Sales is the backbone of every company. It’s the one department that brings in revenue, and when performing poorly, it affects everyone. Therefore, companies need to make sure they have a killer sales team equipped with the best tools to do their job.
By now you know that having a robust CRM, like Pipedrive, is key in tracking relationships with prospects and customers alike. However, as your company and your sales team grows, that CRM quickly gets populated with a lot of information. This leaves sales management with a problem:
How do I make sense of all my CRM data?
The answer is simple, data visualization.
Using data visualization to analyze CRM data helps sales managers to answer three questions:
- What’s happening now?
- What just happened?
- What might happen in the future based on what happened in the recent past?
In this blog post, we’ll discuss what type of visualizations will best answer these three questions in regards to your sales cycle. Our goal is to give you insight on how data visualization can help you get the most out of your CRM solution.
Data Monitoring: What’s happening now?
Data monitoring tracks what’s happening now. Questions such as, ‘How many deals are currently in the pipeline?’, ‘What stages are the deals in?’ and, ‘How many deals does each salesperson have open?’ can all be answered with data monitoring visualizations.
These visualizations will change and shift as your sales team works within the CRM. Everyday, visualizations will change based on changes made to the data. When using a read-only tool like Slemma, the auto-updating feature will ensure the visualizations are reflecting the most up-to-date metrics.
Data monitoring visualizations are perfect for the sales manager who wants a daily update on what’s going on with his or her team. They’re also perfect for companies that have a shorter sales cycle.
Data Reporting: What just happened?
Data reporting lets you know what’s happened in the recent past. Questions such as, ‘How many deals did the sales team close this month?’ and ‘What’s the main reason for lost deals?’ can be quickly answered through data reporting visualizations. More complex questions such as, ‘What’s our close ratio/conversion rate?’ can be answered by comparing data over the course of time such as, sales leads vs. closed deals.
Filtering these types of visualizations by week, month or year can help sales managers recognize emerging patterns and identify potential correlations or alarming outliers.
Data Analysis: What might happen?
Finally, data analysis makes predictions on what may happen based on what has happened in the past. For example, sales velocity or sales cycle time, refers to the average time it takes for a prospect to close. This can help you infer how many deals can be expected to close over a certain period of time. Additionally, a visualization displaying ‘Average Deal Size’ can indicate how much revenue can be expected when a deal closes.
When done properly, data visualization can provide invaluable insight into the overall health of a sales department. Sales managers can quickly and easily identify what’s happening within their department at any minute. They can also reflect back on what has happened in the past to adequately prepare for the future.
Sales managers interested in visualizing their CRM data should try Slemma, a cloud-based data visualization tool, free for 14 days. Those who use Pipedrive as their preferred CRM can directly integrate their Pipedrive datasets to start visualizing their metrics in minutes. By transforming seemingly endless data into meaningful metrics, sales teams can analyze and improve how they sell their product, increase their revenue and pave the way for success within their organization.