Sales Operations Dashboard

All right, everybody, strap in for today's deep dive.

We're diving headfirst into the world of sales operations dashboards.

Love it.

We're keying off, of course, that awesome C2 RevOps podcast episode.

Yeah.

And, you know, like you, I'm really eager to unpack those crucial metrics they highlighted.

Me too. Me too.

It's like everyone talks about these dashboards, but really using them to drive those, like, really smart decisions, that's the game changer.

Exactly. That's what we're here for.

They started off with some kind of foundational metrics, count and value of opportunities closing across different, you know, timeframes.

Sounds simple enough, but I have a feeling it's a little more nuanced than that.

What do you think?

Oh, absolutely.

This is like the heartbeat of your sales, right?

Are you going to hit those targets this week, this month, this quarter, even this fiscal year?

But, and this is the key thing, it also tells you if your revenue projections are even realistic.

Like, is that big deal actually going?

Are you going to close when you thought it would?

Right, right.

Because a sudden dip or even like an unexpected surge.

Yeah.

That can be a signal.

Maybe a marketing campaign is going off the rails.

Maybe your sales team's hitting some roadblocks you didn't anticipate.

This metric, early warning system, don't ignore it.

Gotcha.

So it's not just about seeing the numbers, but it's about understanding, like, the why behind them.

Like you said, that early warning system.

100%.

And this next metric, this one really jumped up.

It came out at me from the podcast.

Opportunities with delayed annual maintenance contract, AMC billing.

Okay.

That's potential revenue leakage right there.

Yeah.

Unpack that one for me.

Like, what's the problem there?

Think about it.

You close a deal.

Everyone's high-fiving, popping champagne.

Right.

And then the contract is stuck.

Maybe it's with legal.

Maybe the billing system's gone haywire.

Whatever the reason, each day of delay.

Yeah.

That's money just gone.

And it throws your forecasts out the window.

Uh-huh.

This metric is like a flashing red light.

Fix your contract process.

Look at your billing systems.

Make sure everyone's on the same page.

Yeah.

Time is money, as they say.

Literally, in this case.

Okay.

Let's talk about something the podcast really hammered home.

Segmentation.

Okay.

They were really into breaking down metrics like accounts with upsell, cross-sell, and accounts without AMC attached by industry.

Yeah.

Why is that so important?

It's like, imagine you're looking at a forest, right?

From a distance, it's just a bunch of trees.

But when you get closer, you start to notice the different types of trees.

The healthy ones, the ones that are struggling.

Right.

Segmentation is that closer look.

But for your sales data, if you notice, you've got a ton of accounts with upsell in, say, tech.

But AMC attachment in manufacturing is dismal.

Well, that tells you to target your AMC packages to those manufacturers.

Work smarter, not harder.

It's about, like, playing to your strengths, right?

Knowing where to focus your energy.

But now you're speaking my language.

Now let's get down to the nitty-gritty.

Stage-wise, count for deals and opportunities revenue in each stage.

Okay.

So we're talking about, like, the actual journey of a deal, right?

How it progresses.

Exactly.

These metrics, they tell you where things are moving along and where the bottlenecks are.

Like, a log jam in the negotiation phase?

That might mean your contracts are way too complicated.

Or if everything grinds to a halt in closing.

Maybe your sales team needs to brush up on those closing techniques.

Think of them.

Think of these metrics as your sales process roadmap.

Where are the potholes that need fixing?

So you can, you know, pave the way for a smoother sales cycle.

You got it.

And speaking of smoother, the podcast sponsor, Click2CRM, they really believe their

platform can tackle a lot of these sales operations dashboard challenges we've been

talking about.

They did. They highlighted visibility, data hygiene, and next generation UX as those

key benefits.

And it makes sense. You need to be able to actually see and understand your data.

And the easier it is to use the tools, the better.

Nobody wants to wrestle with clunky software.

Exactly. All right.

So to wrap things up, what are the key takeaways our listeners should remember about

sales operations dashboards?

OK. Number one, these dashboards, they're more than just numbers on a screen.

Right.

We need to understand the story those numbers are telling us.

OK. Number two.

Segmentation, segmentation, segmentation.

Don't just look at the whole picture.

Zoom in. Look at industries, product lines.

Even specific customer segments.

That's where you'll find the real insights.

Awesome. And last but not least.

Keep an eye on that sales pipeline.