Discover Dashboards Every Sales Leader Needs

Learning Objectives

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

• Identify the core dashboards Salesforce’s sales leaders and reps use.
  
• Define what AMP stands for.
  
• Articulate the importance of Clean Your Room.
  

Introduction

Now that you know what you require to measure the success of your business, it’s time to create CRM dashboards to track your metrics and give you real-time insights. These dashboards tell you where you’ve been, where you are now, and where you’re going.

Dashboards Every Sales Leader Needs

As the industry saying goes, “What gets measured gets done.” When fine-tuning the sales process, what’s the most efficient way to measure results? Dashboards. You can get real-time insights that can incentivize your team and illustrate what top-performing sales reps are doing to crush sales. Use these insights to incentivize your salespeople and teach teams what top-performing sales reps are doing to succeed.

At Salesforce, sales leaders rely on this core set of dashboards:

State of the Union Dashboard

This State of the Union dashboard gives you a comprehensive view of your sales, highlighting the most important metrics for the business each month. It includes notable open and closed deals, the top teams and top salespeople for the month, and gives insight on how you’re doing against your forecast.

AMP Dashboard

AMP stands for activities, meetings, and pipeline. The leaders at Salesforce recognized a need to track all the inputs that go into closed deals. You can’t have bookings without a pipeline and you can’t have a pipeline without really good meetings with clients. Only high-quality activity can drive those meetings, so at Salesforce, we measure each of those steps that eventually lead to closed deals.

Daily Pipe Gen Dashboard

The Daily Pipe Gen dashboard is about… well, pipe generation on a daily basis. You really don’t want to wait until the end of the month or quarter to realize you don’t have enough pipeline to meet your target. That doesn’t leave you enough time to fix anything. Use this dashboard to identify issues early and address them fast.

Clean Your Room Dashboard

Just like keeping your room tidy, it’s important to keep your CRM clean. With this dashboard, you can assess whether your sales reps are keeping their deals current and accurate. Ultimately, it becomes part of the culture and this dashboard may no longer be necessary. Having this accountability and transparency can really help your team make smart decisions.

What’s Next?

Consider the most important metrics in your own organization, and start creating the best dashboard for you. When you put it together, you keep track and motivate your sales team to get that much closer to your goals.

Resources

• Salesforce: The 7 CRM Dashboards Every Sales Leader Needs
• Trailhead: Reports & Dashboards Module
• Salesforce: Subscribe to Newsletter for proven sales advice direct to your email inbox