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The nine principles
of Killer Dashboards
How leading companies
track opportunities
and create revenue
03

02

04
05

06

0...
“The unexamined life is not worth living.”
Socrates

“The un-dashboarded forecast is not worth
the pixels it’s printed on....
What’s a Dashboard?

03

02

04
05

06

07
08
What’s a Dashboard?

A dashboard is a single
screen that tracks a number
of key metrics in real time.
That may not sound
v...
But, for this deck,
we’ll be talking
about your

Sales and
Marketing
Dashboard:

The place where the entire revenue
creati...
Why are dashboards
so important?
Why are dashboards
so important?

Dashboards are important
because they align your entire
sales and marketing organisation...
With a well-designed dashboard,
you can see:
•	 If you’re attracting enough leads
•	How well they’re progressing through
t...
07

In short, if you can measure it,
you can get it on a dashboard.
A great dashboard is one
that your sales and marketing
people live inside.

04

05
05

06

07
08

They’re open on screens all the time.
Everyone refers to them.
The most important meetings
happen around th...
That means a great dashboard
is one that your sales and marketing
people agree on.

OK

∙	 It’s about what they feel
	 is ...
Here’s an example:
Leads by Source:
where are they
coming from?
Leads by Source

The sales pipeline:
track opportunities
b...
More than the sum of its reports
Each component in a dashboard represents
one report. Here are some good ones:
Closed Busi...
Other popular
components you’ll find
in many dashboards:
Wall of Fame
Who has completed
the highest
percentage of their
as...
Leads by Status
Open? Working?
Qualified?
Deals win rate
How many are
you winning?
Conversion rate
by market segment
How a...
The principles of creating
great dashboards
Follow these guidelines
and your dashboards
will rock the business…
01

Align everyone around
one dashboard.
You can have
dashboards for
different teams,
campaigns
and purposes.
02

02

That’s fine.

09

05

06

07
08
But you also want one,
single dashboard that the
sales and marketing folks
agree on as your primary
revenue creation track...
A typical
Salesforce
dashboard has
three columns
with up to 20
components.

1

2

3
Column 1
could be
used for closed
business status.

1
Column 2
could track
the sales pipeline
and opportunities.

2
Column 3
looks at big
deals and top
performers.

3
02

Map your purchase
cycle and define stages.

02
One of the most powerful things
you can do in your dashboard
is to track all leads as they turn
into prospects, opportunit...
We’ll get you started with
the ones shown below.
But you can set up as many
stages as make sense for
your business, then b...
03

Define and agree the
metrics you need to track.

03

03
A purchase cycle stage is not
an abstract idea. It’s a specific
state that’s defined by the
actions taken by the prospect,...
Report Builder lets
non-techies capture these
metrics and turn them into
reports for your dashboard.
04

Iterate.
04

04

04

04
We’ve never seen a great
dashboard that was great
in its first incarnation.

04

05

06
The idea is to get one out there,
live with it a while, get feedback
from the people using it, and
improve it over and ove...
If you can’t easily create new dashboard
components, edit them and swap them
around, you need a new CRM system.
This stuff...
It’s essential to have a
drag  drop dashboard
builder that all of your
teams can use.
05

Make sure you
can drill down.
05

05
The first generation of dashboards
were just static snapshots.
Today, your dashboard needs
to be a live, real-time view of...
That means you can click
on just about anything and drill
down to the underlying reports,
data and customer profiles.
06

Social-power
your dashboard.
great
progress!
05

@dashboard
Early dashboards were silos
of information. You opened
them up, got what you
needed and went somewhere
else to act on the ...
It’s like having your company’s
own internal Facebook built into your
dashboard. So people can ‘follow’
a metric or an act...
This may sound like a bell
or a whistle – but in reality,
it’s hugely powerful.
Great dashboards are active
collaboration ...
07

Integrate tasks.

02

03

07
Again, old dashboards were static
data slices. New dashboards are
active productivity environments.
What does that mean? I...
All from within the dashboard.
No logging in and logging out.
No sending emails or chasing
with phone calls (unless you
wa...
08

Make it pretty.

