Reporting Training: The Optimizing Dashboard

Optimize to Your Heart's Content

Your Optimizing dashboard helps you make the best possible decisions for your business. Here's how:

Video Transcript

Welcome to our video on the Optimizing dashboard. This dash provides key operational metrics, such as funnel stage volume, conversion rates, and velocity rates, in such a way that helps you understand how things are trending over time. The overall goal of the Optimizing dashboard's metrics is to identify patterns and anomalies in the data.

In our Full Circle Method document we discuss this category’s metrics in detail and consider how to most effectively utilize them, and we’d recommend you take the time to read through that and watch the associated video to get a more comprehensive understanding than is covered in this review.

As you can see here, the conversion and velocity metrics in the Optimizing category are based on monthly time cohorts in an effort to help effectively identify patterns and extrapolate immediate insights.

(1:00) There are also various reports based on dispositioned leads, contacts, and opportunities at the various pipeline stages. The underlying reports for the disposition reasons can be adjusted to fit your business process. For instance, while faster responses are always preferred, if reps in your organization have longer to respond, perhaps based on a high volume to work with, you can adjust the filter for the “unworked MQLs by rep” so that MQLs don’t appear as unworked for 10 days rather than seven.

The following are 3 Best practices for optimizing.

First, use disposition data to coach sales reps. For example is one rep disqualifying many more leads than anyone else? If so, why? Are certain reps overusing some disposition reasons, or not dispositioning them when they should be? This tool can be helpful to train team members on consistent processes.

Next, use unworked data to capture neglected leads. If leads are remaining unworked for too long, you’ll quickly be able to assess the issue and fix it.

(2:00) Finally, Investigate any upward/downward trends to find campaigns, reps, or tactics that are helping or hurting pipeline, and then reallocate budget and/or coach sales rep as appropriate.

Next up, please join us for the Evaluating Dashboard. Thanks for watching.