Do you find yourself spending more time digging through data than actually making sales? If so, it's time to take a look at these 6 must-have Salesforce dashboards and reports. These will help you better understand your current pipeline and how to grow it in the future. Let's get started!
The sales pipeline is one of the most important sales performance metrics. If you want to know if your sales team will hit their monthly quotas, then sales pipeline data can tell you that answer.
Salesforce provides many ways to view this data including sales reports and charts in the Sales Cloud UI, but for those who like visuals or prefer something outside of the platform there are plenty of options as well.
In this post I'm going to share 12 must-have Salesforce Dashboards and Reports that give tremendous visibility into your sales performance and pipeline status.
These include dashboards for forecast, sales funnel, leadership, pipeline trend, service KPIs, etc.
They all have a different focus so take some time to review them all! Creating a sales pipeline dashboard in Google Sheets is easy! Follow our quick tutorial to create your own sales pipeline reports in minutes.
Sales Pipeline Dashboard for Forecast: This pipeline dashboard provides a high-level view of the forecasted sales revenue and deals by stage. The goal of this report is to help you track how close your business is to meeting its sales objectives.
Sales Pipeline Dashboard for Sales Funnel: This pipeline dashboard provides a high-level view of the sales funnel. The goal of this report is to help you track how your sales team is performing and identify any potential bottlenecks in the sales process.
Leadership Pipeline Dashboard: This leadership pipeline dashboard provides visibility into sales team performance and sales pipeline by territory.
The goal of this report is to help you track how your sales reps are performing, compare territories against one another, and identify where sales rep performance needs improvement.
Pipeline Trend Dashboard: This sales pipeline dashboard provides a high-level view of the trended sales revenue and deals over time. The goal of this report is to help you track how sales are progressing over time and identify any potential trends.
Service Pipeline Dashboard: This service pipeline dashboard provides visibility into service team performance and sales pipeline by product.
The goal of this report is to help you track how your service team is performing, compare products against one another, and identify where service team performance needs improvement.
There are plenty of other sales pipeline dashboards and reports that you can create depending on your needs. The key is to find the ones that best suit your business and use them to help you make data-driven decisions.
Salesforce provides many ways to view sales performance data, but for those who like visuals or prefer something outside of the platform there are plenty of options as well.
One way to create sales pipeline dashboards outside of Salesforce is with Google Sheets! Follow our quick tutorial below and you'll have your sales funnel, sales leadership, service KPIs, etc. in no time.
Here are the twelve charts that any sales manager should have on their dashboard.
Before you start creating them, keep in mind that you may have all twelve right now by downloading and installing our free GSP Sales Dashboard template. After then, you can customise each of the graphs to fit your company's needs.
1. Monthly Closed Won Opportunities- This graph displays the number of sales opportunities won by month that have closed with a positive value. This is a good measure to track how well your sales team is doing over time.
2. Deals in the pipeline, organised by close date and opportunity stage- This sales pipeline chart shows deals organised by close date and sales opportunity stage.
This sales management tool is useful to track your sales team's performance- you can compare the number of deals in different stages, see how many opportunities are won or lost each month, etc.
3. The Funnel Chart (Traditional)- This sales funnel chart shows sales deals by stage over time.
The sales pipeline is organised with the earliest opportunities at the top of each column, so you can see how many are moving through to close and which stages have a large number of open or lost sales deals.
4. Top 10 Customers and Prospects in the Pipeline- This sales pipeline chart shows your top ten customers and prospects in the sales pipeline.
This is a good way to measure how much business you are doing with your top customers, and also track whether or not any new leads are making it into the top ten.
5. The Pipeline's Long-Term Trend- This sales pipeline graph shows the trend of sales over a long period of time. This is a good way to measure whether or not sales are increasing or decreasing over time and identify any potential trends.
6. Sort open opportunities by the date they were created- This sales pipeline chart sorts open opportunities by when they were created.
This sales management tool is useful for managers who want to group deals together based on their creation date and see what stage of the sales process a particular opportunity was in at its creation time.
7.Metrics for Pipeline Quality- This sales pipeline chart shows the percentage of deals won, lost, and in progress.
This is a good way to measure how efficiently your sales team is working by seeing what percentage of sales opportunities result in a closed deal.
8. Win Rates / Opportunity Conversion Rates- This sales pipeline chart shows the number of sales opportunities won divided by sales opportunities closed.
This is a good measure to track how well your sales team is measuring up against one another and determine who really deserves their bonus or salary raise.
9. Average Deal Size of Won Deals- This sales pipeline chart shows the average deal size of all sales opportunities won.
This is a good way to measure how much money your sales team is making on average per sale and determine what you need to do in order to increase this amount.
10. Number of activities completed by each salesperson- This sales pipeline chart shows how many activities (such as calls, emails, or meetings) each salesperson has completed.
This can be used to measure how hard each salesperson is working and see who might need some extra motivation or training.
11. Leads by sales stage- This sales pipeline chart shows which sales stages each lead has entered into, and how many leads are in that sales stage.
12. Sales Results and Pipeline Coverage vs. Target- This sales pipeline chart shows how close you are to meeting your sales quota over time.
This is a good way to measure the success of different sales teams and determine which ones need additional motivation or training in order for them all to meet their quotas.
