Dashboards
In Sales Intelligence, you will find available 7 dashboards carefully catered to meet the needs of Sales Teams, including Sales Reps and Sales Leaders.
List of dashboards:
- Leads Dashboard
- Sales Overview
- Sales Management
- Sales Forecasting
- Sales Reps Report
- Sales Targets
- Activity Report
- Leading Indicators
- Sales Leaderboard
Leads Dashboard
By including these metrics and indicators in the Leads Report, Sales Reps and Sales Leaders gain valuable insights into lead generation, conversion rates, lead progression, and leads pipeline. These insights enable better lead management, improved decision-making, and enhanced sales effectiveness.
Indicators
Indicator | Explanation | Benefits | Calculations |
Leads Created | The total number of Leads created over time | Tracking leads created helps assess lead generation efforts, identify peak periods, and evaluate the effectiveness of marketing campaigns. | Count of unique leads. & Creation Date |
Active Leads | The number of leads that are currently engaged and in progress within the sales pipeline. | Tracking active leads provides insights into the potential revenue in the pipeline, helps sales reps prioritize their efforts, and allows for proactive lead management. | Count of unique leads with an active status. |
Discarded Leads | The number of leads that have been disqualified or rejected due to various reasons. | Monitoring discarded leads helps evaluate lead quality and qualification processes, identify areas for improvement in lead scoring, and optimize lead management strategies. | Count of unique leads marked as discarded status. |
Leads Converted To Opportunities | The number of leads that have successfully converted into opportunities. | Monitoring converted leads helps measure the success of lead nurturing strategies, identify high-performing sales reps, and assess the overall conversion rate of leads. | Count of unique leads converted |
Average Days To Convert | The average time it takes for a lead to progress from creation to conversion. | Monitoring time to convert helps identify bottlenecks in the sales process, optimize lead nurturing activities, and improve sales cycle efficiency. | Sum of time taken to convert each lead / Converted Leads. |
Conversion Rate | The percentage of leads that successfully convert into opportunities. | Tracking the conversion rate helps evaluate lead quality, assess the effectiveness of sales and marketing efforts, and identify areas for lead conversion improvement. | (Number of converted opportunities / Total number of leads) * 100. |
Lead Funnel (Pipeline) | The visualization of leads at various stages in the sales pipeline. | Monitoring the lead funnel provides a visual representation of lead progression, helps identify areas of improvement in lead management, and enables sales reps to focus on high-potential leads. | Count of leads at each stage of the sales pipeline. |
Leads Overview | The pivot table provides a comprehensive view of leads, allowing sales teams to manage and prioritize leads effectively. | The pivot table provides a comprehensive view of leads, allowing sales teams to manage and prioritize leads effectively. | Leads table |
Leads Progression Over Time | This widget represents the changes in the number of leads created, discarded, converted and active over a specific period. | Sales Reps and Sales Leaders can use this chart to monitor lead generation, qualification, and engagement trends, helping them make informed decisions and optimize lead management strategies. | Count of leads per status over time |
Dashboard Details
Filters
- People Picker: Only show “Owners”
- Owner
- Date
- Process
- Stage
Widget
Widget #1 - Leads Created
Widget Title: Leads Created
Widget Header: “blank”
Widget Description (info): The total number of Leads created over time.
Details:
- Calculation:
- Count of unique leads.
- Use Creation Date
- Toggle Off “Close Date”
Widget #2 - Active Leads
Widget Title: Active Leads
Widget Header: “blank”
Widget Description (info): The number of leads that are currently engaged and in progress within the sales pipeline. This is reported in Maximizer as Status = “Active”
Details:
- Calculation:
- Count unique Leads,
- filter by “Status” = “Active”
Widget # 3 - Discarded Leads
Widget Title: Discarded Leads
Widget Header: “blank”
Widget Description (info): The number of leads that have been disqualified or rejected due to various reasons.
Details:
- Calculation:
- Count unique Leads,
- filter by “Status” = “Discarded”
Widget # 4 - Leads Converted To Opportunities
Widget Title: Leads Converted To Opportunities
Widget Header: blank
Widget Description (info): The number of leads that have successfully converted into opportunities.
