The Advanced Sales Math (Without Confidence to Close) Dashboard has been created and configured for you right out of the box, so your Sales Leaders and Managers have a built-in dashboard based on best practices, utilizing your data.

About the Advanced Sales Math (Without CTC) Dashboard

What data is included? Opportunities,

Who should use it? Sales Leaders and Managers

When to use it? Once a month/quarter at your MBR / QBR

Why use it?

• Provides incredible insight into what it takes to win business, and where you lose for your sales leadership to evaluate process changes, target enablement efforts, and focus manager 1:1 coaching.

• Ensure that you understand the profile of “good” deals.

• Show the impact of certain activities to outcomes.

   

Deployment Considerations and Best Practices

• Ensure good CRM hygiene practices (enrich contacts, clean up close dates, filter bad opportunity types)

• Know what the primary Opportunity Types are (i.e. Record Type, ELP Opps that are auto-generated)

• Know what the primary Opp value is (i.e. MRR, ACV, TCV, ARR)

• Ensure Good activity ranges to focus the conversation (filter 0 meeting deals, or set a max number of meetings to improve the metrics display

Usage by Persona

For Sales Leaders and Managers

When: Monthly/Quarterly

How: During an MBR/QBR, or in prep for a MBR/QBR filter to an opportunity type, focus on major inflection points of success, review enablement efforts targeted at those inflection points.

What would you do: Review example opportunities at key inflection points for learnings on “what works” or “what went wrong”.

Outcomes: Create to-do's for your enablement team based on what you learned, incorporate those learnings into your MBR/QBR discussions.

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!

The Advanced Sales Math (Without CTC) Dashboard

The following rows and cards make up the template of reports we consider best practice for an Advanced Sales Math (Without CTC) 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 Advanced Sales Math (Without CTC) dashboard open in another window as you walk through this guide.

Row 1: How many meetings does it take to win?

Determining the optimal number of meetings for success is often a useful predictor in deal health. It will help you understand the drop-off points in your sales process, enabling you to proactively coach your team and reduce losses.

• Average Number of Meetings to Win-Loss (Bar Chart)

• Win Rate by Number of Meetings (Bar Chart + Line Overlay)

• Confidence to Close by Number of Inbound Emails (Bar Chart + Line Overlay)

Row 2: How does engagement level affect deal success? What is the total Sales effort?

Tracking engagement can improve predictability and productivity across your team to increase win rates. Focus on Activity by Day for even more awareness on activity associated with each opp.

• Average Activity to Win (Bar Chart)

• Win Rate by Activity Total (Bar Chart + Line Overlay)

• Confidence to Close by Activity Total (Bar Chart + Line Overlay)

Row 3: How is inbound communication affecting deal success?

Determine the optimal amount of inbound communication for success as well as when a deal needs attention. Drill down into Activity by Day to find where communications have dropped off, why, and what you can do to improve your chances.

• Average Number of Inbound Emails to Win-Loss (Bar Chart)

• Win Rate by Number of Inbound Emails (Bar Chart + Line Overlay)

• Confidence to Close by Number of Inbound Emails (Bar Chart + Line Overlay)

Row 4: How many contacts does an opp need to succeed?

Understand how win rates vary based on the number of contacts and drill down to better understand what kind of contacts are included in those successful opportunities.

• Average Number of Contacts to Win-Loss (Bar Chart)

• Win rate by Number of Contacts (Bar Chart + Line Overlay)

• Confidence to Close by Number of Contacts (Bar Chart + Line Overlay)

Row 5: How is deal age influencing closed deals?

Time is the enemy of all deals! Track the deal age of opportunities to determine when deals are successful, where they need more time, and when it’s time to cut your losses.

• Average Deal Age At Close to Win-Loss (Bar Chart)

• Win rate by Deal Age At Close (Bar Chart + Line Overlay)

• Confidence to close by Deal Age (Bar Chart + Line Overlay)

Row 6: How does the number of opportunity pushes affect outcome?

There are many reasons opportunity close dates need to be pushed. However, not every push is equal, there are times that pushes signal a deal risk and sometimes it is just a re-alignment on timing. Knowing what a push means for each member of your team will allow you to understand how you should respond when a deal pushes.

• Average Number of Pushes to Win-Loss (Bar Chart)

• Win Rate by Number of Pushes (Bar Chart + Line Overlay)

• Confidence to Close by Number of Pushes (Bar Chart + Line Overlay)

How did we build this dashboard template for you?

The Advanced Sales Math (Without CTC) 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 Insight

• Content Type - Opportunity

• Filters - Opportunity fields, Accounts fields, Hierarchy; by default, a filter for Owner is Active is present

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.