Klipfolio Enterprise Desktop Dashboards – Sales Dashboard Example

Sales Dashboards: Update! Klipfolio has released version 5.1 of their desktop dashboards. A compelling way to report sales metrics and KPIs is their new sales dashboard. It’s an interesting way to use the PC desktop to bring immediacy to the sales managers and executive management.

Lately we’ve been discussing the Principle of Placement, one of the rules underlying business intelligence dashboard design. Remember the post about the 3 Rules of Dashboarding in which we discussed the great article in CIO Today – The End Game for Business Intelligence.  We’ve focused on various incarnations of getting at-a-glance dashboard information out of the browser and client and onto a place closer to the user. The idea is to try to get the BI alerts as close to the user as possible – why log into a website or launch a software application when you can have the information come to you? We seen that several vendors have targeted the PC desktop itself through widgets that load when you boot up the machine. No need to launch a specific business dashboard software application.

Chief Dashboard Spy at Klipfolio, Allan Wille, was kind enough to send along a sneak peek of their version of desktop business intelligence, the KlipFolio Desktop Dashboard. Here’s a look at the upcoming new Version 5.

By the way, if the name Allan Wille sounds familiar, he is the author of the above-mentioned article in CIO Today that discussed the rules of dashboarding. Great job!

Desktop Dashboard for Sales CRM

As you can see from this very appealing dashboard, this company really knows what it is doing in terms of  UI design. The fact that it’s a desktop widget means that the collection of small dashboards or “Klips” as the company calls them, can stay out of the way until you need them, keep current through behind the scene data updates and automatically load when you turn on your machine.

This is a sales dashboard. Note the sales pipeline centric collection of metrics: Changes in web traffic sources and visits, Newest Sales Opportunities, Sales Representative Performance Metrics, Pipeline figures, and contact information.

Let’s hear it straight from them:

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Oracle JD Edwards Plant Management Dashboard

Dashboard Topic: Operational Management Dashboards, Manufacturing Plant Dashboard

Thanks goes to the Dashboard Spy Reader who sent me the link to the pdf from Oracle titled Plant Manager’s Dashboard. This really helps out another Dashboard Spy reader who was recently assigned to a manufacturing plant analytics project.

The Oracle JD Edwards EnterpriseOne Plant Management Dashboard leverages data from the central ERP database and displays metrics for the following areas:

  • Revenue Management
  • Customer Shipment Performance
  • Manufacturing Performance

Here’s a quick screengrab from the pdf, but page down for a listing of the operational metrics used.

Oracle JD Edwards Dashboard

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Sales Channel Management Dashboards

Dashboard Topic: More Sales Dashboards

Dashboard Spy reader submissions of example dashboards often come in groups. Someone sees a particular dashboard screenshot and it triggers a “hey – that’s something like the dashboard project that I’m working on now” moment, and they send me a link. I’ll post that second dashboard, and soon you get a whole series of dashboards involving a similar theme. It is interesting to note the trends that emerge.

The recent focus on sales dashboards and metrics have triggered exactly that effect and so today’s post also has to do with tracking sales performance. In today’s series of dashboards, we’ll look at the questions that arise when managing sales channels.

Here’s an example of an executive dashboard for management of sales channel information. This dashboard answers the question, “How is my channel performance tracking against goal?” Note the various portlets: Sales to Goal, Sales by Reseller Type, Top 10 Resellers and Top 10 Products.

Sales Channel Management Dashboard

Note that these dashboards are powered by a reporting product called Analytic Insight. It specializes in parsing intelligence out of sales channel data. There is a product feature screencast available at the following link:

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Sales Pipeline Enterprise Dashboard – Opportunity Metrics Analysis

Sales Dashboards: Dashboard Spy readers keep us in tune with the many ways enterprise dashboards are being used in today’s corporations. Earlier this week I was sent to this sales conversion analysis article. It features these two screenshots of an enterprise sales dashboard. For successful enterprises, sales dashboards are certain to become the norm rather than exception.

I have clipped the analysis commentary below the screenshots:

Enterprise Dashboard Screenshot # 1 (These dashboards are based on the On2Biz product)

Sales Dashboard Opportunity Conversions

This is a pipeline for one month for a particular sales person. The metrics that are shown in the report above are:

1. Milestone – Milestones indicate the stage of sales in the sales process.

2. Pipeline – Pipeline indicates value and number of projects that are currently at various milestones.

The number of projects in the pipeline should be highest at the lead stage, and gradually reduce towards the bottom. In the example above, there are not enough projects at the beginning of the pipeline. This may hamper sales flow in the following period.

3. New – Indicates the number of new projects that have arrived at the corresponding milestone in the report period selected (1 month).

Each milestone should have some new projects each month. No new projects indicates that the sales process may be taking too long, or that there is not enough activity.

4. Inactive – Indicates the number of projects that are inactive for more than 1 week (or period specified in configuration) at the time the report is generated.

This column has two numbers shown as X / Y, where X are projects that are inactive due to lack of any sales activity, wyile Y are projects that may have activity, but have not shown any progress in milestones. Ideally, X should be low or zero, indicating enough sales activity is being carried out. Y indicates lack of progress.

5. Average Project Value – Indicates the average value of projects at the corresponding milestone.

The average value gives an indication of the size of orders that are being worked on. When comparing pipelines of sales persons, one can find out which sales persons are working on smaller value projects, but may have larger number of projects, and which sales persons are working on fewer, hopefully larger value projects.

6. Weighted Pipeline Value – Indicates the value of projects at the corresponding milestone, based on the probability of conversion.

The probability of conversion is automatically calculated by On2Biz, based on the history of conversion of the particular sales person, product category or sales team for which the pipeline report was generated. Ideally, the weighted value should be equally distributed in all the milestones, which ensures smooth sales flow. Lack of enough weighted value at any critical stage is an early warning for potential trouble to come.