Details:
- Calculation:
- Count unique Leads that have an “Opportunity_Key” AND exclude Leads that the “Opportunity_Key” = “N/A”
- Also ensure that the date filter is using “Close_Date”
- Toggle OFF at the widget level the “Creation_Date”
Widget #5 - Average Days To Convert
Widget Title: Average Days To Convert
Widget Header: blank
Widget Description (info): The average time it takes for a lead to progress from creation to conversion.
Details:
- Calculation:
- AVERAGE Age_Hourse AND filter by Count unique Leads that have an “Opportunity_Key” AND exclude Leads that the “Opportunity_Key” = “N/A”
- Divide the result by 24
- Use “Close_Date”
- Toggle Off “Creation_Date”
- Example: (AVG(100hours),( “Opportunity_Key” != “N/A”))/24
Widget #6 – Conversion Rate
Widget Title: Conversion Rate
Widget Header: blank
Widget Description (info): The percentage of leads that successfully convert into opportunities.
Details:
- Calculation:
- # of Unique Opportunity_Key / # of Unique Leads Key
Widget #7 - Leads Overview
Widget Title: Leads Overview
Widget Header: blank
Widget Description (info):
Details:
- Calculation: Pivot Table
- Columns:
- Owner
- Process
- Stage
- Company
- Values:
- Lead Age (Days)
- Calculation: ([Total Age_Hours],[Lead_Key])/24
- Lead Age (Days)
Widget #8 – Leads Funnel
Widget Title: Leads Funnel
Widget Header: blank
Widget Description (info): This widget shows the number of leads at various stages in the sales pipeline.
Details:
- Calculation: Funnel widget
- Categories: Stage Name
- Values: Number of Unique Count of Leads
Widget #9 – Leads Progression Over Time
Widget Title: Leads Progression Over Time
Widget Header: blank
Widget Description (info): Line chart that represents the changes in the number of leads created, discarded, and active over a specific period.
Details:
- Type: Line chart
- Calculations:
- X-Axis: Months in “Close_Date”
- Values:
- Leads Created (Blue color)
- Active Leads (Yellow Color)
- Leads Converted to Opportunities (Green Color)
- Leads Discarded (Red Color)
- Design:
- Enable the “Markers” option
Sales Targets Dashboard
Dashboard details
Filters
Filter #1 - Interaction Types
- New filter added, it will allow users to filter data by Interaction Type.
Filter #2 – Interaction Categories
- We changed the label of the filter to help identify that the categories are based on Activities, not on Opportunities.
Widget #1 – Total Activity Targets
Track and visualize the sum of the set targets for all activities, to ensure alignment and focus on achieving desired outcomes.
It will display the sum of all “Target Interactions.”
Example:
- John created 3 Target Interactions for Sophia
- Appointments/month = 10
- SMS/month = 20
- Emails/month = 20
- Total = 50
Widget #2 – Total Activities
Get an overview of the total number of completed activities, providing a clear snapshot of the sales reps’ productivity and engagement with prospects and customers.
Widget #3 – Remaining Target
Monitor the progress towards meeting the activity targets by comparing the actual activities completed with the set targets.
- Example:
- John and Michael have Interactions Targets in the current year.
- John and Michael also have existing Interactions in the current year.
- If we use the table below as an example
Owner | Date | Interaction Type | Category | Interaction Count | Target | Target Category | Target Count |
John | January | N/A | 1 | N/A | 5 | ||
John | February | Chat | Cat 1 | 2 | Chat | Cat 1 | 5 |
John | March | Phone Call | Cat 2 | 3 | Phone Call | Cat 2 | 5 |
John | April | Cat 3 | 2 | Cat 3 | 5 | ||
John | May | Appointment | N/A | 5 | Appointment | N/A | 5 |
Michael | June | Cat 2 | 4 | Cat 2 | 5 | ||
Michael | July | Chat | N/A | 3 | Chat | N/A | 5 |
Michael | August | Phone Call | N/A | 2 | Phone Call | N/A | 5 |
Michael | September | Cat 1 | 1 | Cat 1 | 5 | ||
Michael | October | Appointment | Cat 3 | 0 | Appointment | Cat 3 | 5 |
Total | 23 | 50 |
- We can say that the Remaining Target of John for this year, considering 5 months, it will be:
- Sum of Target count – Sum Interaction Count = Remaining Target
- (25 – 13) = 12
- Remaining Target for John = 12
Widget #4 – Target Attainment
Measure the extent to which the activity targets have been achieved, providing insights into the sales rep’s performance and their ability to meet or exceed the set objectives.
