A good reporting strategy gives the right people in your sales team up-to-date information on deals and opportunities so they can make effective decisions and take proactive action to drive better results.
Does that sound a tall order? Not with the reports available from Salesforce.com and training that focuses on getting the best from those reports.
Keep the team informed
Salesforce reports enable everyone in the team to get the information they need for their role. Sales managers can review overall progress, as well as the performance of individual representatives so they can focus resources on closing deals faster or dealing with problems.
Sales administrators can ensure that workflow progresses smoothly to minimize any delays and help maximize customer satisfaction. Sales representatives can easily review the status of deals and progress against their personal targets. And, senior executives can obtain a snapshot of sales performance against overall strategic business objectives.
With Salesforce, you can easily customize the same core reports with just a few clicks to give each of the stakeholders the view they need.
Present information clearly
Concise reporting presents information in a way that can have impact, ensures understanding and is actionable. Information in and of itself is useless. You must be able to turn your data into action. Salesforce provides a variety of different standard reports in tabular, matrix or summary formats. You can also create custom reports that are more specific to your precise needs.
To clarify information, you can incorporate a range of graphics, including bar charts, pie charts and a funnel chart that communicates progress of opportunities and leads.
Get the right input
Effective reports depend on accurate, timely input. But, that has to be weighed against the time taken to create reports. Sales representatives, for example, should spend their time on customers and prospects, not paperwork.
With Salesforce, it’s easy to create reports. Just drag and drop on the fields, filters, groupings and charts you want and reports are ready for distribution, analysis and action with minimal effort.
Turn reports into action
The best reports help teams take proactive action to drive results. Salesforce enables your team to focus on issues or bottlenecks that could be holding back deals or opportunities. It’s easy to identify opportunities stuck in the sales process, determine the actions needed to close deals due in the next reporting period, discover opportunities that were due to close by a certain date and recognize the need for training or support.
With that information at hand, it’s easy to refocus resources or bring in expert help to drive faster results.
Build teamwork and collaboration
Sharing the information in your reports can help build teamwork and collaboration with real impact on reports. Distributing customized reports to stakeholders keeps them fully informed on progress against key metrics and highlights areas where they can contribute.
Marketing, for example, may identify a need to generate more leads or provide content to nurture existing leads. Product or technical specialists can identify opportunities to work with representatives during an evaluation phase. Representatives can view the performance of other members of the team, creating a competitive environment that motivates and inspires.
Make the most of Salesforce reporting potential
With Salesforce, you can develop an effective reporting strategy that takes full advantage of its ease of use, impact, customization and collaboration features. To help familiarize your team with the basics and best practice of Salesforce reporting, LiveSalesforce.com Training offers a range of training programs that have helped leading organizations take performance to the next level.
Learn how to build a report in under 5 minutes.
Watch these videos for free on LiveSalesforceTraining.com (login required):