The Territory Management Dashboard has been created and configured for you right out of the box, so your Account Executives and First-Line Managers have a built-in dashboard based on best practices, utilizing your data.

About the Territory Management Dashboard

What data is included? Opportunities, Accounts, Contacts

Who should use it? AEs and First-Line Managers

When to use it? Weekly for Managers, Daily for AEs

Why use it?

• To ensure an Account Executive is spending time with their entire territory, not just their committed opportunities, and to validate that key data hygiene is being completed.

• To ensure that AEs have clarity on their territory.

• To visualize the health of the territory to help reps stay on top of it at both the Account and Contact levels.

• To help find engaged accounts that should have opportunities opened.

Usage by Persona

For Sales Managers

When: Weekly

How: While prepping for a rep 1:1, review this dashboard for rep flags or gaps and see if there are risks worth discussing outside the pipeline review process.

For Account Executives

When: Daily

How: Check this dashboard daily for reminders on accounts that require engagement, open to-do items, data hygiene, etc.

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 Territory Management Dashboard

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

Row 1: How engaged are we with our accounts?

• Accounts Touched Yesterday (Headline)

   

• Accounts Touched This Week (Headline)

   

• Accounts Touched Last 30 Days (Headline)

   

• Accounts Responded Yesterday (Headline)

   

• Accounts Responded This Week (Headline)

   

• Accounts Responded Last 30 Days (Headline)

Row 2: Which reps are accounts having meetings with? Are there accounts that should have opportunities opened?

• Accounts With Meetings Last 30 Days And Open Opportunities (Bar Chart)

   

• Whitespace Accounts With Meetings Last 30 Days (Bar Chart)

   

• Upcoming Meetings With Accounts by Rep (Bar Chart)

Row 3: Have we been creating enough pipeline?

• Pipeline Creation Trend Last 12 Months by Rep (Bar Chart)

   

• Pipeline Created vs. Goal (User Hierarchy) (Bar Chart)

Row 4: How engaged are we with our contacts?

• Contacts Touched Yesterday (Headline)

   

• Contacts Touched This Week (Headline)

   

• Contacts Touched Last 30 Days (Headline)

   

• Contacts Responded Yesterday (Headline)

   

• Contacts Responded This Week (Headline)

   

• Contacts Responded Last 30 Days (Headline)

Row 5: Who are we engaged with at our accounts?

• Personas By Account Not Touched Last 30 Days (Bar Chart)

   

• Personas By Account Touched Last 30 Days (Bar Chart)

How did we build this dashboard template for you?

The Territory Management 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 type Insights Board

• Content-Type: Multi-content

• 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.