How to Create Top Sales Dashboards - PowerPoint PPT Presentation

1 / 35
About This Presentation
Title:

How to Create Top Sales Dashboards

Description:

Lyons tea and cake chain in UK. Weekly output. Over-and-under average pay per bakery ... Can review sales activity performance daily from any computer ... – PowerPoint PPT presentation

Number of Views:128
Avg rating:3.0/5.0
Slides: 36
Provided by: Geor93
Category:

less

Transcript and Presenter's Notes

Title: How to Create Top Sales Dashboards


1
How to Create Top Sales Dashboards
Track Sales Operations
  • Thomas Tobin, salesforce.com
  • Ashley Landry, SunGard
  • Jennifer Wobser, FFF Enterprises

2
Safe Harbor Statement
  • Safe harbor statement under the Private
    Securities Litigation Reform Act of 1995 This
    presentation may contain forward-looking
    statements the achievement of which involves
    risks, uncertainties and assumptions. If any such
    risks or uncertainties materialize or if any of
    the assumptions proves incorrect, our results
    could differ materially from the results
    expressed or implied by the forward-looking
    statements we make.  All statements other than
    statements of historical fact could be deemed
    forward-looking, including any projections of
    subscriber growth, earnings, revenues, or other
    financial items and any statements regarding
    strategies or plans of management for future
    operations, statements of belief, any statements
    concerning new, planned, or upgraded services or
    technology developments and customer contracts or
    use of our services.
  • The risks and uncertainties referred to above
    include - but are not limited to - risks
    associated with the integration of Sendia
    Corporations technology, operations,
    infrastructure and personnel with ours
    unexpected costs or delays incurred in
    integrating Sendia with salesforce.com, which
    could adversely affect our operating results and
    rate of growth any unknown errors or limitations
    in the Sendia technology any third party
    intellectual property claims arising from the
    Sendia technology customer and partner
    acceptance and deployment of the AppExchange and
    AppExchange Mobile platforms interruptions or
    delays in our service or our Web hosting our new
    business model breach of our security measures
    possible fluctuations in our operating results
    and rate of growth the emerging market in which
    we operate our relatively limited operating
    history our ability to hire, retain and motivate
    our employees and manage our growth competition
    our ability to continue to release and gain
    customer acceptance of new and improved versions
    of our CRM service unanticipated changes in our
    effective tax rate fluctuations in the number of
    shares outstanding the price of such shares
    foreign currency exchange rates and interest
    rates.
  • Further information on these and other factors
    that could affect our financial results is
    included in the reports on Forms 10-K, 10-Q and
    8-K and in other filings we make with the
    Securities and Exchange Commission from time to
    time, including our Form 10-K for the fiscal year
    ended January 31, 2006. These documents are
    available on the SEC Filings section of the
    Investor Information section of our website at
    www.salesforce.com/investor.
  • Any unreleased services or features referenced in
    this or other press releases or public statements
    are not currently available and may not be
    delivered on time or at all.  Customers who
    purchase our services should make purchase
    decisions based upon features that are currently
    available.  Salesforce.com, inc. assumes no
    obligation and does not intend to update these
    forward-looking statements, except as required by
    law.

3
Creating Dashboards
  • Where did dashboards originate?
  • The process to create a good dashboard
  • SunGard and sales executive dashboards
  • FFF Enterprises and sales dashboards
  • Questions and Answers

4
The origin of Dashboards
  • LEO 1951
  • Lyons tea and cake chain in UK
  • Weekly output
  • Over-and-under average pay per bakery
  • Production summaries
  • Structured reports from accounting and
    transactions
  • Spreadsheets
  • Model-driven simulations

5
Same set of questions as in 1951
  • The consumer
  • The business question
  • Why do they want to know?
  • What shape should it be?
  • Where does the answer come from?
  • What questions will there be from this number?
  • What can they do to change it?