10
This one shouldn’t matter but,
let’s face it, it does.
If you want people to spend
time in your dashboards, you
need to ad...
Colourful, clear, easy-to-read
charts, graphs and dials make
important data jump out from
the background noise. And
people...
09

Make it mobile.

09
Dashboards are too important
to lock to the desktop.
You need to be able to access
your dashboard wherever you are.
So tab...
A good mobile app
should let you do
pretty much everything
you could do from your
desk, including:

Search for and browse
...
The best dashboards are
the ones that whole teams
practically live inside.
You don’t want to break that
habit just because...
Conclusion:

Dashboards accelerate
pipelines.

03

02

04
05

06

07
08

09
Your dashboard should be the
engine of your revenue machine.
Define some key metrics and
the business processes that
drive...
07

And stand back.
You’ve just created a sales
and marketing collaboration
tool that doesn’t just report
on revenue gener...
The hard
sell part.
02

02

03

02
09

04
05

06

07
08

09
At salesforce.com,
we’re crazy about dashboards
(you may have noticed).
That’s why we spend so
much time and energy making...
Dashboards that sales
and marketing people love.

Dashboards that keep
sales and marketing
accountable to each other.

03
...
If you’re starting to see the power of the
dashboard in your own sales and marketing
operation… we should really talk.

07
Where do you
go from here?
You can watch a video with some
dashboard action here
And sign up for free demos here
Or a free...
07
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The Nine Principles of Killer Dashboards

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A dashboard is a single screen that tracks a number of key metrics in real time. That may not sound very exciting… But, for this Slideshare presentation, we’ll be talking about your Sales and Marketing Dashboard: The place where the entire revenue creation team tracks your progress and collaborates around opportunities. Now that’s exciting.

Take a couple of minutes from your day to scroll through this fast-paced presentation to help you understand the key benefits that a dashboard can bring to your organisation. It’s packed with tips and tricks that will help you align your sales and marketing functions around the key business metrics that drive your decisions.

Of course, all of this is possible with Salesforce CRM (how else would we know so much about it?). If you’d like to find out more about the benefits of switching to a social, mobile, cloud-powered CRM, this eBook will show you how: https://www.salesforce.com/uk/socialsuccess/form/crm-switchers-guide.jsp

Published in: Business, Technology
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  • Salesforce offers many attractive and beneficial Dashboards. Find the ways to organize these Salesforce dashboards and reports both so that you can use it optimally as and when required. Learn more at- http://www.janbask.com/blog/how-to-organize-salesforce-dashboard-optimally/
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  • These are really great principles to follow when building dashboards. Great design and user experience are a must for any application and more so for dashboards. Beyond that, what’s really key is what kind of information is being presented. Is it the regular KPIs and reports that tell us the current status of things or can they go beyond what is happening and when and tell us why is it happening and how. Why are we winning and losing deals? How can we shorten the sales cycle across the board? How can we improve our product or service to win more business (and quantify what can be expected as result)?... and so on.  I’ve shared more of my thinking on this in my blog - http://www.gtmhub.com/blog/data-dashboards-and-bi-solutions-need-to-do-much-more/
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  • Wonderful slide! Looks like I need to plan a well designed dashboard. Thank you for sharing the information with us!
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The Nine Principles of Killer Dashboards

