In some companies, Sales and Marketing are two distinctly separate functions: Marketing generate leads, sales receive them, and that's it.
Companies that want to build a predictable revenue model have an SLA in place, hold regular "schmarketing" meetings and make changes based on the data they can see. But it's often very tricky to see what's actually happening....
We built a dashboard to keep track of the key metrics
We've pulled together some of reports that are typically the most useful for Marketing and Sales teams to have on an SLA dashboard:
- Number of leads generated
- Average lead response time
- Lead to Opportunity conversion rate
- Opportunity to Customer conversion rate
- Average Sales value
When building your dashboard, think beyond the reports listed. Your teams, and the feedback they need to share between them, is unique. For example if you are a business with multiple product or service lines, you may want to add reports that reflect the distribution of leads, opportunities or revenue between them.
The video below is a four minute run through the dashboard we created:
Author: Chris Grant
Sales Services and CRM Implementation Consultant