6
Same set of questions as in 1951
  • The consumer
  • The business question
  • Why do they want to know?
  • What shape should it be?
  • Where does the answer come from?
  • What questions will there be from this number?
  • What can they do to change it?

7
Same set of questions as in 1951
  • The consumer
  • The business question
  • Why do they want to know?
  • What shape should it be?
  • Where does the answer come from?
  • What questions will there be from this number?
  • What can they do to change it?

8
Same set of questions as in 1951
  • The consumer
  • The business question
  • Why do they want to know?
  • What shape should it be?
  • Where does the answer come from?
  • What questions will there be from this number?
  • What can they do to change it?

9
Same set of questions as in 1951
  • The consumer
  • The business question
  • Why do they want to know?
  • What shape should it be?
  • Where does the answer come from?
  • What questions will there be from this number?
  • What can they do to change it?

10
Same set of questions as in 1951
  • The consumer
  • The business question
  • Why do they want to know?
  • What shape should it be?
  • Where does the answer come from?
  • What questions will there be from this number?
  • What can they do to change it?

11
Same set of questions as in 1951
  • The consumer
  • The business question
  • Why do they want to know?
  • What shape should it be?
  • Where does the answer come from?
  • What questions will there be from this number?
  • What can they do to change it?

12
Ashley Landry
Project Manager Salesforce.com Operations Team
ashley.landry_at_sungard.com
13
SunGard Data Systems
  • Global leader in integrated software and IT
    services
  • 25k customers in over 50 countries including the
    world's 50 largest financial services companies
  • Supply solutions to the financial services
    industry, higher education and the public sector
  • Provide solutions to information dependant
    enterprises of all types to maintain the
    continuity of their business through information
    availability services
  • Privately Owned Company
  • Annual revenue of 4 billion
  • Global infrastructure spanning 50 business units

INDUSTRY Software IT Services
EMPLOYEES 16000
GEOGRAPHY Global
USERS 1000
PRODUCT(S) USED SFA, Service Support, 3
AppExchange Applications
14
SunGard Standard Dashboards
  • Executive
  • Adoption
  • Marketing
  • GAM Account Dashboard All Accounts
  • GAM Account Dashboard
  • Individual GAM Dashboard
  • Executive
  • Adoption
  • Marketing
  • Sales Analysis
  • Executive
  • Adoption
  • Marketing

15
Key Challenges
  • Global Account Management Across 40 Independent
    Business Units
  • Lack of
  • New Deal Awareness
  • Solution Selling
  • Meeting Collaboration
  • Pipeline Views
  • Quota Management
  • Low customer service
  • Reduced revenue
  • Inefficiency
  • Poor account planning

16
The Solution - How did we address the challenges?
  • Global Account Dashboards
  • Global Account Managers need to know
  • Whats about to close?
  • Whats new?
  • Whos meeting with who?
  • How are deals progressing?
  • Are we reaching our goals?
  • Based on the following custom fields
  • Ultimate Parent
  • GAM Account
  • GAM
  • Quotable Revenue
  • Open sharing model for relationship exposure

17
Short-Term
  • Whats about to close?
  • Whos meeting with who?
  • Whats new?
  • Whats big?

18
Big Picture
  • How are things progressing?
  • Pipeline by
  • Account
  • Stage
  • Type focus on new business
  • Business Unit solution selling, cluster
    products, gaps

19
Long-Term
  • Are we reaching our account management goals
    pipeline and actual?
  • Quarterly
  • Annually

20
Full View of Their World
21
Results
  • What were the results?
  • Higher customer satisfaction
  • Visibility for improved
  • Solution selling
  • Relationship leverage
  • Quota management
  • Account planning

22
In the Future
  • In the News (Factiva) What are the top stories
    for my accounts?
  • Account Status Integrate project management
    tools