  1. The nine principles of Killer Dashboards How leading companies track opportunities and create revenue 03 02 04 05 06 07 08
  2. “The unexamined life is not worth living.” Socrates “The un-dashboarded forecast is not worth the pixels it’s printed on.” Kevin Jones, Salesforce Dashboard Dude
  3. What’s a Dashboard? 03 02 04 05 06 07 08
  4. What’s a Dashboard? A dashboard is a single screen that tracks a number of key metrics in real time. That may not sound very exciting… 05 06 07 08
  5. But, for this deck, we’ll be talking about your Sales and Marketing Dashboard: The place where the entire revenue creation team tracks your progress and collaborates around opportunities. Now that’s exciting.
  6. Why are dashboards so important?
  7. Why are dashboards so important? Dashboards are important because they align your entire sales and marketing organisation around the metrics you most need to track. 02 09
  8. With a well-designed dashboard, you can see: • If you’re attracting enough leads • How well they’re progressing through the sales cycle • How well you’re converting them • How much revenue is coming your way • Where the revenue is coming from • How your campaigns and sales people are performing • How happy your customers are… And that’s just a small sample.
  9. 07 In short, if you can measure it, you can get it on a dashboard.
  10. A great dashboard is one that your sales and marketing people live inside. 04 05
  11. 05 06 07 08 They’re open on screens all the time. Everyone refers to them. The most important meetings happen around them. The critical reports feed into them. A great dashboard helps streamline, automate and accelerate the entire sales and marketing operation.
  12. That means a great dashboard is one that your sales and marketing people agree on. OK ∙ It’s about what they feel is important. ∙ It’s what they want to see. ∙ It highlights the metrics they’ll track every day. And nothing else.
  13. Here’s an example: Leads by Source: where are they coming from? Leads by Source The sales pipeline: track opportunities by stage Customer satisfaction: if you can measure it, you can track it Customer Satisfaction Revenue by Month Year over Year Closed business: keep it in the green How are we doing vs last year? Revenue trend by type: looks like a great quarter
  14. More than the sum of its reports Each component in a dashboard represents one report. Here are some good ones: Closed Business Trends By product, over time – or any way you want to see it. Competitor report Who are you losing to? Top Reps Who’s chasing up and closing the most business?
  15. Other popular components you’ll find in many dashboards: Wall of Fame Who has completed the highest percentage of their assigned tasks? Opportunities How much revenue is in each of your stages?
  16. Leads by Status Open? Working? Qualified? Deals win rate How many are you winning? Conversion rate by market segment How are you converting in each? Again: anything you can track, you can build into a report and then feed into your dashboard. The key is to pick the important things.
  17. The principles of creating great dashboards Follow these guidelines and your dashboards will rock the business…
  18. 01 Align everyone around one dashboard.
  19. You can have dashboards for different teams, campaigns and purposes. 02 02 That’s fine. 09 05 06 07 08
  20. But you also want one, single dashboard that the sales and marketing folks agree on as your primary revenue creation tracker. 02 Make sure you use consistent, agreed metrics: it’s critical that everyone understands the definition of each metric that you’re tracking. 02 03 02 09 07 06 04 05 06 07 08 09
  21. A typical Salesforce dashboard has three columns with up to 20 components. 1 2 3
  22. Column 1 could be used for closed business status. 1
  23. Column 2 could track the sales pipeline and opportunities. 2
  24. Column 3 looks at big deals and top performers. 3
  25. 02 Map your purchase cycle and define stages. 02
  26. One of the most powerful things you can do in your dashboard is to track all leads as they turn into prospects, opportunities and deals – or whatever you choose to call them.
  27. We’ll get you started with the ones shown below. But you can set up as many stages as make sense for your business, then build a report that feeds your dashboard. Stage Prospecting Qualification Needs Analysis Value Proposition Proposal/ Price Quote 04 05 Negotiation/ Review Closed/Won Closed/Lost 06
  28. 03 Define and agree the metrics you need to track. 03 03
  29. A purchase cycle stage is not an abstract idea. It’s a specific state that’s defined by the actions taken by the prospect, your sales team or both. 03 To track your leads and deals through the cycle, your team needs to agree on what specific actions define each stage, then build these into your reporting and dashboard components.
  30. Report Builder lets non-techies capture these metrics and turn them into reports for your dashboard.
