Overview of "Team performance" data model
The "Team Performance" model allows you to assess and enhance the productivity and effectiveness of sales reps and sales teams within an organization. By analyzing various metrics and performance indicators, this model helps sales management identify strengths and areas for improvement, driving better sales results and contributing to the overall success of the sales team.
Highlights:
Flexible Filters: Filter the data the way that is convenient to see the data for a specific sales rep, region, team etc
Widgets Examples:
Total pipeline per rep : this metric provides a clear picture of the total value of all sales opportunities each representative is managing within the sales pipeline.
Average sales cycle duration: this metric measures the average time each sales representative takes to convert a lead into a closed sale.
Best segments per sales rep: this metric identifies the most successful customer segments for each sales representative based on their sales performance.
Win rate per sales rep: this metric measures the percentage of deals successfully closed by each sales representative.
Benefits/Use Cases:
Individual Performance Tracking
Monitor the sales activities, quotas, and results of each representative to ensure they are meeting their targets and contributing to the overall sales goals.
Sales Strategy Optimization
Analyze sales team performance data to refine and optimize sales strategies, ensuring that your team is operating at its highest potential.
Resource Allocation
Allocate leads and territories efficiently based on representative performance to maximize sales opportunities and ensure the best use of resources.
Forecasting
Predict future sales and revenue based on individual rep’s performance trends, allowing for more accurate planning and strategy development.
Goal Setting and Monitoring
Enable sales managers to set and monitor goals for each sales representative in real-time, tracking progress on key metrics such as sales closed and revenue generated.
Commissions Tracking
Track commissions to ensure accurate and timely compensation for sales reps based on their performance, motivating them to achieve their targets.
Summary
This model provides a comprehensive tool for sales management to enhance individual sales rep performance, optimize sales strategies, and drive better overall sales results. Whether you're managing a small team or a large sales force, this model will help you achieve greater efficiency and success.
Integrations: Salesforce, HubSpot, Outreach
Examples of questions that can be answered with this model:
How many new leads have each sales rep qualified this month/quarter?
How many leads have been converted into opportunities by each sales rep?
How many leads have been converted into closed won by each sales rep?
What is the lead response time for each SDR?
How many touch points (calls and emails) does each sales rep make per day/week?
What is the ratio of contacted leads to engaged leads for each SDR?
How does each SDR's performance compare against their targets and quotas? (leads, MQL, SQL, Opportunity,Won)
How does each AE's average deal size compare to the team average?
What is the average sales cycle length for each AE from opportunity to close?
How many deals are in each AE's pipeline currently, and what are the stages?
How many deals are in each AE's pipeline currently and what is their amount?
How many deals does each AE close per month/quarter/year?
What is the ratio of new business vs. expansion business for each AE? OR- How many new business vs expansion business does each AE have?
How many opportunities in each opportunity type does each sales rep have?
How many customer meetings does each AE conduct per week/month?
How many tasks each rep completed by week / month?
Who has the most quota?
How many deals each rep won per [time]?
Who has the best conversion rate from opportunity to closed won?
Who has the engaged the most lead in the last week / month?
Who has created the most opportunity in the last week /month / quarter?
For SDRs:
How many new leads have each SDR qualified this month/quarter?
What is the lead response time for each SDR?
How many calls does each SDR make per day/week?
What is the average number of follow-ups conducted before a lead is qualified or discarded by each SDR?
What percentage of an SDR’s leads move to the next stage in the sales pipeline?
How many leads have been converted into opportunities by each SDR?
What is the email outreach conversion rate for each SDR?
What is the ratio of contacted leads to engaged leads for each SDR?
How effective are each SDR’s sales pitch strategies as measured by lead engagement?
How does each SDR's performance compare against their targets and quotas?
What are the most common objections encountered by each SDR, and how often do they overcome them?
For CS:
What is the average customer satisfaction score (CSAT) for each CS rep?
How many support tickets are resolved by each CS rep on first contact?
What is the average resolution time for customer issues handled by each CS rep?
How many upsell or cross-sell opportunities has each CS rep identified?
What is the retention rate for customers managed by each CS rep?
What is the net promoter score (NPS) for customers assisted by each CS rep?
How many training sessions or product walkthroughs has each CS rep conducted?
What is the average customer engagement score for accounts managed by each CS rep?
How many customer success plans have been created and executed by each CS rep?
What percentage of a CS rep's managed accounts are considered at risk, and what actions have been taken?
How often does each CS rep reach out proactively to customers to ensure satisfaction and uncover potential issues?
For Account Executives (AEs):
How does each AE's average deal size compare to the team average?
What is the average sales cycle length for each AE from opportunity to close?
How many deals are in each AE's pipeline currently, and what are the stages?
How many deals does each AE close per month/quarter/year?
What is the average discount given by each AE, and how does it impact margins?
How do each AE's forecasting accuracy rates compare to actual sales outcomes?
What is the ratio of new business vs. expansion business for each AE?What is the ratio of new business vs. expansion business for each AE?
How does the customer acquisition cost (CAC) compare for each AE?
How many customer meetings does each AE conduct per week/month?
What are the upsell/cross-sell rates for each AE within their closed accounts?
What is the email outreach conversion rate for each rep?
For Account Managers (AMs):
What is the retention rate for each AM's portfolio of accounts?
How many accounts have each AM grown in revenue, and by what percentage?
What is the customer health score for clients managed by each AM?
How often do AMs conduct strategic review meetings with their clients?
What is the rate of contract renewals and upsells managed by each AM?
How does each AM score in terms of customer satisfaction and loyalty metrics?
What is the revenue at risk for each AM, and what plans are in place to mitigate this risk?
How many client issues has each AM resolved, and what has been the impact on account retention?
What is the expansion revenue generated by each AM through additional sales?
How effective are the account strategies created by each AM in driving customer success?
Model preview:
