Sales Productivity Analytics makes it easy to analyze Sales team productivity and individual performance. As a manager, you need to have at-a-glance information that can show you whether or not Sales Persons are meeting their individual goals.

Observe whether or not your team is on track to meet their planned goals by looking at the Analytics dashboard.

Some of the critical KPIs brought to you and part of this Analytics are :

  • Total Proposals, Total Accepted, Total Pending, Total Declined

  • # of New and Existing Customers - Understand overall New and Existing Customers added.

  • Accepted vs Proposed vs Declined - Understand your Jobs by its status.

  • Top 5 Sales Person by Sales - To understand your Top 5 Sales Persons with a higher conversion rate.

  • Top 5 Sales Person by Revenue - Total Revenue generated by a Salesperson for the selected date period, Helps you to Identify sales rep(s) who are producing best results and compare to improve your team’s performance.

  • Sales performance per Sales Person - To know the statistics of salespeople by job status. How many jobs are under their belt by Job status.

These insights can help you plan for the future as well as identify if your sales team might need additional training or orientation.

It helps reps have clear guidelines to gently push leads through the different stages and close more deals

Calculation

Close Ratio = (Total Accepted / Total Proposals)

Accepted= Job Status is (Work order or Completed),

Pending= Job Status is (Proposal)

Proposed= Job Status is (Proposal,Canceled, or Hold)

Canceled = Job Status is (Canceled)

Declined = Job Status is (Declined)

Revenue = SUM(Price) considered.

Gross Profit = SUM(Price) - SUM(Cost)

Note*

Price = If Actual Price is not set for the service then Estimated Price is considered.

Here are the business constraints that are applied.

  • All the Metrics are calculated for the applied date range filter.

  • The Jobs that are under Job status `Generated` are not considered

  • Only active Jobs are considered

    Filters:

    Filters are a key part of any dashboard and report. They help provide answers in an organized and structured way, by enabling users to apply a set of values and narrow the results. Filters are built to increase user interactivity with their data outside of surface-level, ‘at-a-glance’ analysis.

    Advanced filters provide the ability to drill down, slice & dice and filter the dashboard to view the different insights.

    Using sales Productivity Analytics, you can analyze various details:

    • Filter by Sales Person

    • Filter by City

    • Filter by District

    • Filter by Proposal Status

    • Filter by Renewals and Non Renewals

    Sales Productivity Analytics is designed to present below KPI’s and Insights

KPI

Insights

Total Proposals

Total proposals that are bid, Total Proposal (Exclude Job status in “Generated”) for the selected date period based on Job status

Total Accepted

Total Jobs that are accepted((“Work Order”, “Completed”) Based on Job Status

Total Pending

Total Jobs that are Pending with Job status(“Proposed”, “Canceled”,”Hold”)

Total Declined

Total Jobs that are Declined.

# of New and Existing Customer

Understand overall New and Existing Customers in sales for selected period of time,

When you filter for any specific sales person you can understand, how many New and Existing customers he brought to the company

# of Proposals by Sales Person

You can understand your Top 5 Sales Rep by opportunities created.

Accepted vs Proposed vs Declined

Understand your Jobs by its status

Proposed = sum(Pending, Canceled, Hold)

Accepted = sum(Work order, Completed)

Top 5 Revenue per Sales Person

Total Revenue generated by a Salesperson for the selected date period, Helps you to Identify sales rep(s) who are producing best results and compare to improve your team’s performance.

Compare your results over time and identify each sales reps strength. See if the targets are met or your sales strategy needs additional adjustments.

Top 5 Gross Profit per Sales Person

Is your sales team doing estimation well and proposed jobs profitable as expected?

Total Gross Profit Generated by Salesperson for selected date period.

Top 5 Sales Person by Sales

You can understand your Top 5 Sales Persons with a higher conversion rate.

Salesperson Report

Sales metrics like these can help you monitor and understand your team better.

This sales KPI tells us how effectively sales reps close deals.

Total Deals closed by a salesperson

Close Ratio = (Total Accepted / sum(Total Accepted, Total Pending, Total Canceled))

Sales performance per Sales Person

It is useful to know the statistics of salespeople by job status. How many jobs are under their belt by Job status.

For example: For a specific sales person, you can understand how many job proposals are under different status.

Importance of Sales Productivity & Benefits

  • Information related to the Proposals-to-Close Ratio ratio, demonstrating the percentage of opportunities that your sales Person was able to convert into actual wins and profits for your operation.

  • We will show you the most critical KPI examples for sales on production that will enable you to manage your sales more effectively and optimize as well as analyze every single sales process in detail.

  • The idea of knowing what your sales persons are doing and how long it’s taking them to do them means that you can get a better idea of how your salespeople are spending their time. (If you notice that your sales person is bogged down by paperwork rather than focusing on clients, then you can talk to your employees about that and understand what the roadblock is.)

  • By knowing what tasks turn a profit, you can monitor how long salespeople are spending time on those tasks and track the performance. If you find that a salesperson is more successful when they spend a certain amount of time calling clients, then you can better outline what a day should look like for your staff. This way, you can set goals and clear expectations to boost productivity and profits.

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