[DF2U] Deep Dive into Salesforce.com Reporting, Analytics, and Dashboard

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There have been many recent enhancements to Salesforce.com reporting capabilities. Learn how to harness that power & improve your insight. …

There have been many recent enhancements to Salesforce.com reporting capabilities. Learn how to harness that power & improve your insight.

Presented by Ingo Fochler & Riptide

http://df2u-fl.eventbrite.com/

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  • Steering your business with dashboards – and we did just thatChange in corp. strategy: No secret, tough industry, online focus, SMBInconsistent processes: Decentralized company paired lack of training led to incon. Processes and lack of visibilityMore with less resourcesneeded to change the attitude of the sales organizationProvide visibility to local and exec. management
  • Had similar projects, didn’t work, why?Provided some visibility, but no accountability and limited resultsFocus on preparation and provide max. visibility and accountability So in the end, building dashboards was the easy part
  • Keep it simple: measurable, easy to understand, mgmt knows the benefits To drive real change, focus only on a few key metrics6 simple KPIs to compare 14 different newspapers Presentation:Easy to read, use best way to present data (tables, columns, lines, etc.) Same dashboards / reports for each level: Corporate, Local Manager, Sales Representative Pull and push: Easy access to data, visibility into the entire orgDashboard sent out weekly to all users
  • Aligned with corporate strategy- Executive management buy-in – sometimes tough to find out what they want bc they only know the status quo – ask the right questionsStandardized processes + definitionsRoll-out supported by training Link performance to compensation- In order to make people accountable, reports have to be valid!
  • Results:If every user can answer the question what’s in it for me, the dashboards will workIf dashboards provide value for each level in the org – daily/weekly usageDrive desired behaviorResults
  • Building is easy – especially in this case4 KPI for reps:of NBDsClose RateNew AccountsDigital AccountsTrending with analytic snapshot
  • Shift in sales management culture – more metric driven than before
  • Closed New Business Development Opportunities (NBDs): 690% (1,846 vs 14,582)Closed Won NBDs: 1,103% (667 vs 8,025)Closed NBDs Improvement: 42% (36.63% vs 51.84%)
  • Key points:Preparation – building dashboards is the easiest partKeep it simpleManagement buy-inProvide value to drive resultsConstant improvement
  • http://sites.force.com/appexchange/home
  • Report folders are you friendUse to control accessDevelop folder & report naming conventions-Develop folder & report naming conventionse.g., Regional Sales Report Folder, also thinking about preceding with “DB-” for dashboard reports(SE Pipeline, US Marketing, EMEA Lead Gen, etc.) - Don’t forget about the Rolling Calendar (e.g., Last 240 Days, This Quarter)
  • Report folders are you friendUse to control accessDevelop folder & report naming conventions-Develop folder & report naming conventionse.g., Regional Sales Report Folder, also thinking about preceding with “DB-” for dashboard reports(SE Pipeline, US Marketing, EMEA Lead Gen, etc.) - Don’t forget about the Rolling Calendar (e.g., Last 240 Days, This Quarter)
  • Report folders are you friendUse to control accessDevelop folder & report naming conventions-Develop folder & report naming conventionse.g., Regional Sales Report Folder, also thinking about preceding with “DB-” for dashboard reports(SE Pipeline, US Marketing, EMEA Lead Gen, etc.) - Don’t forget about the Rolling Calendar (e.g., Last 240 Days, This Quarter)