23
Jennifer Wobser
Business Systems Analyst andSalesforce.com
Administrator
jwobser_at_fffenterprises.com
24
FFF Enterprises
  • The Nations Largest Bio-pharmaceutical
    Distributor
  • Nationwide distribution of biopharmaceuticals,
    plasma products, vaccines, and trial drugs
  • Commitment to making a difference in healthcare
  • Privately Owned Company
  • Founded in 1988
  • Four Corporate Divisions
  • 40 Outside Field Sales Reps/10 Inside Sales Reps

INDUSTRY Biopharmaceutical Distribution
EMPLOYEES 200
GEOGRAPHY Headquarters based in Temecula, CA
USERS 90
PRODUCT(S) USED Premium Support, AppExchange
Mobile, and 6 AppExchange Applications
25
Key Challenges
  • Executives
  • Needed view over field and house reps
  • Missing metrics on time invested vs. revenue
  • Reps
  • No view over product/territory revenue split
  • Accounts being untouched
  • Unpredictable revenue
  • Lower accountability
  • View only extends to the edges of the desk

26
What did people want?
  • I had a personal view of the problem
  • Spent 2 years in sales
  • Started doing admin work and tracking the metrics
    on what I wanted for myself when I was in sales
  • Analyzing what activity/account information was
    available to the reps within salesforce.com
  • Built the dashboards
  • Talked to my executive users
  • Talk-and-tweak
  • Regular changes after listening to their
    experience of Salesforce and business processes

27
Where did the data come from
  • Internal ERP (Movex)
  • Data loaded each night using custom process
  • Loads customer info
  • Loads orders and items history into custom
    objects
  • Salesforce.com
  • Logs Activities
  • Analyzes Sales

28
How did we organize it?
  • Created Dashboard folders
  • By Role Management, Sales, CS, etc.
  • By Metric Activities, Sales, Territory, etc.
  • Standardized Templates
  • Each sales rep received the same dashboards
  • Management can also access sales dashboards

29
Deciding what people see
  • User profile/target audience
  • Do they know how to decipher data?
  • Multi-variable graphs, stacked bar charts or just
    line graphs?
  • First divide dashboard using columns
  • Weekly, monthly, quarter
  • 2006,2005,2004
  • Then by component
  • Product group, topic, activity

30
FFF Example Management Activity Dashboard
  • Monthly View
  • Graphical representations of total activity goals
  • Summaries by department, facility type, users
    with the most activities logged

31
FFF Example Sales User Activity Dashboard
  • Overall View
  • Total accounts owned with logged activities vs
    accounts without activities
  • Summary of activities by month and week
  • Click on any component to obtain the target
    report underneath

32
Instant Dashboards on the Appexchange
  • Easy to find
  • Go to the AppExchange
  • Type in Dashboards
  • Get it now
  • Instant reports and folders are created
  • Wont interfere with existing reports or
    dashboards

33
How did it work?
  • Metrics on success
  • Management tracked activities 50 rise in
    logged activities
  • Additional10 increase in activities after
    dashboard on sales performance by territory
  • Sales reps
  • Now easily find where to get low-hanging fruit
    increased profitability
  • Execs
  • Can review sales activity performance daily from
    any computer
  • Increased communication - everybody knows whats
    measured and how
  • Unexpected Bonus
  • Sales support center gets 80 less calls by sales
    reps for account sales statistics and invoiced
    account orders

34
QUESTION ANSWER SESSION
Jennifer Wobser
IT Administrator
Ashley Landry
Project Manager
Thomas Tobin
Product Manager
35
Session FeedbackLet us know how were doing!
Session ID 142
Save time! Use your cell phone or mobile device
to send Feedback via SMS/Text Messaging!
  • Please score the session from 5 to 1
    (5excellent,1needs improvement) on the
    following categories
  • Overall rating of the session
  • Quality of content
  • Strength of presentation delivery
  • Relevance of the session to your organization

Send a message to 26335
In the message body Session 142,
Session ID
Scores for 4 categories
For example, Session 123, 5555
SMS Voting powered by
Write a Comment
User Comments (0)
About PowerShow.com