This indicator will calculate the percentage of target attainment of an owner. In this case we need to consider the widgets “Total Activity Targets” and “Total Activities”
- Example:
- If we follow the example of John above, assuming that “This Year” is chosen in the date filter.
- If Activity Target = 25, that means it is 100%
- How much does the “Sum of John’s Activities = 13” represents in %
- (13 * 100 / 25) = 52%
- Target Attainment = 52%
Widget #5 - Activities vs Targets
The column chart provides a visual representation of the total activities completed by all sales reps compared to the set activity targets. This comparison allows for a quick assessment of how well the team is performing in meeting their targets. Deviations or discrepancies between the actual activities and targets become readily apparent, enabling effective performance evaluation.
The chart also helps track the progress of the team towards their activity targets over time. By visualizing the actual activities alongside the targets, it becomes easier to identify trends, patterns, and potential gaps in achieving the desired objectives. This information is crucial for managers to make timely adjustments and align the team's efforts towards meeting or exceeding their targets.
In the image above, it is an example where we are showing the target in red line and the activities in purple for a specific Leader. The user set targets for the 6 default system interactions (appointment, chat, email, phone call, sms, task) and 2 for “custom” interactions (Coffee Chat, In person meeting), 1 for each month, meaning 12 per year.
Widget #6 Activity Summary - Total Activities Over Time
Users can easily track and monitor the overall activity levels of each sales rep over time. The widget provides a visual representation of the total activities completed by each sales rep, allowing users to evaluate their performance and identify trends or patterns.
The widget facilitates goal setting by providing a clear view of historical activity levels. Users can set realistic targets based on past performance and benchmark against previous periods or other sales reps to encourage healthy competition and continuous improvement.
Widget #7 - Activity Distribution Radar
The Polar Widget offers a clear and concise visualization of the sales reps' activities in a graphical format. Users can quickly assess the distribution and balance of various activities performed by each sales rep, such as calls, emails, meetings, tasks, etc. Enabling managers to identify top performers and those who may require coaching or support.
Widget #8 - Leader Board
- The “Owner” is configured to render data in “Ascending” order.
Leading Indicators Dashboard:
- People Picker
- Owner
- Date
- Process
- Stage
- Revenue Type
KPI Name
|
Description
|
Formula
|
Required Fields
|
Name of the Leader
|
The name of the sales team leader.
|
N/A
|
Leader Name
|
Win Rate
|
The percentage of Opportunities that are won.
|
Divide the total number of Opportunities won by the total number of Opportunities in the pipeline, then multiply by 100 to get a percentage.
(Opps[won]/Opps[in progress])*100
|
Opportunities
|
Forecast Accuracy
|
Measure the accuracy of sales forecasts by comparing predicted sales outcomes with actual results.
|
((Won Corporate Revenue - Forecasted Opportunities) /Won Corporate Revenue )* 100
|
Corporate Opp, Forecast Opp
|
- Win Rate
- Description: Percentage of opportunities that are successfully closed as "won."
- Calculation: (Number of Won Opportunities / Total Opportunities) * 100
- Example: If 20 out of 50 opportunities are won, the Win Rate is (20/50) * 100 = 40%.
- Forecast Accuracy
- Description: Measures the accuracy of predicted sales outcomes compared to actual results.
- Calculation: (Actual Sales Revenue / Forecasted Sales Revenue) * 100
- Example: If forecasted revenue was $500,000 and actual revenue was $450,000, Forecast Accuracy is ($450,000 / $500,000) * 100 = 90%.
- Activities >= Target (Green)
- Activities < Target (Orange)
KPI Name
|
Description
|
Formula
|
Required Fields
|
Total Calls vs Target
|
Number of calls made compared to the target number of calls.
|
(Total Calls / Target Calls) * 100
|
Total Calls, Target Calls
|
Total Emails vs Target
|
Number of emails sent compared to the target number of emails.
|
(Total Emails / Target Emails) * 100
|
Total Emails, Target Emails
|
Total Messages vs Target
|
Number of messages sent compared to the target number of messages.
|
(Total Messages / Target Messages) * 100
|
Total Messages, Target Messages
|
Total Appointments vs Target
|
Number of appointments set compared to the target number of appointments.
|
(Total Appointments / Target Appointments) * 100
|
Total Appointments, Target Appointments
|
- Interaction Efficiency for Closed Deals
- Description: Total number of interactions (calls, emails, etc.) for deals that were successfully closed.
