Sam is founder and chief of product & marketing for InsightSquared. Previously, Sam was VP Product at HubSpot, VP Product at BzzAgent, and on the founding team at Elance.com. His background also includes venture capital with Greylock Partners, the Algorithms group at Amazon.com, and management consulting with Booz Allen Hamilton. Sam has an MBA from Harvard Business School and a B.S. in Applied Math from Yale. In his off time he dives shipwrecks in the New England area.
Your Mission: You’re the VP of Sales. You just had a hallway conversation with the CEO about Joe Salesperson and you want to follow up with some data. It’s time to dust off your Salesforce reporting skills. Try this right now in your Salesforce.com portal: 1. Load up a report 2. Filter the report to …
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The final answer is usually “whoever delivers the most.” However there are often subtleties like: What are the top performers doing differently? Are there outliers in sales cycle or close rate which can be improved? Is it more effective to go after fewer large deals, or many smaller ones? Enter the new Employee Dashboard: Enhancements …
Read more »The answer is often not “whoever pays the most.” Other factors are which account requires the most effort to close, or which account has the best repeat close rate. Enter the revamped Client Dashboard: The chart uses the same Bookings and Efficiency contrast as before: Green bars are booked value per account in the selected …
Read more »Our Insight Feed is very popular with our customers. As a running, live-updated list of all the sales and booking activities of the company, data error notifications, and more, the Insight Feed has always been one of the most popular and most helpful screens in our business intelligence solution. Old Insight Feed But what if …
Read more »You’re sipping your morning coffee. You open up your inbox and see your InsightSquared activity summary. Turns out, your team conducted 9 demo meetings last week. Hold on. Your coffee hasn’t quite kicked in yet. Is that amount good or bad compared to prior activity? Our nightly and weekly emails already give you a detailed …
Read more »A key part of monitoring your team’s efficiency are Activity Ratios. Ratios help you troubleshoot funnel conversion issues, for example. Mark Roberge (VP Sales @ HubSpot), in a guest post on David Skok’s (VC @ Matrix Partners) blog, describes his ratio analysis in-depth, give a bunch of great best practices, and even shows their home-made …
Read more »Sales Goals are an excellent metric for tracking your team’s performance. But sales (or booked deals) are a lagging indicator. What happens when you need a leading indicator of performance? Enter Activity Goal tracking. This new dashboard will track how each employee is performing against his/her activity goals. What activities are tracked? That’s up to your …
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