The Last Quarter Sales Retro Dashboard has been created and configured for you right out of the box, so your Executives & Sales Leadership have a built-in dashboard based on best practices, utilizing your data.

About the Last Quarter Sales Retro Dashboard

What data is included? Opportunities

Who should use it? Executives & Sales Leadership

When to use it? At the beginning of the quarter

Why use it?

• To provide a recap of last quarter’s KPIs for both won and lost opportunities

• To compare KPIs, such as time to close, for won and lost opportunities to help determine where to spend effort on open opportunities

• To review high-value losses and wins and discuss what was done differently in the process

• To inspect these KPIs broken down by rep to identify any trends or training opportunities

Usage by Persona

Sales Executives

When: Quarterly

What would you do: During an executive business review, cover this dashboard to understand how effective your sales team is at closing deals and where the sales process can be optimized. Compare KPIs for won and lost opportunities to apply to this quarter’s opportunities.

Pre-req Training

Copying and Editing Cards

You may decide you want additional cards similar to what's provided, check out this article on copying and editing cards to learn how you can copy and adjust a current card instead of starting from scratch!

Placeholders

This dashboard contains some placeholder cards, click here to learn how to replace these cards with your own data.

The Last Quarter Sales Retro Dashboard

The following rows and cards make up the template of reports we consider best practice for a Last Quarter Sales Retro Dashboard. Each card can be opened with one click to further inspect data with a more focused view on a particular report.

We recommend having your Last Quarter Sales Retro Dashboard dashboard open in another window as you walk through what's included.

Row 1: What were our Sales KPIs last quarter?

• Closed Won Last Quarter (Headline)

   

• Opportunity Win Rate Last Quarter (Headline)

   

• Average Sales Cycle Last Quarter (Headline)

   

• Average Sales Price Last Quarter (Headline)

Row 2: How did our bookings trend last quarter and who were the top performers?

• Last Quarter Bookings Trajectory (Bar Chart)

   

• Closed Won Last Quarter By Rep (Bar Chart)

Row 3: How efficient were we at winning business last quarter?

• Opportunity Win Rate Over Time Last 12 Months (Close Date) (Bar Chart)

   

• Opportunity Win Rate Last Quarter By Rep (Bar Chart)

Row 4: How did our Average Sales Price last quarter compare with our historical average?

• Average Sales Price Over Time Last 12 Months (Close Date) (Bar Chart)

   

• Average Sales Price Last Quarter By Rep (Bar Chart)

Rows 5 & 6: How quickly were we able to close business last quarter?

Row 5

• Average Sales Cycle Last 12 Months (Headline)

   

• Average Time To Lost Last 12 Months (Headline)

   

• Average Sales Cycle Last Quarter (Headline)

   

• Average Time To Lost Last Quarter (Headline)

Row 6

• Average Sales Cycle By Won/Lost Last 12 Months (Bar Chart)

   

• Average Sales Cycle By Won/Lost Last Quarter By Rep (Bar Chart)

Rows 7 - 9: How efficient was the team at winning business last quarter?

Row 7

• Average Number Of Meetings To Win Last Quarter (Headline)

   

• Average Number Of Meetings To Lost Last Quarter (Headline)

   

• Average Number Of Activities To Win Last Quarter (Headline)

   

• Average Number Of Activities To Lost Last Quarter (Headline)

Row 8

• Average Number Of Meetings To Win/Loss Over Time Last 12 Months (Bar Chart)

   

• Average Number Of Meetings To Win/Loss Last Quarter By Rep (Bar Chart)

Row 9

• Average Number Of Activities To Win/Loss Over Time Last 12 Months (Bar Chart)

   

• Average Number Of Activities To Win/Loss Last Quarter By Rep (Bar Chart)

Row 10: How did our pipeline change over and convert the course of the quarter?

• Opportunity Stage Conversion Funnel Last Quarter (Funnel Placeholder)

   

• Pipeline Flow Last Quarter (Waterfall Placeholder)

   

• Opportunity Stage Progression Last Quarter (Progression Placeholder)

Row 11: What can we learn from our losses?

• Highest Value Losses Last Quarter (Top Content)

   

• Opportunities Lost By Reason Last Quarter (Bar Chart)

Row 12: What can we learn from our wins?

• Highest Value Wins Last Quarter (Top Content)

   

• Closed Won Last Quarter By Lead Source (Bar Chart)

   

• Closed Won Last Quarter By Industry (Bar Chart)

How did we build this dashboard template for you?

The Last Quarter Sales Retro Dashboard has been created for you out of the box using the configurations listed below. We love being able to provide this Dashboard out of the box and ready to use, but it's always good to know what data you're working with when you hit the ground running.

Dashboard Configuration

• Base Template: Generic Opportunity Dashboard

• Content-Type: Opportunity, Opportunity Split, Opportunity Product, Recording, Recording Topics

• Filters: Opportunity fields, Account fields, Hierarchy

Filters on Report Drills

Clicking on a card will produce an inspection report so you can drill down on a card's specific data. Each report comes with our recommended best practice filter sets (report columns) that can be customized to best fit your process. Read Interactive Filters to learn more!

If you run into any issues, please contact support.