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The nine principles
of Killer Dashboards
How leading companies
track opportunities
and create revenue
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0...
“The unexamined life is not worth living.”
Socrates

“The un-dashboarded forecast is not worth
the pixels it’s printed on....
What’s a Dashboard?

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04
05

06

07
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What’s a Dashboard?

A dashboard is a single
screen that tracks a number
of key metrics in real time.
That may not sound
v...
But, for this deck,
we’ll be talking
about your

Sales and
Marketing
Dashboard:

The place where the entire revenue
creati...
Why are dashboards
so important?
Why are dashboards
so important?

Dashboards are important
because they align your entire
sales and marketing organisation...
With a well-designed dashboard,
you can see:
•	 If you’re attracting enough leads
•	How well they’re progressing through
t...
07

In short, if you can measure it,
you can get it on a dashboard.
A great dashboard is one
that your sales and marketing
people live inside.

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08

They’re open on screens all the time.
Everyone refers to them.
The most important meetings
happen around th...
That means a great dashboard
is one that your sales and marketing
people agree on.

OK

∙	 It’s about what they feel
	 is ...
Here’s an example:
Leads by Source:
where are they
coming from?
Leads by Source

The sales pipeline:
track opportunities
b...
More than the sum of its reports
Each component in a dashboard represents
one report. Here are some good ones:
Closed Busi...
Other popular
components you’ll find
in many dashboards:
Wall of Fame
Who has completed
the highest
percentage of their
as...
Leads by Status
Open? Working?
Qualified?
Deals win rate
How many are
you winning?
Conversion rate
by market segment
How a...
The principles of creating
great dashboards
Follow these guidelines
and your dashboards
will rock the business…
01

Align everyone around
one dashboard.
You can have
dashboards for
different teams,
campaigns
and purposes.
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02

That’s fine.

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But you also want one,
single dashboard that the
sales and marketing folks
agree on as your primary
revenue creation track...
A typical
Salesforce
dashboard has
three columns
with up to 20
components.

1

2

3
Column 1
could be
used for closed
business status.

1
Column 2
could track
the sales pipeline
and opportunities.

2
Column 3
looks at big
deals and top
performers.

3
02

Map your purchase
cycle and define stages.

02
One of the most powerful things
you can do in your dashboard
is to track all leads as they turn
into prospects, opportunit...
We’ll get you started with
the ones shown below.
But you can set up as many
stages as make sense for
your business, then b...
03

Define and agree the
metrics you need to track.

03

03
A purchase cycle stage is not
an abstract idea. It’s a specific
state that’s defined by the
actions taken by the prospect,...
Report Builder lets
non-techies capture these
metrics and turn them into
reports for your dashboard.
04

Iterate.
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04
We’ve never seen a great
dashboard that was great
in its first incarnation.

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The idea is to get one out there,
live with it a while, get feedback
from the people using it, and
improve it over and ove...
If you can’t easily create new dashboard
components, edit them and swap them
around, you need a new CRM system.
This stuff...
It’s essential to have a
drag  drop dashboard
builder that all of your
teams can use.
05

Make sure you
can drill down.
05

05
The first generation of dashboards
were just static snapshots.
Today, your dashboard needs
to be a live, real-time view of...
That means you can click
on just about anything and drill
down to the underlying reports,
data and customer profiles.
06

Social-power
your dashboard.
great
progress!
05

@dashboard
Early dashboards were silos
of information. You opened
them up, got what you
needed and went somewhere
else to act on the ...
It’s like having your company’s
own internal Facebook built into your
dashboard. So people can ‘follow’
a metric or an act...
This may sound like a bell
or a whistle – but in reality,
it’s hugely powerful.
Great dashboards are active
collaboration ...
07

Integrate tasks.

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07
Again, old dashboards were static
data slices. New dashboards are
active productivity environments.
What does that mean? I...
All from within the dashboard.
No logging in and logging out.
No sending emails or chasing
with phone calls (unless you
wa...
08

Make it pretty.

10
This one shouldn’t matter but,
let’s face it, it does.
If you want people to spend
time in your dashboards, you
need to ad...
Colourful, clear, easy-to-read
charts, graphs and dials make
important data jump out from
the background noise. And
people...
09

Make it mobile.

09
Dashboards are too important
to lock to the desktop.
You need to be able to access
your dashboard wherever you are.
So tab...
A good mobile app
should let you do
pretty much everything
you could do from your
desk, including:

Search for and browse
...
The best dashboards are
the ones that whole teams
practically live inside.
You don’t want to break that
habit just because...
Conclusion:

Dashboards accelerate
pipelines.

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Your dashboard should be the
engine of your revenue machine.
Define some key metrics and
the business processes that
drive...
07

And stand back.
You’ve just created a sales
and marketing collaboration
tool that doesn’t just report
on revenue gener...
The hard
sell part.
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At salesforce.com,
we’re crazy about dashboards
(you may have noticed).
That’s why we spend so
much time and energy making...
Dashboards that sales
and marketing people love.

Dashboards that keep
sales and marketing
accountable to each other.

03
...
If you’re starting to see the power of the
dashboard in your own sales and marketing
operation… we should really talk.

07
Where do you
go from here?
You can watch a video with some
dashboard action here
And sign up for free demos here
Or a free...
07
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A good mobile app
should let you do
pretty much everything
you could do from your
desk, including:

Search for and browse
the dashboards you’re
following
View any and all
components
Share a dashboard
or component
Collaborate with colleagues
inside the dashboard
Access recently viewed
reports and dashboards
when you’re offline

Publié dans : Business, Technologie
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