Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com

by Aaron Ross

For a Sales Team I encourage clients to generally set up their dashboards in a three-column format, including: Left: Current month activity (amount of stuff going on). Center: current month results/deals. Right: Long-term results (year-to-date). Example screenshot, blurred for privacy: Example Sales Development Rep Dashboard Every sales rep should set up their own personal dashboard, so they can see the state of their own business at a glance (and make it easier for their manager to coach/help them). Below, I have laid out a three-column dashboard with nine example reports, in a 3x3 matrix. Notice how the reports follow the same three-column format I suggested on the prior page. Left: Current month activity (amount of stuff going on). Center: current month results/deals. Right: Long-term results (year-to-date). Every team is different, and while for outbound sales you should use the above key metrics and reports as a foundation, you will have to customize everything to fit your own needs.