[one_half] With synergy between sales and analytics, sales managers can coach their reps more effectively (with actual activity conversion data), manage their sales pipelines more efficiently (looking at opportunity engagement and stalled opportunities) and produce more accurate and useful data-driven sales forecasts (with pipeline stages, instead of traditional forecast stages). Here are three key areas of sales and analytics that sales managers can monitor to great success.

  • Activity conversion ratios
    With an acute understanding of sales and analytics, sales managers know that it’s not the number of activities, but the conversion rates of these activities that can impact your sales. Average managers track the raw number of calls made by reps – the best ones look more closely at the conversion rates from calls to demos to Closed-Won deals. Sales and analytics of activity conversion ratios is difficult to achieve with CRM and Excel tools only. [image source_type=”attachment_id” source_value=”33146″ align=”center” lightbox=”true” title=”Sales Analytics – Rep activity goals” alt=”Sales Analytics – Rep activity goals” width=”381″ height=”202″ autoHeight=”true”]
  • Opportunity pipeline
    Sales managers need visibility into each rep’s pipeline to identify stalled opportunities and those with positive momentum. Sales and analytics helps managers answer how opportunities in the pipeline are trending over time, how long rep’s sales cycles typically are, and what win rates are like between different stages of the sales funnel. [image source_type=”attachment_id” source_value=”31295″ align=”center” title=”Pipeline Management in InsightSquared” alt=”Pipeline Management in InsightSquared” lightbox=”true” width=”430″ height=”238″ quality=”100″]
  • Closed-won deals
    A key part of sales and analytics is studying your wins – and losses – to diagnose issues and coach the team more effectively on improving sales performances. Sales managers want to know where the drop-off between stages is, which reps have the highest conversions from the top of the sales funnel to Closed-Won and if fewer or more deals are being closed over time. [image source_type=”attachment_id” source_value=”33147″ align=”center” lightbox=”true” title=”Sales Analytics – Sales Funnel” alt=”Sales Analytics – Sales Funnel” width=”381″ height=”262″ autoHeight=”true”]

InsightSquared is the sales reporting and analyzing software you need to align sales and analytics. With in-depth study of key sales metrics, managers can produce detailed and helpful reports to help drive a more efficient sales team.

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[note][blockquote cite=”James Sampson, Director of Revenue and Sales Operations, DataXu”]InsightSquared’s robust business intelligence and analytic solution was easy to integrate and helps us get the most out of our data.
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