Manage my business Sales Dashboard

Manage my business | Sales Dashboard

Sales Dashboard: Increase Sales Revenues by Acting on most profitable products/services. Engage more customers by understanding market behavior. Streamline your investments by targeting on added-value market segment

CONTEXT & CHALLENGES

In order to improve sales, often the simplest approach is to gain a full understanding of your current and prospective customers. The sales methods applied by sales reps in the field use many psychological mechanisms. Many sales methods are directly derived from this way of approaching customers. Further upstream in the process, you can increase sales by focusing actions directly on the most profitable products or services. You can also win more customers by understanding the behavior of the market and coordinating your efforts with those of the marketing team. The aim is always to optimize your investments by targeting market segments with high added value.

In order to do this, it is essential to enter data into a sales dashboard with analytical frameworks that enable you to optimize all key areas within the company and improve sales.

Sales Strategy Development

  • Develop sales short, mid and long-term approach
  • Develop tactics to reach results
  • Understand buyer behavior
  • Identify target markets
  • Define customer segments

Sales Plan Management

  • Define objectives
  • Review performance
  • Analyze customer / product / services profitability
  • Identify drivers for sales & contribution performance
  • Adjust sales approach

Sales Force & Activity Management

  • Recruit, plan and manage sales force
  • Develop selling skills
  • Organize & optimize sales force activities on the field
  • Set targets and objectives
  • Assign roles & territories
  • Control processes to ensure that objectives are being achieved within a given time frame, a given market

Opportunity Management

  • Generate and Manage Leads
  • Optimize opportunities pipeline workflow
  • Convert prospects into actual customers
  • Improve win rates
  • Enhance opportunities insights

Sales & Account Management

  • Develop long-term partnership
  • Manage and develop accounts
  • Optimize profitability
  • Follow-up post-sales activities
  • Monitor customer satisfaction

SOLUTIONS

Identify and then focus on the most profitable products and/or services, motivate your workforce in the face of competition, save valuable time in your organization, gain a direct view of both the overall situation and details… These are just some of the ways in which the fully customizable sales dashboard can help you to:

  • Analyze sales results typically involves to examine sales data, such as sales closed per month, to understand and improve the overall performance

  • Streamline your investments by targeting on added-value market segment

  • Enable your sales professionals, and the company as a whole, to analyze sales in order to keep performance levels in line with the company’s strategic goals and market trends

  • Target actions on the most profitable products or services in order to increase sales

  • Understand the behavior of the market in order to win more customers

  • Rationalize efforts by concentrating on key products and locations

  • Target customers with high added value in order to optimize investments

  • Identify ideal locations by visualizing where your customers are based

  • Improve pricing strategy by leveraging What-If scenarios

  • Motivate your sales force by developing customized action plans

  • Align performance with strategic objectives and market trends

SALES KPIS

Key Performance Indicators are used to measure the realized progress towards a strategic objective.
For a Sales dashboard, here is a sample list of KPIs Lintao recommends (non exhaustive list):

  • Sales volume / Turnover

  • Sales units / Sold quantity

  • ASP (Average Selling Price)

  • Average basket

  • Turnover per customer

  • Number of customers

  • Product/Service catalog depth

  • Unit price

  • Gross margin (€/%)

  • Cost of goods sold

  • New customers (#)

  • Lost customers (#)

  • Customer Retention / Churn / Acquisition rates

  • New customer sales

  • New products/services sales

  • Orders (#)

  • Orders per customer (#)

  • Sales growth (%)

  • Sales per rep

  • Discount

  • Inactive customers

  • % new product sales cannibalization's ratio

  • Accuracy of sales forecasting

  • Average customer time spent before purchase

  • Value of sales lost

  • … or your own Sales KPIs

SALES ANALYTICAL AXES

The axes of analysis represent the elements by which you want to segment your observable information (such a KPIs) to understand the rationales behind a given performance. Also called ‘dimensions’.
For a Sales dashboard, Lintao identifies the following axes of analysis (non exhaustive list):

  • Time

  • Organization

  • Customer

  • Channel

  • Business line

  • Product / Service

  • Location

  • Marketing segment

  • … or your own Sales analysis axes

AN EXAMPLE OF A KEY DATA VISUALIZATION FOR SALES

At a single glance, get a overarching view of your sales KPIs and how this performance evolved across time.

 

sales dashboard

More information on this data visualization here.

Visit our gallery for additional data visualization best-practices.

 

GET AN IMPACTFUL SALES DASHBOARD ON YOUR BI TECHNOLOGY

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