Sales Reporting and Analytics
Organizations need to provide clear, accurate, timely, and actionable sales reporting and analytics tools to help salespeople and managers easily understand their performance and help executives make informed business decisions.
Without the ability to effectively design and deliver reports, analyses, dashboards, alerts, and other types of information, sales organizations are faced with errors and discrepancies, high sales support costs, poor decision making, confusion from unclear information, and lost productivity.
Challenges
When organizations lack effective sales reporting and analytics, they may experience several challenges:
- misalignment between company goals and objectives and the behaviors of the sales organization
- unreliable and conflicting sales, compensation, and performance data across the sales organization
- lack of understandable and meaningful information to help salespeople improve performance
- lack of insight into sales force performance because information provided to sales managers is not actionable and well organized
- inflexible and outdated sales reporting and analytics that do not account for changing business needs
Capabilities
To solve these sales reporting and analytics challenges, companies need the ability to:
- provide managers, executives, and sales operations analysts with information to make key business decisions that are aligned with corporate strategy
- ensure accuracy and consistency of sales performance information between various types of reports, analytics, dashboards, and analyses by using a centralized data repository
- give salespeople clear, meaningful reports and analytics to help them maximize their potential and reinforce desired sales behaviors
- present sales managers and executives with actionable, informative dashboards and analyses to better understand the performance of their people and the sales organization
- quickly adapt reports, dashboards, analyses, alerts, and the underlying sources of data to remain aligned to organizational strategy