7. Funnel – The funnel shows a cumulative performance of all projects in the selected category and period. It shows the total number of projects that have passed the corresponding milestone in the period for which the report was generated.

The shape of the funnel indicates the rate of conversion of projects along the different milestones. The funnel should be consistently tapering down, indicating healthy sales conversion.

8. Conversion Ratio – Indicates the rate at which projects are getting converted with respect to the total number of projects in the funnel.

The critical conversion ratios to watch are the top and bottom – conversion of leads to opportunities, and order conversion. If the conversion of leads to opportunities is not high enough, it indicates that the quality of leads being captured may not be good enough. Order conversion should be consistent, as per benchmarks of the particular industry or market. A low order conversion ratio indicates lack of sales effectiveness. However, if the order conversion ratio is too high, it may not necessarily be good. It may be a sign of under-utilization of sales resources – you may be playing too small a game.

Drilling down from the pipeline report
One can drill down from this report to the list of projects for the following metrics:
1. Click on the pipeline value to get a list of projects that are currently at that milestone
2. Click on the number of new projects to get details of the projects
3. Click on the Inactive projects X / Y to get the corresponding projects that are inactive. Both X and Y are separate links.

Key Performance Indicators
To understand how the above metrics can be used as key performance indicators, let us see another example of a pipeline report to compare with the previous one:

Enterprise Dashboard Screenshot # 2

Sales conversion metrics

Analysis:

Let us compare the above pipeline with the one previously shown:
1. Shape of the funnel – Firstly, the shape of the funnel now looks warped. Compare this with the previous report, where the funnel was gradually tapering. The bulge in the middle indicates that this sales person has projects that have directly entered the quotation stage and not as converted leads. This is likely because these may be repeat orders by existing customers (one can see the details of the projects by clicking on the corresponding pipeline value). So the sales person may be overly dependent on repeat orders and not putting enough effort on new leads – or in this case, just sitting on the leads without working on them.

2. Distribution of Weighted Pipeline Value – Compared to the previous example, this report shows a different distribution of the weighted value. There is a larger weighed value of the top, and smaller weighted value at the bottom. However, if one looks at the new and inactive columns, it shows that these leads may be all old, and lying around without any progress. Hence if there is any deviation from a uniformly distributed weighted value, it could be a sign of trouble.

3. Lead Qualification Ratio – This report shows only 73% leads are being qualified, while in the previous report, 92% leads were being qualified. This may indicate that leads being captured are not good enough, or as in this case (evident from the inactive projects), the sales person is too lazy to work on the leads.

4. Order Conversation Ratio – This report shows an extraordinarily high order conversion ratio of 67% – a sure sign of trouble!!! A high order conversion ratio is a sure indication of under-utilization of sales resources. The earlier report showed only 7% conversion, but all other KPIs were good.

Had we used the conventional method of measuring performance only on value of orders converted, the second sales person would have been considered a better performer than the first. On2Biz pipeline report therefore simplifies the performance management by using a broader set of Key Performance Indicators, which ensure consistent sales effectiveness across the entire sales team.

 

Note: Hey, Dashboard Spies!: Do you know how smart you are getting by reading The Dashboard Spy? From pig production to airplane crew size optimization to monitoring construction projects, we’ve examined enterprise dashboards from all types of business divisions. Let’s keep those enterprise dashboard screenshots coming. PS: If you are on an enterprise dashboard project, do yourself a favor and take a look at Enterprise Dashboards: Design and Best Practices for IT, the only book on actually implementing enterprise dashboards.

 

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Sales and Marketing Enterprise Dashboard – tracking pipeline KPIs

Sales Dashboard Example:

Here is a sales pipeline dashboard packed with plenty of sales and marketing KPIs to study. The info on the underlying product is located at http://www.azerity.com/products_azerity_dashboard.htm. The focus of this example is on the world of sales. There are lots of sales, marketing and sales pipeline metrics presented. Different dashboard views can be selected via a dropdown control.

The first screenshot shows an overall sales dashboard view with emphasis on the sales pipeline. Graphs are presented in portlets with dropdown filtering underneath each one. A simple graphic is shown for each KPI with the underlying data accessible via a link. The top row features Top Customers, Sales Revenue and Top Markets Sales Trend. The second row looks at pricing pressures and win/loss ratios. The bottom of the page features the sales pipeline.

Sales metrics dashboard

Here is the Sales Pipeline Projection KPI dashboard. The KPIs are presented by close date, by organization and by market segment.

Sales Pipeline Project Enterprise Dashboard

This is chart detailing the trend in the margin percentage that the company is making. A good way to focus sales attention in the areas that really pay off.

Margin Metrics Dashboard

Finally, you know I like to see how the dashboard views can be configured  by the users. Here is how the charts can be customized.

Customizing enterprise dashboards

Tags: Sales Pipeline Dashboard, Marketing Dashboards, Sales Dashboards

Homework: Trying to understand what is behind sales pipeline management? You must take a look at Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting Process.

So what or who is The Dashboard Spy? As his about page states, The Dashboard Spy is just a guy interested in the design of enterprise dashboards. He could not find any executive dashboard design source books (or even screenshots of real business dashboards) and so set about creating his own. Finally convinced to post his extensive collection of dashboard screenshots online, he was amazed to find how popular it has become. If you have a nice screenshot of a digital dashboard, balanced scorecard, or any business intelligence graphic to share, please send an email to info _at_ dashboardspy.com. Also check out The Dashboard Spy’s favorite books on business dashboards.

If you are on an enterprise dashboard project, do yourself a favor and take a look at Enterprise Dashboards: Design and Best Practices for IT, the only book on actually implementing enterprise dashboards.