Sales dashboards are a mechanism for understanding sales performance through a panoramic perspective. They are reports that help measure key sales metrics , individual team member performance, and sales activities . They allow you to collect data from various sources and display it in a dashboard format that quickly generates actionable data.
Account executives and sales development representatives use sales dashboards to measure activities and meet objectives.
Sales management dashboards also allow you to understand your teams' performance by tracking metrics, activities, and key performance indicators (KPIs).
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As a sales manager , it's your responsibility to ensure your team has the right tools and an understanding of the most important metrics. While some metrics are more important than others depending on the business, there are a few that every business should analyze.
Not all metrics are important, and depending on your business, some will be more relevant than others. That said, there are several that every startup should monitor.
Keren Rosenfield
This guide will cover how to measure sales KPIs, how to collect data, and the tools you need to build sales dashboards and reports. We've also included seven Excel sales dashboards you can use to put what you've learned into practice.
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How to identify your benchmark metrics and sales KPIs
To build a dashboard, you need to know what metrics to compare and define your goals.
Benchmark metrics are measures that help everyone in the sales department understand the purpose of their efforts. They are based on the numbers that will define the path to success when it comes to achieving sales goals.
A benchmark metric can be used for each stage of the sales cycle . The following image from Thatzad clearly shows the stages of the customer lifecycle and the level of engagement required at each stage:
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