Database Reference
In-Depth Information
In this dashboard you can see the following metrics:
• New opportunities
• Opportunity revenue (opportunity revenue is expanded in the
Results
tab)
• Opportunity closure rates
• Sales cycle time
These metrics are available to be analyzed along the following dimensions:
•
Time
: For example, period, quarter, and year.
•
Region
: Region is a grouping of countries. Examples of regions are
groupings such as Latin America or Europe, Middle East, and Africa.
•
Country
: For example, United States, Chile.
•
Employee Organization
: Employee organization is the organization
to which the employee is assigned to work. This is very likely to be
the sales department.
The
Lead Management
tab is not really an expansion of the metrics on the
main dashboard, but gives great metrics of the flow into the opportunity
management process.
Other dashboards in Sales Analytics
The
Competitors dashboard
focuses on win/loss analysis. It shows a win/loss
analyzed by customer, over time, both in terms of number of opportunities as well
as the value of the opportunity. It analyzes wins by reason and loss by reason as
well as listing recent competitive wins. It expands these metrics by competitor, by
team member, and by product, each in a dedicated tab. The last subtab provides
a heat map by product line and competitor to surface quickly whether you are
winning or losing in these two dimensions.
The
Customers dashboard
shows the account activity over time in terms of both
number of accounts and number of activities. It shows the top customer accounts as
measured by both opportunity revenue and realized revenue. It shows the number
of accounts with activities as well as an analysis of accounts by geography and
industry. The dashboard has an
Account Summary
tab that presents key metrics for
a customer account. It also has a
Products
tab that lets you know the products that
are most often quoted, where you already have penetration and where you have
whitespace in the market.
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