Use Sales Analytics to Make Smart Moves

Learning Objectives

After completing this module, you’ll be able to:

  • Explain how Sales Analytics is different than Sales Cloud reporting.
  • List the roles that can get the most out of Sales Analytics.

Sales Analytics Is Your Sales Cloud Data, Supercharged

We learned in Sales Cloud: Quick Look that Sales Cloud has some really powerful reporting capabilities. But of course, you do need to take the time to create the reports. And know what you’re asking for. (Let’s take a moment to appreciate the Sales Ops people who have been asked “How is my team doing?” without additional context, and made it happen.) You’re probably thinking it would be a lot easier if this could be magically done for you. Well, your wish is our command: Sales Analytics takes your data to a whole new level. Here are some of our favorite things about it:

  • It’s built natively on the Salesforce platform, so it seamlessly connects with your Sales Cloud data.
  • It comes loaded with dashboards and key performance indicators (KPIs), carefully chosen from what customers have told us they need most.
  • You just answer some initial configuration questions, and your entire sales team can get up and running in minutes.
  • It’s built for business users, so you don’t have to rely on IT for analytics answers. You can see what’s going on and why, predict what happens next, and determine your next steps.

Who Is Sales Analytics For?

Sales Analytics is for your entire sales team—sales leaders, managers, operations, and reps. They can find answers on any device (phone, tablet, or web browser) without involving IT.

Sales Leaders and Managers

Sales leaders and managers can analyze quota progress, forecasts, selling opportunities, and find coaching opportunities for themselves, their teams, and individual sales reps. Following links will show details about the pipeline, team productivity, quota progress, and sources for new business.

Check out this one-minute video on using this info to coach your team.

Sales Operations

Sales Operations can understand company-wide sales performance, then slice and dice by region, product, source, customer, and more to understand why things are going well and what is causing problems.

Watch this one-minute video and learn how Sales Ops can eliminate bottlenecks.

Sales Reps

Each rep has an overview dashboard with their own KPIs, telling them how close they are to their goals at any moment. Better yet, dashboards can help them get even closer by showing opportunities to cross-sell existing customers.

Here’s another great video that shows you how whitespace analysis works.

Does It Know My Needs?

You’ll see dashboards built based on what we’ve learned from other customers, but of course, you have your own scenarios for how you want to use sales data. So we’ve left key decisions to you. Sales Analytics has a super easy configuration wizard that asks you questions about the way you track data in Sales Cloud. Based on your answers, it builds personalized dashboards and KPIs in a way that’s meaningful to you.

So you see, Sales Analytics gives you in-depth insight into everything you need to know about your sales data. That means you can make smart decisions, without having to do all the heavy lifting. Or of course you can do it yourself, in your abundant spare time. We know, it’s almost mean to joke about spare time, but think of how much of it you’ll have when Sales Analytics is on your side!


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