What Dashboard is Right for Your Sales Team in 2024
Dashboard is a very powerful tool to streamline your team activities toward organization’s goals but it can be mis-used to the extent that it creates issues like misperception or mistrust in your sales organization.
Sales dashboard is a place for manager to check “what have you done for me lately” and “how do you perform in comparison to your co-workers”. While this info is business essential, it may make sales rep, especially those lacking of job experiences, feel unsafe and react with a sense of rejection.
And while competition is important, it is more important for competition within oneself. After all, sales job is like running a marathon. Short term gain is nice. But the manager really needs sales reps to endure hard working, cultivate job experiences, and reach long term business growth.
Sales dashboard should, therefore, be balanced with information that makes sales reps see own growth and inspire them to do better. In doing so, they will grow to become a senior sales rep, manager, etc. making more salary and career advancement.
CRM already has historical sales performance data and can generate metrics that focus on personal growth, rather than comparing one sales rep against others. Some of the helpful metrics to consider:
- Lifetime Revenue Closed Won.
- All-Time Best Month Highest Revenue. Just like in athletes, trying to break own record is a remarkable achievement.
- Most No. of Calls and Meetings Booked in a Day.
- Fastest Deal Ever Closed.
- Biggest Deal Ever Closed.
- Total Tasks Done for Others. How many times the person helps others in the team.
- Total Sales Referrals.
- Total Customer Testimonials Collected.
These metrics help sales people to be compassionate about themselves on tough days when they got customer rejections and feel powerless. When an important deal is lost, sales rep can feel lost of control. If not managed, prolonged feeling lost of control may lead to getting too much anxious, lead to feeling of burn-out and eventually wanting to quit the job. Reminded of own achievements, sales rep can become more compassionate about themselves.
Total Tasks Done for Others is another interesting metric. Many researches on psychology and organization behavior confirm that when a person feels powerless and gets stressed, emotional brain has taken over the prefrontal brain, creativity is stopped, and the person becomes less effective at work. But when the person sets own mind focusing on helping others, it becomes harder for the emotional brain to take over – because it is not about you and you cannot be perceived as in danger and your brain can relax.
These will also help manager to appreciate the person’s works, personal growth, and contribution to company over time.
What do you want to see on sales dashboard?
