What are reports and dashboards in Salesforce?
Although Reports and Dashboards are a pretty “vanilla” feature in Salesforce, it’s important to ensure that sales managers are maximizing the power they have available to them. Reports and Dashboards allow you to report on any aspect of your data in Salesforce.
What is a forecast in Salesforce?
In Salesforce, a forecast is based on the gross rollup of a set of opportunities. You can think of a forecast as a rollup of currency or quantity against a set of dimensions: owner, time, forecast categories, product family, and territory. You can also collaborate on forecasts with all the necessary people.
Is Salesforce the right CRM for your organization?
Through their focus on bringing best-of-breed solutions to sales users and managers, Salesforce has cemented itself as the de facto CRM for high-performance sales organizations. But Salesforce users don’t necessarily see everything Salesforce has to offer, which will ultimately come down to how the product is implemented.
What are relative dates in Salesforce?
What are Relative Dates? This Salesforce Help article about Relative Dates explains them in more detail, but the short version is that instead of using a specific date like 4/1/2019, you can use a “relative” date like “TODAY”, “NEXT WEEK”, “LAST QUARTER”, and so on.
How would you track performance of sales reps in Salesforce?
Use the performance chart on the Home page in Lightning Experience to track your sales performance or the performance of your sales team against a customizable sales goal.
How do I create a sales report in Salesforce?
How to create a report in Salesforce LightningStep 1: Identify which Salesforce objects your sales metrics are related to.Step 2: Choose opportunity-related fields you want to display. ... Step 3: Add filters to fine-tune your reports. ... Step 4: Add chart and run report for testing.More items...•
How do I create a growth report in Salesforce?
0:083:41How to Create a Growth Report in Salesforce Lightning - YouTubeYouTubeStart of suggested clipEnd of suggested clipSo first we're going to go to our reports tab. And then click on new report. The report type that weMoreSo first we're going to go to our reports tab. And then click on new report. The report type that we're going to use is opportunities i'm going to clean up some stuff on the side.
How do I create a month over month report in Salesforce?
0:091:11How to Group By Month in Salesforce Reports - YouTubeYouTubeStart of suggested clipEnd of suggested clipReport. And the most important thing that you need to do is to group rows by the date field that youMoreReport. And the most important thing that you need to do is to group rows by the date field that you want to use. So i'm just going to use close date.
How do I change quarterly performance in Salesforce?
0:000:32How to edit Quarterly Performance Goal on Home Page in Salesforce ...YouTubeStart of suggested clipEnd of suggested clipClick on edit goal icon. And your USD value in this text box click on save here you can see theMoreClick on edit goal icon. And your USD value in this text box click on save here you can see the quarterly performance graph is for the USD value selection. Thank you for my guide.
How do I create a funnel report in Salesforce?
0:282:40How to Build a Sales Funnel with Reports and Dashboards ...YouTubeStart of suggested clipEnd of suggested clipReport the first thing i'm going to do is go to the reports tab of the sales. App we're making anMoreReport the first thing i'm going to do is go to the reports tab of the sales. App we're making an opportunity sales funnel so i'm going to select opportunities as the object for my report.
How do you analyze historical sales data?
1. Define your objective, then pick your method to analyze sales dataObjective 1: Tracking the number of products or units sold.Objective 2: Better forecasting accuracy.Objective 3: Improving sales team performance.Objective 4: Finding better solutions to current challenges.More items...•
How do I view historical data in Salesforce?
From the Quick Find Box, select Historical Trending. Select the objects that you want to perform Historical Trend Reporting on. You can select Cases, Opportunities, Forecasting Items and up to three custom objects. Select Enable Historical Trending.
What is a matrix report Salesforce?
Matrix reports are used when two different types of data need to be summarized alongside each other. They're used to check how one data dimension behaves against another one. Matrix reports allows users to group unrelated records by rows and columns.
What is grouping report salesforce?
Group data in columns or rows in summary, matrix, and joined reports to display meaningful information. For example, group opportunities by Close Date to see closed opportunities or group cases by product to see the number of cases for each product.
How do I use Prevgroupval?
Using the PREVGROUPVAL() function in Summary report Let's create a Summary report: Use the Opportunity report type. Group by Stage and Close Date (Group Dates by Calendar Month). Add the summary formula and name it Prev Month Won with this formula: PREVGROUPVAL(AMOUNT:SUM, CLOSE_DATE).
How do I create a year over year report in Salesforce?
Calculate Year-over-Year (YoY) or Quarter-over-Quarter (QoQ) in...From 'Reports,' click New Report.Select the 'Opportunities' report type, then click Create.If in Classic, set the report as Matrix Format.Drag Opportunity Owner as the primary 'Row Summary'More items...
What is sales forecast?
A sales forecast is an expression of expected sales revenue. A sales forecast estimates how much your company plans to sell within a certain time period (like quarter or year). The best sales forecasts do this with a high degree of accuracy.
What is CRM in sales?
