6 minute read
If you’re a business owner, manager or anyone accountable for your organization’s overall success, then you should be running reports or looking at KPIs (key performance indicators). Hopefully, you have a CRM or ERP that provides comprehensive reports that exceed your reporting needs and enable you to run all required reports from within a single application.
Customized reporting will give you the details you’re looking for, while dashboards are a good way to obtain real-time snapshots of specific components of your business. CRMs, like Mothernode CRM can automatically deliver your reports at an assigned schedule. While this is convenient for you, you still need to take the time to review them.
If you’re like most business managers today, time can often get away from you quickly. Monday morning can quickly become Friday afternoon in the blink of an eye. If that’s often the case, then you need to invest in a CRM that provides you with your dashboards on-the-go, specifically on your mobile device, so you can review them immediately regardless of your location. You could easily review your KPI dashboards in a meeting, during commercials, while having breakfast, awaiting a flight, and virtually any other situation in which you need the convenience of accessing visual performance data anytime, anywhere.
Not all CRMs are created equal, and that’s especially true when it comes to the spectrum of data they report on and what they present in the form of dashboards, so be careful in your evaluation process. Most budget CRMs might woo you with sexy charts, but the data they report on could be limited in scope. It’s important to be able to look at your business from all angles and throughout each part of the delivery process. Many budget CRMs focus on sales exclusively, but what you sell and what you invoice can look entirely different when it’s said and done. Moreover, if your business requires lead times for completion sales, orders and invoice figures, the data for each will be different, so you need the ability to see as much as you can.
When it comes to CRMs and dashboards, find one that gives you the controls to build as many as you want, using data from across your organization. You don’t need anything complex, you just need a broad spectrum available to you. Be sure to break them down into useful sets, including dashboards that can be reviewed weekly, monthly, quarterly, and yearly. Year-over-year (YOY) options are also beneficial for comparison purposes, but not always necessary.
Following are 7 basic and important KPIs that every business manager should have available on their mobile device, accessible at all times. It’s a good idea to include these dashboards and their KPIs in your weekly sales meetings.
Remember, KPIs will give you a basic overview to start with. The details can be found in the reports or the records themselves. This is why routine conversations with your team are important to understand the outside details that may not have yet influenced the data.
Recommendation: If you make a dashboard for an existing sales rep, be sure to share that dashboard and its KPIs with your rep or reps. Let them know which dashboards you will be including in your sales discussions. This way, hopefully, they too will continue to regularly review their progress and can see exactly what their leadership team will be reviewing.
1. MTD Sales by Sales Rep
Whether you want a single KPI for all your sales reps on an individual KPI for each rep, having a general overview of your sales rep’s contribution to the company is always important to track. Additionally, as a sales manager or business owner, developing these as side-by-side comparisons can be eye-opening in some instances.
2. YTD Sales by Sales Rep
Year-to-date Sales data is just as important as the monthly or quarterly versions of the same KPI to ensure that sales reps are staying on-track towards achieving their annual contributions. Unlike the MTD reports, viewing data over longer periods will display trends and help sales managers re-calibrate sales requirements for the balance of the year and for the remainder of the team.
3. Top Sales Sources
Everyone wants to know where to get more business, so paying attention to your top lead sources that produce the greatest revenue is important. This KPI should be YTD. If at all possible YOY is a good metric to review, too. It’s equally important to pay attention to lead sources that deliver the least value, especially if they’re comprised of lead services you’re paying for. Evaluate what’s working, but understanding what’s not working will have a significant impact on your bottom line and overall success.
4. Top Customers
The easiest way to make a sale is by selling to your existing customers. Knowing your top customers is important. While all customers deserve the best your company has to offer, top customers always deserve the extra mile. It’s important to know the top customers for the organization as a whole, in addition to top customers by sales rep or account manager.
5. Top Industries
Whether you service commercial and residential customers or sell to a more diverse portfolio of industries, knowing where your revenue is coming from is critical to your sales and marketing efforts. Marketing requires time, effort and expenditures. To be successful in an industry you need to create a narrative for it in your marketing. Knowing which industries to invest in is critical.
Selling is one thing, invoicing for the work is another. It’s absolutely essential to stay on top of what has been invoiced and what hasn’t. Sales managers and business owners should look at their invoicing progress every few days, especially in the second half of the month. Monthly invoice KPIs are essential metrics to achieving success. Yearly progress can be measured routinely, but quarterly KPIs provide added focus to ensure that your team is on track toward achieving their annual goals, enabling you to make adjustments along the way.
7. Aging Reports
Good managers meet with their accounting departments routinely on outstanding receivables. If additional customer attention is needed to collect cash then those types of decisions need to be made sooner than later. Stay on top of your aging invoices to know how much revenue is waiting to be collected. This is probably one of the more critical KPIs you can have in your dashboard portfolio.
With the constantly evolving demands in almost every management position, time management continues to play a key role in how well you run your business or department. Working smarter is the key to staying ahead and keeping on top of your responsibilities. Mobile connectivity to your business is an undeniably essential component. It’s important to adopt a CRM that can help you manage your business from front to back, one that lets you work in the business and gives you the data you need to work on the business.