Focus on your audience and the KPIs that are important to this audience to begin creating powerful sales dashboards that your sales organisation will use. Before you begin, ask yourself the following questions.
What is the demographic of your target market?
Who is going to use this dashboard?
Is this a sales executive, a sales manager, or a seller's dashboard?
Knowing who your target audience is can help you decide which sales KPIs to include.
In the dashboard, which sales KPIs should you pay attention to? Create a dashboard that displays selected sales KPIs (e.g., quarterly forecast, quota attainment, growth, and so on) with the ability to drill down into specific data points.
Don't try to cram all of your sales data into a single dashboard. That's a formula for a lot of ambiguity and low uptake.
Is there a live data source attached to this dashboard?
Is the sales analytics team in charge of managing, certifying, and preparing this data source?
How frequently should this dashboard be updated?
What are your plans for disseminating this dashboard?
Can folks sign up to receive a regular snapshot of it?
Will you put it on a company intranet or integrate it with your CRM?
Using a complete business intelligence platform like Tableau, you can easily and scalable provide valuable sales reporting for all of your audiences.
Anyone in your company can subscribe to a Tableau sales dashboard and set up automated alerts based on whatever criteria or value they choose.
Sales leaders may stay focused on the big picture while also having access to important facts on the ground, such as alerts for when teams meet quota or when bookings or income reach a certain threshold.
Here are seven sales dashboard examples to help you focus your sales staff on improving performance and making data-driven decisions. Use these as starting points, inspiration, and templates, and adapt them to your own business needs.
You'll be able to see a comprehensive picture of opportunities, your pipeline, which transactions will accelerate or increase, and compare forecasts to quota all in one place.
Use this dashboard to systematically forecast sales success and gain a clear knowledge of what the best case forecast is in comparison to your commit case forecast, avoiding unpleasant surprises.
When giving a presentation to senior sales executives, you can be confident that you're offering accurate facts that they can utilise to make data-driven decisions.
Sales analysts are the intended audience for this quarterly forecast dashboard. It is both a calculator and a useful utility.
Commit case forecast, likely case forecast, and best case forecast are the focus metrics.
When developing quarterly estimates for your sales organisation, use this dashboard to compare year-over-year performance.
Use this dashboard to keep track of your pipeline's health and status. You may split the data and view the pipeline by opportunity stages, KPIs, size buckets, timeline, and sales representative, allowing you to spot possibilities that require immediate pivoting.
Having a thorough and accurate picture of your sales pipeline allows you to assess where your leads are coming from and take action early to assist teams in meeting their quotas.
Sales executives, managers, and analysts are the target audience for this pipeline dashboard.
Focus metrics include opportunity phases, opportunity sizes and sellers, opportunity next steps, deal age and schedule, and custom KPIs (e.g., product category, partner involvement, and more).
This dashboard can be used to acquire both high-level and specific information about your pipeline's health.
Select the filters you wish at the top, dropdown menu labelled "Select how to slice results" to quickly filter your sales growth data by region, segment, and salesperson account, and display YOY comparisons.
The context provided by this sales growth dashboard will be the most effective use of it, assisting managers in identifying patterns or trends, setting realistic goals, and nurturing salespeople.
Seeing the status of deals by representative, for example, allows you to assist sellers in changing methods and avoiding losing money.
These useful tips will help you re-engage disgruntled sellers, focus your team on customer success, and eliminate planning uncertainty.
Sales executives, managers, and analysts are the target audience for this pipeline dashboard.
Focus metrics: Amplified booking percentage, all filters for slicing results in different ways, account-level statistics, and account details.
When setting sales targets, use this dashboard to get a sense of who reps are selling to, how they're selling (e.g., inside, field), what goods they're selling, and where they're selling.
A proactive approach to the establishment and assignment of sales territory can increase seller performance. Without changing resources, we discovered that optimising territory design can improve revenue by two to seven percent.
To better balance workloads across the field and easily spot unworked prospects, you'll need the data to understand the sales KPIs that affect your territories.
The target audience is: Sales analysts and sales managers will benefit from this pipeline dashboard.
Metrics for focusing: The three filters for slicing results in different ways, viewing data at the account level, and viewing account information.
When setting sales targets, use this dashboard to get a sense of who reps are selling to, how they're selling (e.g., inside, field), what goods they're selling, and where they're selling.
To avoid blunders in the relationship, salespeople need complete data on every engagement with an account. Has the customer recently had a terrible service experience?
Is there a big deal that the seller isn't aware of? Important sales KPIs should all be shown in one place for a complete picture of your accounts.
Understand how a corporation is structured and where your company has sold into an organisation, as well as how much revenue a given account has earned.
The target audience is: This forecast dashboard for account management is designed by sales analysts for use by salespeople and their managers.
Metrics for focusing: Any KPIs you choose are important, including lifetime revenue broken down by product offering, services, interaction, and customer success.
Use this dashboard to help reps focus on key data and get a complete picture of an account.
With this "cockpit" dashboard, you can keep your sellers productive and in the zone. The workflow dashboard provides sales people with the information they need without needing them to switch between applications to find it.
It connects your CRM and other existing technologies you've already invested in to assist sellers take the appropriate action at the right time by bringing together data regarding quota attainment, lead activity segmented by type, call-down lists, and customer insights.
