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

About the Sales / Marketing Alignment Dashboard

What data is included? Leads/Contacts, Opportunities, Recordings

Who should use it? Marketing & Sales Leadership

When to use it? Weekly

Why use it?

• Understand how much pipeline is being generated, where it is coming from, and if it is being worked.

• Compare this month’s MQL and Pipeline Generation to set goals.

• Review how individual reps are performing in regards to pipeline generation.

• Identify any opportunities that are not being engaged - are these real?

• Study progression and loss in early stage opportunities to identify common threads.

Usage by Persona

Who: First Line Sales Managers

Frequency: Weekly

What would you do: Identify reps who may need additional training to generate pipeline. Review stale and untouched opportunities, and follow up with the owners to see if these are still active (why haven’t we reached out?), or if they should be closed. Find particularly successful or unsuccessful lead sources or campaigns, and discuss with Marketing how to use similar tactics in the future.

Who: RevOps

Frequency: Weekly

What would you do: Review the generated pipeline to confirm enough is being created to hit goals. If numbers are not as high as expected, work with Sales and Marketing on campaigns to increase pipeline generation.

Pre-req Training

Placeholder

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

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 Sales / Marketing Alignment Dashboard

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

Row 1: Are we generating enough top of funnel leads and pipeline to hit our goals?

• MQLs Generated vs. Goal Last 6 Months (Goal Placeholder)

   

• Pipeline Generation vs. Goal Last 6 Months (Goal Placeholder)

This row contains what will come out of the box as Goal Card Placeholders, which means we prepare a place in the dashboard for a card that needs to be customized to your business process or data. In this case, a Bar Chart with Goals is the best practice recommendation for these spots. Goals don't make sense provided out of the box since they are so specific to each organization. But never fear, we've made creating goals easy, check out this article if you haven't already created your own goals! You must create goals before creating a goals card! The article will also help you create goal cards that best fit your business and offer the most insight on the likelihood of reps hitting their goals for the quarter!

Rows 2 & 3: How is the pipeline created this month distributed by rep, and where in our process are last month's created opportunities?

Row 2

• Opportunities Created This Month By Rep By Funnel Stage (Bar Chart)

   

• Opportunities Created Last Month By Rep By Funnel Stage (Bar Chart)

Row 3

• Opportunities Created This Week By Rep By Funnel Stage (Bar Chart)

   

• Opportunities Created Last Week By Rep By Funnel Stage (Bar Chart)

Rows 4 & 5: Is the pipeline we're generating being worked?

Row 4

• Opportunities Created This Month No Activity Last 7 Days (Bar Chart)

   

• Early Stage Opportunities No Activity Last 14 Days (Bar Chart)

Row 5

• Stalled Opportunities Created Last Month By Stage (Pie Chart)

   

• Stalled Opportunities Created Last Month By Owner By Stage (Bar Chart)

Row 6: Why are we losing in our early stages and how quickly are we able to disqualify them?

• Opportunities Lost From Stage 1 By Reason Last Quarter (Bar Chart)

   

• Average Time To Lost From Stage 1 Last Quarter By Reason (Bar Chart)

Row 7: Are our top of funnel conversion rates improving?

• Early Stage Conversion Funnel Last 12 Months (Funnel Placeholder)

   

• Early Stage Conversion Funnel Last 6 Months (Funnel Placeholder)

   

• Early Stage Conversion Funnel Last 3 Months (Funnel Placeholder)

This row contains what will come out of the box as Funnel Placeholders, which means we prepare a place in the dashboard for a card that needs to be customized to your business process or data. In this case, a Stage Conversion Funnel is the best practice recommendation for these spots. Stage Conversion Funnels don't make sense provided out of the box since they are so specific to each organization. But you can learn how to create a funnel that works for you here.

Row 8: Which sources and campaigns drove our pipeline generation?

• Pipeline Creation This Month By Lead Source (Bar Chart)

   

• Pipeline Creation This Month By First Campaign (Bar Chart)

Row 9: Are we able to drive pipeline through our historically highest quality sources and content?

• Opportunity Win Rate Last 6 Months By Lead Source (Bar Chart)

   

• Opportunity Win Rate Last 6 Months By First Campaign (Bar Chart)

Row 10: What features and products are prospects mentioning on our early stage calls?

• Feature Mentions By Prospects On Early Stage Calls This Month (Bar Chart)

   

• Early Stage Feature Mentions Last 6 Months For Closed Won Opportunities (Bar Chart)

   

• Early Stage Feature Mentions Last 6 Months For Closed Lost Opportunities (Bar Chart)

How did we build this dashboard template for you?

The Sales / Marketing Alignment 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 Multi-Content Dashboard

• Filters: 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.