  31. 04 Iterate. 04 04 04 04
  32. We’ve never seen a great dashboard that was great in its first incarnation. 04 05 06
  33. The idea is to get one out there, live with it a while, get feedback from the people using it, and improve it over and over again. Soon, everyone has the dashboard experience they really want. And they can’t live without it. 04 04 04 04
  34. If you can’t easily create new dashboard components, edit them and swap them around, you need a new CRM system. This stuff should take minutes (or you’ll never do it and find you’re stuck with a sub-optimal dashboard). 03 09
  35. It’s essential to have a drag drop dashboard builder that all of your teams can use.
  36. 05 Make sure you can drill down. 05 05
  37. The first generation of dashboards were just static snapshots. Today, your dashboard needs to be a live, real-time view of your data. 05 05 12 36 pm
  38. That means you can click on just about anything and drill down to the underlying reports, data and customer profiles.
  39. 06 Social-power your dashboard. great progress! 05 @dashboard
  40. Early dashboards were silos of information. You opened them up, got what you needed and went somewhere else to act on the information. Today, great dashboards are the centre of collaboration for the entire sales and marketing team.
  41. It’s like having your company’s own internal Facebook built into your dashboard. So people can ‘follow’ a metric or an activity, share it with other team members, comment on it or open a conversation around it. great progress! 05 @dashboard
  42. This may sound like a bell or a whistle – but in reality, it’s hugely powerful. Great dashboards are active collaboration platforms.
  43. 07 Integrate tasks. 02 03 07
  44. Again, old dashboards were static data slices. New dashboards are active productivity environments. What does that mean? It means you can can capture tasks and activities in the dashboard, to make sure they get done. 02 03 07
  45. All from within the dashboard. No logging in and logging out. No sending emails or chasing with phone calls (unless you want to). We know: cool, right?
  46. 08 Make it pretty. 10
  47. This one shouldn’t matter but, let’s face it, it does. If you want people to spend time in your dashboards, you need to add a bit of eye candy. Yes, your data could be represented in columns and rows, but who wants to look at spreadsheets all day?
  48. Colourful, clear, easy-to-read charts, graphs and dials make important data jump out from the background noise. And people like them. There’s no excuse for ugly dashboards any more.
  49. 09 Make it mobile. 09
  50. Dashboards are too important to lock to the desktop. You need to be able to access your dashboard wherever you are. So tablet and smartphone versions are a really good idea. 10 09 05 06 07 08
  51. A good mobile app should let you do pretty much everything you could do from your desk, including: Search for and browse the dashboards you’re following View any and all components Share a dashboard or component Collaborate with colleagues inside the dashboard Access recently viewed reports and dashboards when you’re offline
  52. The best dashboards are the ones that whole teams practically live inside. You don’t want to break that habit just because people are away from their desks. 06 07
  53. Conclusion: Dashboards accelerate pipelines. 03 02 04 05 06 07 08 09
  54. Your dashboard should be the engine of your revenue machine. Define some key metrics and the business processes that drive them. Turn them into a report. Add in social capabilities. Aggregate a few critical reports into a simple dashboard. Let people assign and track tasks. Show it to your team. Improve it. Improve it again. Make it pretty. Improve it again.
  55. 07 And stand back. You’ve just created a sales and marketing collaboration tool that doesn’t just report on revenue generation, it generates revenue. 08 09 DONE 03 02 04 05 06 07 08
  56. The hard sell part. 02 02 03 02 09 04 05 06 07 08 09
  57. At salesforce.com, we’re crazy about dashboards (you may have noticed). That’s why we spend so much time and energy making sure our customers can build the very best dashboards in the civilised universe. 02 04 05 06 07 08
  58. Dashboards that sales and marketing people love. Dashboards that keep sales and marketing accountable to each other. 03 02 04 05 Dashboards that track everything important so you can improve everything important. 06 07 08 09 Dashboards that help you crush your sales forecasts.
  59. If you’re starting to see the power of the dashboard in your own sales and marketing operation… we should really talk. 07
  60. Where do you go from here? You can watch a video with some dashboard action here And sign up for free demos here Or a free trial here Or just skip all the foreplay and talk to salesforce.com now so we can get you into our dashboard, convert you into a customer and get you that promotion you so richly deserve.
  61. 07

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