Zoho CRM is a user-friendly and robust customer relationship management software suitable for businesses of any scale. It helps companies effectively manage customer interactions, automate sales processes, and monitor performance. With the help of Zoho dashboards, businesses can quickly get insights into their sales pipeline, identify bottlenecks, and make data-driven decisions to improve their sales performance.
But one of the best features of Zoho CRM is its ability to create powerful, visually appealing sales dashboards. A well-designed dashboard can help you get an accurate picture of your business’s performance at a glance. With the right data, your dashboards can identify key trends, highlight opportunities, and help you make informed decisions.
Sales Performance Monitoring With Zoho CRM: Key Metrics to Track
Zoho CRM simplifies sales, marketing, and customer service by utilizing a unified data source for all activities. This approach enables businesses to easily track essential metrics such as sales volume, order fulfillment rate, and revenue per customer. With the help of Zoho dashboards, businesses can efficiently monitor the performance of individual employees or teams by comparing their metrics against those of others within the organization. This valuable information empowers businesses to make data-driven decisions and optimize their sales process for better results.
Zoho Analytics, on the other hand, can use multiple data sources from across the organization to provide an even more comprehensive view of your sales performance. For example, you can track customer lifetime value (CLV) and customer acquisition cost (CAC), as well as average order size, frequency of purchase, and other metrics. Users can also embed these into the Zoho CRM homepage to quickly overview their business performance in real-time.
Zoho CRM provides a variety of views tailored to meet the needs of individual sales reps, managers, and executives. These views offer insights into essential key performance indicators (KPIs) that businesses should monitor. With the help of Zoho dashboards, businesses can effortlessly keep track of these KPIs, optimize their sales process, and maximize their revenue. Let’s explore the specific KPIs you should monitor for each role within your organization.
Individual Sales Reps
Individual sales reps who are responsible for identifying prospects, closing deals, and driving growth should be monitored on their:
- Number of Leads: The number of leads created or assigned in a given time frame.
- Number of Meetings: The total number of meetings booked with new prospects.
- Number of Meetings Completed: The number of scheduled meetings that successfully occurred.
- Show Rate: The number of meetings that were attended vs. the number of meetings that were scheduled.
- Opportunities Created: The number of opportunities created in a given time frame.
- Lead Conversion Rate: The percentage of total leads that have been converted into customers.
- Total Pipeline Value: The total dollar value of all opportunities in the sales pipeline.
- Total Pipeline Growth: The change in the pipeline value over time.
- Total Deals Closed: The number of deals closed in a given time frame.
- Dollar Amount Closed: The total dollar amount of all deals closed in a given time frame.
- Win Rate: The percentage of total deals that are closed successfully.
- Lead-to-Win Rate: The number of leads it takes to close a deal.
- Leads/Opportunities/Accounts With Activity: The number of leads that have had activity (calls, emails, meetings) in a given time frame.
- Activity Levels: The average number of activities performed by each sales rep (on an individual activity basis) in a given time frame.
Sales managers, who oversee the sales team and ensure that each rep is achieving their goals, should be held accountable for the sales metrics of the team:
- Rep Metrics: Sales rep performance data such as lead conversion rate, win rate, and dollar amount closed.
- Team Metrics: Team-level performance data such as total pipeline value, average deal size, and overall close rate.
- Cohort Analysis: The ability to compare sales performance among different groups of reps (e.g., by location or product
- Metrics by Geography/Territory: The total number of deals, pipeline value, and revenue based on geographic region.
- Metrics by Product: The total number of deals, pipeline value, and revenue based on the product or service being sold.
- Metrics by Lead Source: The total number of deals, pipeline value, and revenue based on the lead source.
- Revenue by Person: The total dollar amount closed by each sales rep in a given time frame.
- Forecasted Revenue: The estimated revenue to be earned in the next quarter or year, based on pipeline value and rep metrics.
Executives can use Zoho dashboards to ensure the company is on track to reach its goals, and that all departments are working together efficiently.
- Lead-to-Win Rate: The rate at which leads are converted into customers shows executives how efficient the sales process is.
- Pipeline Value: The total dollar value of all opportunities in the sales pipeline helps executives track progress toward their goals.
- Net New Customers: The number of new customers acquired in a given time frame.
- Revenue Trends: Year-over-year revenue trends show executives if the company is on track to meet its goals.
- Customer Lifetime Value (CLV): The total value of all transactions with existing customers helps executives understand customer loyalty and profitability.
- Customer Acquisition Cost (CAC): The cost of acquiring each new customer is a critical metric that shows executives how efficient their sales process is.
- Churn Rate: The rate at which customers are lost can indicate customer satisfaction and potential areas of improvement.
- Sales Efficiency: The overall efficiency of the sales team demonstrates how much time and effort is being spent on each sale.
How to Build an Effective Sales Dashboard in Zoho CRM
Whatever metrics you intend to track, here are a few of our top suggestions for monitoring them within your Zoho CRM sales dashboard.
- Choose two critical metrics for each role in your organization. Assign each person a leading KPI and a trailing KPI based on importance. Avoid using more than two metrics unless your program is already sufficiently sophisticated—people can’t focus on everything, and using too many metrics can lead to information overload.
- Make sure your system is built to gather the data needed for the KPIs easily. This can be done by setting up automation, automating your reporting, or defining custom fields.
- Create a weekly version of each KPI, grouped by person, and also for the entire company/department. This will help you get a better understanding of each person’s performance and let you easily compare it with the team as a whole.
- Make sure to verify the data and the report’s accuracy, especially if you plan to tie them to performance reports or incentives.
- Add a trend (and perhaps a forecast), if you have enough data to do so.
- Hold a weekly-to-daily meeting to review the KPIs. Hold people responsible for their performance by having a discussion and tracking progress over time.
- Set quotas and targets for each KPI. Target is generally 20% above quota, and quota is the desired outcome for each metric.
- Create a contest or incentives around your target(s) to motivate your team.
Finally, try not to change the KPIs too much, or too quickly, unless everyone agrees that doing so is appropriate. Determining the “right” KPIs and optimal quota for your organization might take some time, but it’s still best to be as consistent as possible.
Need help creating your ideal Zoho sales dashboard? ZBrains’ expert team is standing by for any sales tracking or measurement questions you may have. Reach out today for more information.