

On the screen we can see that Sales Rep should do dozens of visits to move from Prospecting to Qualified and Appointment Set to Won, but moving from Quote Provided to Appointment Set usually not requires visits.

Insight: Gives user a sense of which stage requires the most visits and attention from the reps and overall sense of where resources are committed most heavily toward the sales effort.  

 

Conversion Metrics: Visits to Next Stage (Total Efforts)

Benefit: Did you know that an unmotivated Sales Rep can result in a 25% - 50% loss in productivity? A great way to keep your sales team motivated and hungry is through our 'Total Efforts' report.

Feature: This Report shows the number of visits that Sales Reps should do to in order to keep the sale moving in the right direction. Total Efforts mode: shows total number of visits that were logged.

Insight: Visits to Next Stage is an alternative way to show dynamics of the Visits and visualize the number of visits from Stage 1 to Stage 2, Stage 1 to Stage 3, etc.

 

Visit Verification: by Distance

Benefit: Sometimes there is mistrust with Sales Reps. One way to ensure they're working the territories they claim is through Visit Verification Reports to put your mind at ease.

Feature: This Report shows average distance the Sales Rep is from the prospect when they create a lead while out in the field.  

Insight: See the number of leads your Reps are creating and the distance from the lead they are when they are creating it.

 

Loss Reasons

Benefit: Being able to pull reports based on reasons why a lead ended as a 'loss' will help Sales Reps - and Managers - determine what went wrong and possible mistakes made so that you can prevent losses in the future.

Feature: This Report shows the number of visits that Sales Reps should do to in order to keep the sale moving in the right direction. Total Efforts mode: shows total number of visits that were logged.

Insight: This report provides insight into why leads were lost organized by category.

It’s not enough to simply know the numbers, you have to understand what they’re telling you. It’s important to have the ability to interpret where a rep on your team could be experiencing success, or struggling, simply from looking at the numbers.


Leads Created By Reports

Part of being a Sales Manager is understanding when and where your team can make the most impact. You have to be able to look at your data and decide where your peak productivity happens. Being able to see what Activities are moving the needle helps you refine your strategy.

SPOTIO's Leads Created By Dashboards help you see trends and know exactly what is working and what isn't.

Leads Created By Dashboards

  • Leads Created: Users Shown by Count

  • Leads Created: Users Shown by Value

  • Leads Created: Shown by Count Over Time

  • Leads Created: Shown by Value Over Time

  • Leads Created by Territories: Shown by Count in a Snapshot View

  • Leads Created by Territories: Shown by Value in a Snapshot View

 

 

Leads Created: Users Shown by Count

Benefit: Who are your best reps? This report will show you.

Feature: See the number of leads, the % of the total, total leads, active Sales Reps, average leads per month and average per hour.  

Insight: With this dashboard, you'll gain perspective of the total effectiveness of each Sales Rep measured by number of leads and broken into dimensions over time.  

 

Leads Created: Users Shown by Value

Benefit: Know the total value of leads that each Rep is working and better forecast sales based on their current lead volume.

Feature: This report shows the total value of leads, the % of the total, total number of leads, the active Sales Reps, average value per month and average per hour.  

Insight: Pulling reports by value provides a perspective of the total effectiveness of the individual Sales Reps measured by the revenue value of the leads and broken into dimensions over time.  

 

Leads Created: Shown by Count Over Time

Benefit: Easily dial into user performance on a daily, weekly, or monthly basis.

Feature: This report shows a line chart based on the number of created leads or total count by users. Note: only the top 5 users are represented on the chart.

Insight: Table view shows a complete list of users and the number of visits or total count based on timeframe:

  • If timeframe more than month, graph shows by month
  • If timeframe less than a month, graph shows by day
  • If timeframe is one day, graph shows by hour

 

Leads Created: Shown by Value Over Time

Benefit: Easily extrapolate and view number of visits or value of each lead on a daily, weekly, or monthly value.

Feature: This graph displays a line chart based on the number of created leads or total value of leads by user. Note: only the top 5 users are represented on this chart.

Insight: Table view shows full list of users and the number of visits or total value based on three potential timeframes:

  • If timeframe is longer than a month, graph shows by month
  • If timeframe less than a month, graph shows by day
  • If timeframe is one day, graph shows by hour

 

Leads Created by Territories: Shown by Count in a Snapshot View

Benefit: Make Sales Reps more productive and successful by showing them which territories are the most fruitful.

Feature: A snapshot graph to show the number (amount) of leads created in each territory.

Insight: Gives Sales Reps insight into which territories represent the largest opportunity in terms of total number of leads.  

 

Leads Created by Territories: Shown by Value in a Snapshot View

Benefit: Make Sales Reps more productive and successful by showing them which territories are the most valuable in terms of potential deal size.

Feature: A snapshot graph to show users the value of leads created in each territory.

Insight: Offers insight into which territories represent the largest opportunity in terms of overall dollar value.  

It’s not enough to simply know the numbers, you have to understand what they’re telling you. It’s important to have the ability to interpret where a rep on your team could be experiencing success, or struggling, simply from looking at the numbers.

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Questions or comments? Contact SPOTIO at support@spotio.com.

 

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