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Using CRM Dashboards to Motivate your Sales Team

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We live in a society where we are constantly comparing ourselves to others. Is his car more expensive? Does she have a bigger house? Are my biceps bigger? (The answer to that one is always no for me, by the way). Comparison, one-upmanship and competition is a way of life. So why not take advantage of human nature to propel your business forward?

Sales ThermometerIn years past, it wasn’t uncommon to walk into an office and see a printed paper thermometer with sales goals and performance marked up in red pen. However, with today’s remote work culture and fast-paced sales cycle, highlighting a thermometer in red pen in the break room doesn’t really cut it.

Enter, Salesforce dashboards – the “red pen and thermometer” of the modern world. Dashboards translate real-time sales numbers into digestible graphs. They can be used to display overall team progress, show individual monthly stats and fuel a little inter-office rivalry.

Try these three charts to encourage some friendly competition.

Closed Deals per Sales Rep

closed deals crm dashboardThis chart can show the number of closed deals per rep per month or the dollar value of those deals. Who has the most closed deals? Whose sales numbers are through the roof this month (and whose aren’t)? Comparative sales dashboards not only provide you with a look at who is performing, who is improving and who is slipping, but they also allow the team to see their numbers stacked against their teammates. No one wants their low sales performance on display for long. These charts can provide a healthy push for an increased effort.

Comparative figures also give you an opportunity to spread best practices. What are your top performers doing that your bottom performers could learn from? Whose styles, systems and strategies work? Take this chance to shadow top performers and spread successful tactics around the team.

Expected Pipeline Value Per Sales Rep

expected revenue crm dashboardSalesforce dashboards not only allow you to see the past, but they also give you a crystal ball to see into the future. After all, pipeline visibility is one of their core selling points.

By creating a dashboard on expected pipeline value, you’ll know what’s in the works for the upcoming months, and know who is responsible for getting it done. Which sales people have a fat pipeline with deals ready to be closed? Who isn’t cultivating their market well? Who is on pace to reach their sales targets? Use these graphs to keep yourself and the team informed and motivated.

Monthly Team Sales Goals

monthly targets crm dashboardWhile individual performance is important, in the end you are a team. Showing the performance of the team against targets provides a fun visual incentive. If you attach bonuses or prizes to certain targets dashboards can further incentivize your team. You can use the Salesforce Recognition tab with work.com to build merit badges that fit your goals.

Keeping track of these graphs over time will also allow you to measure if your team sales goals are realistic, too low or attainable with your current team.

Using these visual references to motivate your team could be just the incentive they need to beef up sales and their performance. These charts are just the tip of the Salesforce dashboard iceberg.

And if you’re not sure how to set up Salesforce to give you this powerful information, enlist the help of a Prialto PA to get your team up to snuff!Prialto CRM Management Toolkit  Ebook

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