4 KPI Dashboards every Sales Leader should have

Paul Conway Published: 

Most Sales leaders and managers already use some form of Sales focused KPI Dashboards or KPI Reporting. It's become an integral way to monitor daily team performance. In any sales orientated environment, it's imperative that you know exactly what's going on, and by who at all times.

Nevertheless, with so much good data now being generated, combined with a near limitless range of KPIs to choose from - a well-intentioned Dashboard can become a confusing concoction of mixed measures and bloated metrics, serving little to no purpose at all.

Good sales dashboards should be efficient, streamlined, easily understood and focused on the audience. They should provide all the Key Performance Indicators (KPI) the sales leader needs at a glance to make insightful decisions..

For a sales dashboard to be truly effective, each dashboard needs to be logical and fit for purpose. For example, if you're looking at the top-level sales performance for the organisation, then you're probably not interested in an individual's daily sales volume. This 'clutter' just gets in the way.

So how do you go about selecting the right Sales KPIs and creating truly meaningful dashboards? Well we've done the hard work for you, we've put together 4 of the most important Sales focused KPI dashboards. These cover various aspects of monitoring the Sales process, performance and reporting.

The Sales KPI Leaderboard

The 'Sales Leader Board Dashboard' is not only a great way to see the status of the teams and individual's sales performance against targets in real-time, but they can also be used to incentivize performance amongst individuals. This dashboard is also commonly shared either on communal monitors or on individual's workstations, providing sales reps with instant access and transparency of their performance.

See a live version of this dashboard

The main questions this dashboard aims to answer are:

  • How is the team performing against targets?
  • Which team members are performing well this period?
  • What is the total team revenue generated this period?
  • Are we on target to hit our annual goal?

What KPIs are in the team KPI Dashboard?

  1. Sales, Bookings or Orders this month.
  2. The value of individual and team sales this period.
  3. The team sales against the annual goal.
  4. The forecast Amount this period.
  5. Individual sales performance against their target.

The Executive Sales Dashboard

The executive (or also known as the strategic) dashboard provides a cumulative view of the sales performance for the whole organisation. These dashboards are engineered towards the organisations board members, CEO / CFO and often show performance across multiple areas, business units, or product lines at the same time. They typically use trends and comparisons to show an historical picture of sales performance. These Dashboards are a great way to keep those members of an organisation who are disconnected from day to day sales informed.

See a live version of this dashboard

The main questions this dashboard aims to answer are:

  • Is the business reaching its sales targets?
  • How does sales compare against previous periods?
  • How accurate is our forecasting?

What KPIs are in the Executive Sales Dashboard?

  1. Forecast this month.
  2. Sales this month.
  3. Sales this Year.
  4. Forecast vs Actual over the year cumulative.
  5. Sales this year compared to last, by month.
  6. Average Win Ratio / charted.

The Sales Activity Dashboard

Activity dashboards are a good way to monitor all those connected activities that contribute to higher sales. They help instil discipline in the complete sales process by providing accountability metrics which are easily translated into performance. These dashboards also assist in highlighting any areas for improvement in individuals that can be addressed with training, as well as providing insight into activities that are becoming detrimental to the process.

See a live version of this dashboard

The main questions this dashboard aims to answer are:

  • What tasks are my team spending the most time on?
  • Are activities generating opportunities?
  • Are team members hitting their activity targets?

What KPIs are in the Sales Activity Dashboard?

  1. Activities this month.
  2. Activities breakdown.
  3. Opportunities generated.

The Sales Opportunities Dashboard

Opportunities are vital in ensuring your team has enough chances to close deals and convert them into sales. The Sales Opportunities dashboard is designed to show the latest opportunities and displays them by the total identified, the region / area and the closing ratio. This shows where opportunities are being generated and the potential revenue they will generate.

See a live version of this dashboard

The main questions this dashboard aims to answer are:

  • Are we generating enough opportunities?
  • What is the potential value of all open opportunities?
  • What is our current closing ratio?

What KPIs are in the Sales Opportunities Dashboard?

  1. Opportunity Value.
  2. The number of opportunities generated.
  3. Opportunities by Region / product / business unit.
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