- Calculation: Sum of interactions (calls, emails, meetings, etc.) for each closed deal (Won or Lost).
- Example: If a rep closed 5 deals with 20 calls and 10 emails per deal, Interaction Efficiency is the total of those interactions.
- In progess (Number of opportunities) = green
- In progress value = green
- Won = green
- Lost = red
KPI Name
|
Description
|
Formula
|
Required Fields
|
Number of Opps in Progress
|
Total number of opportunities currently in progress.
|
Count of opportunities in progress
|
Opportunity Status
|
Value of Opps in Progress
|
Total value of opportunities currently in progress.
|
Sum of opportunity values in progress
|
Opportunity Value, Opportunity Status
|
Value of Won Opportunities
|
Total value of opportunities that have been won.
|
Sum of values of won opportunities
|
Opportunity Value, Opportunity Status
|
Value of Lost Opportunities
|
Total value of opportunities that have been lost.
|
Sum of values of lost opportunities
|
Opportunity Value, Opportunity Status
|
- Opportunities in Progress
- Description: Number of open opportunities that are currently in progress.
- Calculation: Count of opportunities with a status of "Open" or "In Progress."
- Example: If there are 15 open opportunities, Opportunities in Progress = 15.
- Total Value of Opportunities in Progress
- Description: Total value of all open opportunities still in progress.
- Calculation: Sum of the monetary value of all open opportunities.
- Example: If there are 5 open opportunities worth $10,000, $20,000, $15,000, $30,000, and $25,000, the Total Value = $100,000.
- Total Value of Won Opportunities
- Description: Total value of all successfully closed (won) opportunities.
- Calculation: Sum of the monetary value of all closed-won opportunities.
- Example: If 3 opportunities were won with values of $50,000, $30,000, and $20,000, the Total Value of Won Opps = $100,000.
KPI Name
|
Description
|
Formula
|
Required Fields
|
Target Attainment
|
Percentage of target revenue achieved.
|
(Won Revenue ) / Target Revenue
|
Won Revenue, Target Revenue
|
Forecast Accuracy
|
Accuracy of revenue forecasts compared to actual revenue.
|
((Forecast Revenue - Corporate Revenue) / Forecast Revenue) * 100
|
Forecast Revenue, Actual Revenue
|
- This widget will be reflected by the "Target_Revenue" Date.
- Target Achievement
- Description: Measures how close the team is to reaching their sales target in terms of won revenue.
- Calculation: (Total Value of Won Opportunities / Sales Target) * 100
- Example: If the sales target is $200,000 and $150,000 has been won, Target Achievement is ($150,000 / $200,000) * 100 = 75%.
KPI Name
|
Description
|
Formula
|
Required Fields
|
Average Opportunity Value
|
Average value of opportunities.
|
Total Opportunity Value / Number of Opportunities
|
Opportunity Value, Number of Opportunities
|
Average Time to Close Opportunity (days)
|
Average time taken to close an opportunity.
|
Sum of time to close opportunities[won] / Number of closed opportunities[won[
|
Time to Close, Number of Closed Opportunities
|
- Average Deal Value
- Description: The average monetary value of closed opportunities.
- Calculation: Total Value of Closed Opportunities / Number of Closed Opportunities.
- Example: If the total value of 4 closed deals is $100,000, the Average Deal Value is $100,000 / 4 = $25,000.
- Average Time to Close (Days)
- Description: Average number of days it takes to close an opportunity (won or lost).
- Calculation: Sum of days from opportunity creation to close / Number of closed opportunities.
- Example: If 3 opportunities closed in 20, 30, and 40 days, the Average Time to Close is (20 + 30 + 40) / 3 = 30 days.
KPI Name
|
Description
|
Formula
|
Required Fields
|
Revenue distribution by products
|
Total revenue per product
|
Sum of won corporate revenue by product
|
Opportunity Product
|
- Revenue Distribution by Products
- Description: Breakdown of total revenue generated by different products sold.
- Calculation: Sum of revenue generated from each product as a percentage of total revenue.
- Example: If Product A generated $60,000 and Product B generated $40,000, Product A is 60% and Product B is 40% of total revenue.
