There are no set sales reports templates but they should all be used to help answer similar questions – are my reps performing up to their potential? Are there enough opportunities in the pipeline and is the value of these opportunities increasing? Are there too many opporunities being lost and where are these losses taking place? The answers to all these questions – and more – reside in sales reports templates that use advanced sales analytics based on historical sales data. Here are some of the most important factors to track, regardless of what sales reports templates you opt for.
How long are reps spending in particular stages?
You don’t want your reps to spend too long on individual opportunities at particular stages of your sales cycle, especially during early ones. Spending too much time on these opportunities early on, only to abruptly lose the prospect at the end of the sales cycle, is an astounding waste of a company’s time and resources. Instead, you want reps focusing on opportunities that are more likely to close and generally progressing prospects through the sales cycle, instead of stalling at any one stage. [image source_type=”attachment_id” source_value=”19519″ align=”center” title=”Sales Reports Templates in InsightSquared” alt=”Sales Reports Templates in InsightSquared” lightbox=”true” width=”430″ height=”255″ quality=”100″]
- Is your sales pipeline appropriately shaped?
Regardless of which sales reports templates you use, one key aspect is using it to help maintain the shape of your sales pipeline Sales pipelines tend to organically evolve into funnel-shaped diagrams, reflecting the progressive drop-off of less-qualified prospects as they progress through your sales cycle, leaving only the most qualified prospects that are most likely to buy your product. Managers should do their best to achieve a smooth gradient in their sales funnel with even distinctions between each stage. If a funnel has only small differences in stages at the onset, only to plummet dramatically later, that should tell you that something is out of whack regarding your sales process or the way you are qualifying prospects. Ideally, the shape of your funnel and the stages within it should be mapped to your buyer’s process. [image source_type=”attachment_id” source_value=”18724″ align=”center” title=”Sales Reports Templates in InsightSquared” alt=”Sales Reports Templates in InsightSquared” lightbox=”true” width=”430″ height=”255″ quality=”100″]
- Are your employees hitting their goals?
Having great information and data available in your sales reports templates not only provides managers with the knowledge they need to run their teams better, but this information can also be shared with the rest of the team. For instance, tracking the daily activities of your reps compared to their goals and other peers will help the whole team identify which reps are performing greatly and which ones are underpeforming. Managers should look to reward their best performers while helping to coach their weaker ones to better performances. [image source_type=”attachment_id” source_value=”19204″ align=”center” lightbox=”true” title=”Sales Reports Templates – Rep activity goals” alt=”Sales Reports Templates – Rep activity goals” width=”381″ height=”214″ autoHeight=”true”]
These are just a few of the dozens of different metrics that managers should consider studying and including in their sales reports templates. The more in-depth information available to a manger, the better-prepared he or she will be to lead their team toward greater achievements.
[note][blockquote cite=”Steve Richards, Co-Founder, Vorsight”]InsightSquared was like shining a light in a dark room for us.[/blockquote][/note] [/one_half_last]