There are six reports that can help you enhance your sales numbers.

Improving what you measure will help you achieve better results. Fortunately, we have mechanisms in place to assist us in doing so effectively. CRM dashboards may be used to alter how we think about business and focus our goals by presenting data in granular detail in real time. There are a plethora of reports you can run and provide in dashboard format, but the six report ideas below will help you enhance your sales metrics and reinforce the habits that propel your team forward.

Reports on sales progress

These reports provide critical sales data that illustrate how individuals and teams are doing in terms of meeting quarterly and weekly targets.

1. Sales metrics by individual

Create a leaderboard to track reps’ progress over the course of the week. Demos set should be the major measure shown to SDRs, while revenue linked with closed sales should be shown to AEs. Displaying this report on the team dashboard for all to view promotes team accountability and gives basic information about the team’s weekly progress.

2. Expected results

Make a report that illustrates the team’s progress in relation to the quarterly revenue forecast. The report should immediately update and present the accurate figure on a dashboard for the team to see when the team updates the CRM with closed / won opportunities. Because the sales staff will be able to see how they are contributing to the broader goal, this statistic should be both useful and inspiring. You’ll always be able to see where your team is at as a manager, and you’ll be able to provide updates and coaching as needed.

3. Daily demonstrations

Demonstrations are a critical component of pipeline health. A report that illustrates the daily trend of demos held is useful in determining how well the funnel is working. Closed won agreements will suffer if the demos held number is heading downward. Keep an eye on this number to ensure that your funnel is being filled with good prospects who have a strong probability of becoming customers.

Reports of errors

It’s critical to keep track of sales indicators that both help and hinder your final goal. As they switch between various sales activities such as providing demos, documenting activity within CRM records, and learning about new product features, sales agents are busy and make typical blunders.

Some of these mistakes can have serious implications, such as prolonged deal cycles, missing follow-up, and lost revenue. You can use these reports to help your team spot faults and follow up on earlier losses.

4. Last quarter was closed / lost

When a sales agent closes an opportunity as lost, it is common for them to never return to it. Reps can be reminded to follow up if the customer’s decision to not move further is still correct by providing a report for them that allows them to identify which opportunities were lost 90 days ago. Creating a report like this encourages good selling practices and leads to some wonderful win backs.

5. Possibilities for aging

Poor CRM cleanliness leads to inaccurate pipelines and jeopardizes your forecasting capabilities. Create a report that identifies opportunities that are still in the pipeline but have not advanced through the phases of the sales process within your deal cycle time frame. Sales reps and managers should review this report on a weekly basis to ensure that forecasting is accurate and pipelines are realistic.

6. There is no next step.

Opportunities that lack a next step status and deadline are more likely to be neglected. These opportunity records should be recognized and rectified so that the sales rep is reminded to act and engage with the prospect in order to increase conversion.

Examine the report.

Salespeople generate a lot of information. Revenue is the ultimate data point, but there are many moving parts that require your attention along the road. These fine-grained aspects of the sales process are critical. At all times, the spotlight on these operational aspects should be sharp and focused.

Managers that focus on operational details have a competitive advantage. You’ll be able to spot issues early on, before they become unmanageable and result in severe consequences such as missed sales targets. You’ll also be aware of the current health of the company, reducing the number of unknowns in terms of team performance and deal momentum.