Build the dash using the Manual and answer questions like:
- How is our team performing against target for this week, month and quarter?
- Which reps are on / behind / ahead of target?
- Do any reps qualify deals better than others? How does that look against revenue and close rate?
- Which reps are missing activity or productivity targets?
- What kind of tactics are working the best for the team right now (call, email, LI, other)?
Key takeaways:
- Use metrics like meetings booked, pacing toward goals, and individual rep performance (daily, weekly, monthly) to monitor team progress. Identify reps who are lagging behind or overachieving .
- Provide additional support or coaching for underperforming reps and reward or replicate the strategies of high performers. Regularly review pacing to ensure alignment with weekly, monthly, and quarterly targets.
- Monitor open tasks and activity levels by rep to ensure consistent productivity. Reps with high open task counts or low activity may need assistance or accountability.
- Check for bottlenecks or inefficient workflows. Reassign tasks or adjust workload to balance productivity and maintain pipeline momentum.
- Evaluate metrics like meeting show rates, booked-to-completed ratios, and qualified pipeline contributions by rep. Low conversion rates can signal issues with targeting, follow-ups, or meeting scheduling.
- Investigate reps with low conversion rates to determine if the issue lies in lead quality, timing, or outreach techniques. Adjust processes, such as tightening follow-up protocols or refining outreach timing, to improve conversions.
- Track pipeline by activity type (e.g., calls, emails, LinkedIn messages) to identify which tactics are most successful in booking meetings and driving pipeline.
- Focus efforts on high-performing tactics while experimenting with underperforming ones to optimize results. Monitor trends over time to adapt strategies as effectiveness shifts with seasons or audiences.
- Monitor cancelled or no-show meetings, as well as reasons for lost deals, to identify patterns that can be addressed. Common reasons like "bad fit" or "timing" should decrease over time with better targeting.
- Create a system for rescuing stalled meetings by re-engaging with prospects through the marketing team. Regularly review lost deal reasons with sales and marketing to address gaps in targeting or communication.
Dashboard Template