Transcript

  • 1. Reporting, Analytics and Dashboards
    Ingo Fochler and Jared Miller
  • 2. Ingo Fochler
    Corporate CRM Manager
  • 3. Company Overview
    The New York Times Regional Media Group (a division of NYTco.) consists of 15 daily newspapers and several weekly and community magazines in five states. Salesforce.com customer since 2006.
    • INDUSTRY: Printing and Publishing
    • 4. EMPLOYEES: 1975 RMG Division
    • 5. GEOGRAPHY: United States
    • 6. # USERS: 510
    • 7. PRODUCT(S) USED: Salesforce Unlimited Edition w/ Admin Support since 2006
  • Corporate KPI Initiative Dashboards
    Business Situation:
    Change in corporate strategy
    Inconsistent processes
    Lack of visibility
    Manual analytical processes
    Business Need:
    Drive new behavior
    Provide visibility
    Standardize processes to compare ‘apples to apples’
  • 8. Keys for Successful Dashboards
    Visibility
    Accountability
    Results
  • 9. Keys for Successful Dashboards: Visibility
    Keep it simple
    Focus on data presentation
    Make it relevant
    Create transparency
    Pull and push information
  • 10. Keys for Successful Dashboards: Accountability
    Management buy-in
    Standardize processes
    Training
    Link performance to compensation
    Valid reports
  • 11. Keys for Successful Dashboards: Results
    What’s in it for me?
    Provide value to each hierarchy level
    Daily/weekly usage
    Monitor behavior
    Results will come automatic
  • 12. Corporate KPI dashboard
  • 13. Results
    Increased intrinsic and extrinsic motivation
    Established clear goals and tied performance to bonus
    Increased competition among markets and sales reps
    Initiative Exceeded Expectations:
    Increased acquisition metrics in tough environment
    # of new accounts: +15.49%
    New account revenue: +7.1%
  • 14. Results – Process Dependent
    project launch
    Closed New Business
    + 690%
    Won New Business
    + 1,103%
    Close Rate New Business
    + 42%
  • 15. Continuous Improvement
    Analytics are a work in progress
    Better data + more knowledgeable users generate need for more ‘actionable’ reports with deeper insight
  • 16. Keys for Successful Dashboards
    Visibility
    Accountability
    Results
  • 17. Jared Miller
    Senior Consultant
    Riptide Software
    @jaredemiller
  • 18.
  • 19.
  • 20. Need a head start on reporting?Make AppExchange your first stop!
    • Free, easy, ready-to-deploy reports and dashboards
    • 21. Some popular solutions:
    • 22. Sales Activity Dashboards
    • 23. Sales KPI
    • 24. Sales Pipeline/Funnel
    • 25. Chatter Adoption Dashboards
    http://sites.force.com/appexchange/home
  • 26. Things to Consider
    Leverage existing reports where possible with “Save As”
    Report folders are you friend
    Be aware of saving reports to the “Unfiled” folder
    Use Calculated Fields for reporting sums and averages
    Don’t forget about the Rolling Calendar
  • 27. Reporting Tips and Tricks
    Use formula fields to add more information to a Dashboard
    Opportunity Information - Formula Field
    Account.Name &" - "& Name &" - "& CreatedBy.FirstName &" "& CreatedBy.LastName
  • 28. Reporting Tips and Tricks
    Create a Custom Report Type
    Setup>Customize>Create>Report Types>New Custom Report Type
    Use Custom Reports to create an easy to use interface for your users.
    You are able to determine the fields that are available for your users. Choose only the ones they need.
    Outer Joins
    Useful for creating exception reports.
    Example: Show me all accounts without an opportunity
    Example: Show me all accounts with no contacts
  • 29. And when you’re back at the office…
    Reporting Fundamentals - 30 minutes
    https://salesforce.acrobat.com/gettingstartedreportsdashboardseng/
    Reporting Tips
    https://www.salesforce.com/campaigns/insights/feature-reports-aug.jsp
    Learning Center: Reports & Dashboards
    http://www.salesforce.com/customer-resources/learning-center
    Successforce.com
    Search terms: “Reporting” or “Dashboards”
    Analytics Blog - http://blogs.salesforce.com/analytics/
    AppExchange
    Category “Dashboards & Reports” http://sites.force.com/appexchange/results?type=Apps&filter=a0L30000001Qp7REAS&sort=6
  • 30. Key Take Aways
    Keep it simple and ask questions
    Leverage Existing Reports when possible
    Use rolling dates for report criteria
    Schedule or email reports as needed
    Check out the AppExchange
    Get feedback – use Chatter