Conversion Rate by Stage (examples)
Stage
|
Number of Opportunities
|
Conversion Rate Formula with Values
|
Conversion Rate %
|
Stage 1
|
10
|
(10/10) * 100
|
100%
|
Stage 2
|
8
|
(8/10) * 100
|
80%
|
Stage 3
|
6
|
(6/10) * 100
|
60%
|
Stage 4
|
4
|
(4/10) * 100
|
40%
|
Stage 5
|
3
|
(3/10) * 100
|
30%
|
- Percentage of opportunities that move from one stage to the next in the sales process, considering the total opps in a period of time.
- The order of the stages should reflect the one in the Administrator settings.
- The stages should only display the ones that belong to the selected Process in the filter.
- Conversion Rate by Stage
- Description: Percentage of opportunities that move from one stage to the next in the sales process.
- Calculation: (Number of Opportunities moving from one stage to the next / Total Opportunities) * 100
- Example: If 10 opportunities moved from stage 1 to stage 2 out of 20, Conversion Rate for Stage 1 is (10/20) * 100 = 50%.
- This will track the total amount of activities per period and the previous period.
- This widget will follow the selected date range in the filter.
- ex. If the user chooses "This Month" -> The widget will show "This Month", etc.
- The X-axis should show the weeks.
- The Y-axis should show the total activities.
- Level of Engagement
- Description: Measures the total number of meaningful interactions (calls, emails, meetings) with clients for a given opportunity.
- Calculation: Sum of all interactions recorded for each opportunity during the sales cycle.
- Example: If a rep had 10 calls, 5 emails, and 3 meetings with a client, the Level of Engagement is 18 interactions
- Use the "Polar Chart" widget in Sisense.
- Configuration:
- Categories use: Interaction Type (BI_Timeline)
- Values: Average interactions (BI_Timeline)
- Design:
- Polar type: Column
- Legend: Bottom
- Value label: enabled
- It should display the Average interactions.
- Activity Distribution Radar
- Description: Visual representation of how sales activities (calls, emails, meetings, etc.) are distributed across different types of engagement.
- Calculation: Total count of each activity type (calls, emails, meetings, etc.) represented in a radar chart.
- Example: If there were 30 calls, 20 emails, and 10 meetings, the radar chart shows the proportion of each activity type relative to the total number of activities.
Sales Leaderboard:
- Ranking (based on value of won opportunities)
- Won Revenue vs. Target
- Sales Metrics
Dashboard Design:
Name of the dashboard: Sales Leaderboard
Filters:
- People Picker (Owners only)
- Owner
- Date
- Process - This will be multi-select
- Revenue Type
Ranking:
- The widget will display in descending order (Larger to Lowest) based on the "Total Won Corporate Revenue".
- Then, under the name of the owner, we'll display to which team it belongs.
- Then, it will give the rank across all other individual. This is to maintain the company rank, when filtering out people by using the filters.
Owner Widget:
- Color Codes for the progress bar:
- If target = 0% red <50%
- If target = 50% yellow <80%
- If target = 80% < green
KPI Name
|
Description
|
Formula
|
Required Fields
|
Owner Name
|
Provides the owner name based on the Opportunities module
|
N/A
|
BI_Opps = Owner
|
Target Attainment
|
Percentage of target revenue achieved.
|
(Won Corporate Revenue ) / Target Revenue * 100
|
BI_Target = Won Revenue, Target Revenue
|
Team Average
|
Compares an individual's performance to the team's average performance.
|
(TEAM)(AVG[Won[Opps]])
|
BI_Opps = Total Team Sales, Number of Team Members
|
Progress Bar
|
Visual representation of sales achievement relative to the target.
|
(Won Corporate Revenue ) / Target Revenue
|
BI_Target = Won Revenue, Target Revenue
|
Key performance indicators Card
KPI Name
|
Description
|
Formula
|
Required Fields
|
Win Rate
|
The percentage of Opportunities that are won.
|
Divide the total number of Opportunities won by the total number of Opportunities in the pipeline, then multiply by 100 to get a percentage. (Opps[won]/Opps[in progress])*100
|
Opportunities
|
Average Opportunity Value
|
Average value of opportunities.
|
Total Opportunity Value / Number of Opportunities
|
Opportunity Value, Number of Opportunities
|
Average Time to Close Opportunity (days)
|
Average time taken to close an opportunity.
|
Sum of time to close opportunities[won] / Number of closed opportunities[won[
|
Time to Close, Number of Closed Opportunities
|