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Turn the Headache of Sales Reporting into an Automated Science

Written by GoodData Author  | 

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Turn the Headache of Sales Reporting into an Automated Science

If you've ever tried to track how your team has performed period over period, you know it's the kind of project that requires a lot of manual report-pulling, Redbull, and late-night pizza delivery. After you've spent several hours mapping together the data, the static output has a short shelf life making it difficult to spot trends and benchmark performance over time.

Advanced sales analytics take an on-demand approach to historical reporting, providing a comparative view of any KPI or metric. With this approach, you have the ability to drill into details and understand what's driving atypical changes.

However, not all KPIs need historical comparisons to add context. It's important to know when to look to the past for answers so you can stay focused on effectively running your sales organization.

Here are three KPIs that you should regularly examine with historical context:

  1. Win rate: You know whether or not you're hitting your sales targets each quarter, but do you know whether your sales organization becomes more effective at winning opportunities over time? Historical context gives you the percentage value you need to be sure you're trending up and to the right.
  2. Stage velocity: Winning opportunities tend to exhibit a model pattern of how the deal moves through the sales lifecycle. With this historical context, you can easily identify deals that are "off pace" from the ideal velocity pattern, and step in to the correct course of action.
  3. Forecast accuracy: You live and die by your forecast. Historical context is most valuable in its ability to help you confidently predict pipeline and probability that deals will close.

The ability to draw data-driven conclusions based on historical context allows you to identify with supernatural confidence what external forces & internal changes are affecting sales. That level of insight empowers improved team management and real-time decision making.

Attend a Live DemoFind out how you can say goodbye to the headache of manual reporting and forecasting.

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Written by GoodData Author  | 

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Go back to Blog's hub Blog   |   tags:  

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