Sales leaders need a full view of the activity of sales representatives to understand engagement and overall pipeline creation. If, for example, sales reps are not producing well against key performance indicators (KPIs), their managers have to know as soon as possible. Or maybe new reps are spending too much time on unprofitable accounts, and need guidance to allocate their time efficiently.
From the top downward, sales leaders should be able to correlate sales activities to overall team performance and base their decisions on how sales reps engage with customers and prospects. They want data to support even simple techniques, like the relationship between the volume of customer contacts and conversion rate. The trends and patterns are in the data, but sales leaders have to find them before they can capitalize on them.
The key to a full understanding of sales activities, and whether those activities are producing results, is to create a dashboard that shows an overview of sales interactions alongside a view of sales pipeline results. An end-to-end analytics platform can automatically connect to your data sources, apply sales KPIs, and export directly to dashboards, enabling sales leadership to implement flexible, data-driven, and real-time strategy decisions.
With Alteryx, you can:
- Automate the extraction of sales activities from CRM platforms like Salesforce
- Combine that data with custom KPIs and business rules to understand sales rep performance
- Measure sales reps on deeper metrics than number of calls total and number of calls per customer
- Power a robust dashboard that shows sales activities, pipeline status and business impact