The KPI Trends Dashboard has been created and configured for you right out of the box, so your Sales Operations & Sales Managers have a built-in dashboard based on best practices, utilizing your data.

About the KPI Trends Dashboard

What data is included? Opportunities

Who should use it? Sales Operations and Sales Leadership

When to use it? Monthly; in QBRs

Why use it?

• Review trends in your key performance indicators of win rate, sales cycle, ASP, and advanced sales math metrics.

• Ensure win rate and ASP are trending up, while your sales cycle shortens.

• Discover key inflection points in your data to better focus sales efforts.

• Identify optimization opportunities by analyzing large drop-offs in your conversion metrics.

Usage by Persona

For Sales Operations

When: Monthly, when reviewing last month’s metrics

What would you do: Analyze trends in data and evaluate how last month’s KPIs compare to previous periods. Drill into any downward trends to determine the cause and how to continue upward progression in the coming months.

For Sales Operations and Sales Leadership

When: Quarterly at QBRs

What would you do: Sales Operations would present the data to Sales Leadership to understand what to focus efforts on in the coming quarter.

Pre-req Training

Placeholders & Copying/Editing Cards

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

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!

The KPI Trends Dashboard

The following rows and cards make up the template of reports we consider best practice for a KPI Trends 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 KPI Trends Dashboard dashboard open in another window as you walk through what's included.

Row 1: How has my pipeline been changing over time?

• Pipeline History By Stage (Bar Chart)

   

• Pipeline History By Forecast Category (Bar Chart)

Row 2: How much pipeline have we been creating?

• Pipeline Creation Trend By Status (Bar Chart)

   

• Pipeline Creation Vs Goal (Goal Placeholder)

  • A Goal Placeholder card will occupy this space out of the box as goals are specific to your organization and cannot be pre-configured. Click on the three dots in the top right corner of the Placeholder card and select "Replace". Replace with your own goal card. If you haven't created one yet, check out Creating a Goal Card to learn how!

Row 3: Is our win rate increasing or decreasing?

• Opportunity Win Rate Last 12 Months (Headline)

   

• Opportunity Win Rate Last 6 Months (Headline)

   

• Opportunity Win Rate Last 3 Months (Headline)

   

• Opportunity Win Rate Last Month (Headline)

Row 4: What does our win rate look like month over month?

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

   

• Opportunity Win Rate Over Time (Created Date) (Bar Chart)

Row 5: Are we successfully converting more opportunities? Are there funnel stages that have unexpectedly low conversion rates?

• Opportunity Stage Conversion Funnel Last 12 Months (Funnel)

   

• Opportunity Stage Conversion Funnel Last 6 Months (Funnel)

   

• Opportunity Stage Conversion Funnel Last 3 Months (Funnel)

Row 6: Are we winning our big deals?

• Opportunity Win Rate By Count Trailing 12 Months (Pie Chart)

   

• Opportunity Win Rate By Value Trailing 12 Months (Pie Chart)

   

• Opportunity Win Rate By Deal Size (Bar Chart)

Row 7: Is our sales cycle getting longer or shorter?

• Average Sales Cycle Last 12 Months (Headline)

   

• Average Sales Cycle Last 6 Months (Headline)

   

• Average Sales Cycle Last 3 Months (Headline)

   

• Average Sales Cycle Last Month (Headline)

Row 8: How does our sales cycle for won and lost opportunities compare over time?

• Average Sales Cycle Over Time (Bar Chart)

   

• Average Sales Cycle By Won/Lost Over Time (Bar Chart)

Row 9: Is our ASP growing or shrinking?

• Average Deal Size Last 12 Months (Headline)

   

• Average Deal Size Last 6 Months (Headline)

   

• Average Deal Size Last 3 Months (Headline)

   

• Average Deal Size Last Month (Headline)

Row 10: How is our ASP changing over time?

• Average Deal Size Over Time Trailing 12 Months (Bar Chart)

   

• Average Deal Size Over Time Value Ranges (Bar Chart)

Row 11: How do the key sales indicators of meeting and activity count impact wins and losses?

• Average Number Of Meetings To Win-Loss Over Time last 6 Months (Bar Chart)

   

• Average Activity To Win-Loss Over Time Last 6 Months (Bar Chart)

Row 12: How do the key sales indicators of pushes and number of contacts impact wins and losses?

• Average Number Of Opportunity Pushes To Win-Loss Over Time Last 6 Months (Bar Chart)

   

• Average Number Of Contacts To Win-Loss Over Time Last 6 Months (Bar Chart)

How did we build this dashboard template for you?

The KPI Trends 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: Opportunities

• Filters: Opportunity fields, Account fields, Hierarchy; Opportunity Type is included by default, with all types selected

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.