A Sales Manager typically is very focused on the ongoing cadence and execution of the sales process. To successfully execute this role, timely data that can be parsed at the individual Salesperson or Customer level is required. Sales Managers need visibility into Key Performance Indicators (KPIs) to understand not just what is selling, but also who is selling & who is buying. At the end of the day, sales is all about execution. The more accurate, accessible & timely Sales Operation Metrics a Sales Manager has, the more they are able to drive their Team’s Sales and meet their organization’s targets.
The following important questions can be addressed via our Sales Operation Metrics dashboards:
A Sales Manager will be mostly concerned with the performance of their Sales Executives. Both against their targets and against prior year performance. There are several dashboards (like Overall Sales, Sales Matrix, Sales YTD, Sales Margins, etc.) that support this capability. The Sales Matrix dashboard is particularly powerful in that it enables sales to be viewed via multiple dimensions in the Y-Axis such as Salesperson, Customer, Geography, Item, etc. and those to be displayed against multiple dimensions on the X-Axis such as Salesperson, Customer, Geography, and Timeframe. A Sales Manager also needs to understand if his Salespeople are working on new business so there are robust dashboards reporting on Estimates (or Quotes in some organizations) and how those Estimates are being converted into sales. Finally there are dashboards that provide detail on whether the business is profitable (i.e. appropriate Margins are being met) and if the organization is delivering on its commitments (i.e. Sales On Time Delivery).