Customer relationship management (CRM) is the best way to forecast sales revenue. A CRM solution helps you find new customers, win their business, and keep them happy. Salesforce is the #1 CRM, giving sales leaders a real-time view into their entire team’s forecast.
What should a forecast be based on?
What: Forecasts should be based on exactly what solutions you plan to sell. In turn, that should be based on problems your prospects have voiced, which your company can uniquely solve.
Is sales forecasting transparent?
No matter how a company calculates its sales forecasts, the process should be transparent. And at the end of the day, sales leadership has to be responsible to call a number. Whether met, exceeded, or missed, the forecast responsibility falls on them.
What is dashboard in sales?
A dashboard, such as the one in a car, is a tool that visually showcases information: It’s where you can quickly and easily see vital signs that affect your current task. In business software, a dashboard for your sales platform provides important information at a glance and keeps you aware of necessary metrics and performance standards. Sales management, ops, individual account executives, and other team members all benefit from using sales dashboards.#N#The majority of top salespeople rely on their sales dashboard for day-to-day operations. Depending on your industry, type of sales (B2B or B2C), the size of your company, and your role, your metrics dashboard may not be the same as someone else’s on your team. And based on current incentives, company offerings, and personal and departmental goals, some metrics may be necessary one week but not the next.#N#Your dashboard is an effective way to keep your sales — and your goals — organized and continuously updated. No matter your personal needs, there are specific metrics that are always pertinent. Just like the dashboard in a car, without these data points you won’t know the health of your sales, how quickly you can achieve your goals, or if you need to speed up (or slow down) your sales process.
What is the sales cycle?
Sales cycle. The average duration or time, typically measured in days, it takes a salesperson or your team to win a deal. If you take this average and compare it to the age of each opportunity, you can see if your current opportunities are moving through the funnel as expected. 8.
How effective are dashboards?
Dashboards are most effective when they give you an overview while ensuring you know the details, too. Salespeople and sales managers have to juggle a number of big-picture metrics, including: With that in mind, the perfect sales dashboard should have some combination of the following 12 metrics.
Why are dashboards important?
Dashboards are most effective when they give you an overview while ensuring you know the details, too. Salespeople and sales managers have to juggle a number of big-picture metrics, including: Individual salesperson performance. Pipeline performance. Forecasts. Your company’s competition. Product performance.
Is it easier to sell to existing customers or to sell to new customers?
It’s easier and more cost efficient to sell to existing customers than it is to sell to new customers. As a salesperson, you need to balance new business with upsells. This metric keeps you on track.
What are relative dates in dashboard?
They can be extremely handy for keeping your dashboard relevant to people looking at it. Example areas for filters are things like a Region or Territory, a Role or Management Chain, and of course, our old friend Dates. One thing to note is that Dashboard Filters filter EVERY component on your dashboard, so bear that in mind when creating them.
Can you use relative dates in Process Builder?
Finally, you can also use Relative Dates within your Process Builder Criteria with a little help from our friend Formula Builder. Although you technically can’t use relative dates as-is, you can use Date formulas to accomplish much the same thing.
Using built-in opportunity age
Most CRM systems allow reporting on opportunity “age”. For example, Salesforce offers age field to determine the age of the opportunity which works as follows:
Adding custom opportunity fields
To remedy creation date limitations, a custom Sales_Cycle_Start field can be added:
Alternatives for determining beginning of a sales cycle
In the example above, start of the sales cycle is based on the creation of the opportunity (with possible adjustment afterwards).
Conclusions
While Salesforce offers basic mechanisms of establishing sales cycle length via opportunity age, a customized approach is usually required to meet business requirements and enable accurate measurements and reporting.
The Exploration Goal
You’re still enjoying getting to know Tableau CRM and how it can help DTC. Based on your previous data exploration using Tableau CRM, you’re thinking of a bonus contest as a sales incentive. You’re interested to see how your product sales have trended over time.
Group by Date
You want to see how digital media sales evolve over time. So you’ll open and explore the DTC Opportunity dataset, which contains opportunity and product information.
Relative and Absolute Filters on Date
The close date values go up to last year, but we’re only interested in the last three months and three months ahead from today—for the purposes of our example, December 1, 2020.
Choose the Right Visualization for Dates
The bar chart is a great tool for comparison, but it’s difficult to show evolution through time. The timeline is helpful when you’re grouping by date.
Understand Your Data
Upon closer inspection, you notice something interesting in the chart. You’re seeing opportunities closing after this month (remember, for the purposes of our example, we’re agreeing that today is December 1, 2020). Indeed, Close Date can be in the future, in which case it’s the expected close date.
Focus Your Lens
Now let’s dig in deeper and examine your digital media numbers more closely.
Save Your Exploration in a Lens
You were interested in how your digital media have been trending over time, and you realized thanks to Tableau CRM that they may be in for a fall! You definitely need to start your digital media sales contest as soon as possible. Save your exploration in a lens so you can share your discovery with coworkers.