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If you talk to enough sales leaders (and I’ve talked to a LOT of them), patterns emerge. One of those patterns is how they approach their daily routine. They wake up, they open their eyes and immediately start to think about their pipeline. What’s going to close soon? What’s in trouble? What has lost its …

InsightSquared just got a little more personalized. Introducing My Reports: In your left navigation, you’ll see that we’ve created four links to the reports specific to you and only you: Scorecard, Activity, Job Orders/Opportunities, and Placements/Deals (depending on your industry). Now we’ve made it easier for busy salespeople to find what’s relevant to them, while …

A month ago we introduced sales goals for individual employees. However often a CEO needs to set company-level goals that are different than just the rollup of the employees’ goals. Enter our new Company Goals feature: Features Both Value (total sales amount) and Deal Count goals Auto-adjusting timeframe: enter goals on a month-by-month basis and …

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 …

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 …

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 …

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 …