Check Sales Performance with Revenue Insights
Learning Objectives
After completing this unit, you’ll be able to:
- Employ Revenue Insights to get a high-level view of your pipeline.
- Use Revenue Insights to check your team’s performance.
- Apply Revenue Insights’ tools to investigate which opportunities and individual sales reps need additional attention.
As a busy sales manager at Get Cloudy Consulting, having quick access to your team’s performance metrics and identifying any obstacles in reaching your quarterly quota is essential. The Revenue Insights dashboard provides not only this vital information at a glance—it also offers strategies to overcome bottlenecks, ensuring you’re on the right track for a successful quarter. Let’s dive in and see how it works.
Are You Meeting Your Goals?
Access Revenue Insights and navigate to the Overview page, where you can find the On Track/Off Track chart. This chart provides a quick visual indication of how close you are to meeting your goals.
Right away, you notice that you’re off-track and not likely to meet your quota unless you address a few issues. Luckily, you don’t have to go on a wild-goose chase; the dashboard offers insights and recommendations to help you strategize more effectively.
Let’s Check Your Team’s Performance
To see how your team is faring, open the Team Performance view.
This view offers a visualization and insights into your team’s performance across multiple metrics—up to four can be displayed at a time, as shown. To select a different metric, click any of the displayed options and choose from the available list.
As you can see, one team member, Vince, is far behind the other team members. By looking at the Open Pipeline and Average Sales Size fields, you identify that Vince has a solid pipeline but his deal sizes are small, which pull down his numbers. You now know to coach him to focus on larger deals to regain his momentum.
Along with this, you can also track your team’s performance by monitoring key metrics such as Quota and Quota Attainment Percentage. Calculating the Gap to Quota helps identify shortfalls, while the Commit figure provides insight into upcoming sales prospects. Pipeline Coverage measures the likelihood of filling the quota gap. Additionally, metrics like Average Days to Close and the status of Activities (completed, open, or overdue) offer a comprehensive view of sales effectiveness and productivity.
That was a great first step. Now, let’s explore other ways you can support your team in achieving their sales goals.
Focus on What Matters
Returning to the Overview, scroll down to the What should I focus on? section.
This area provides a wealth of insights, letting you quickly review:
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Opportunities Needing My Attention: Identify opportunities with no recent or upcoming activities, or those stuck in the same stage for an extended period.
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Opportunity Changes: Examine opportunities recently updated in terms of Amount, Close Date, or Forecast Category, plus newly created or closed opportunities.
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Top Open Opportunities: Review opportunities with statuses of Commit, Most Likely, Best Case, or Pipeline.
A quick look at these insights helps you determine where your team should concentrate their efforts to enhance efficiency and work toward meeting their quota. You review your Most Likely deals to see if there are actions to take to improve confidence and commit the deals. You see that Haven Enterprises is a high-value opportunity in the Most Likely field. Click Open Pipeline Inspection to see what it takes to pull this in.
While Revenue Insights gives you a high-level view of your pipeline and team, you can go into Pipeline Inspection to see all the details associated with particular opportunities and understand the pipeline for each of your sales reps in greater detail.
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