Sales Representative Performance Dashboard

A Dashboard Spy reader found a paper detailing specific problems when applying business intelligence solutions to sales force field performance management. First, let’s cut to the chase by showing what they feel makes for a good solution. Take a look at these two dashboard screenshots:

sales force dashboard

sales representative performance dashboard

Now, here’s what they say many people make in terms of mistakes:

Timely and accurate sales performance information provides necessary feedback to help sales managers manage and reps stay focused. Unfortunately, many companies struggle to provide clear and meaningful information to their field sales organization and/or distributors. When this occurs, compensation plans lose their punch and reps waste time building their own tracking reports.

The typical sales operations group will have a set of technologies and reporting tools that are fairly sophisticated in providing information for their field. Why then, is the state of reporting and analytics considered less than optimal at so many companies today? Some of the symptoms that are commonly observed when information is less than adequate are the following:

  • Sales reps are complaining about the lack of information, and question the integrity of their information they do receive.
  • Reports are often not more advanced than a simple set of statements, none of which are working in conjunction with one another.
  • Information must be consumed through a web portal, which requires an additional login.
  • Management has access to simple dashboards, but advanced analytics have not been set up for business users, so speedometers, temperature gauges, and other tools are very simplistic.
  • Management has been set up with a state of the art business intelligence solution, but the promise of “self-service” has not been realized because the tool is not designed to meet the needs of the business users.

Dashboard Overload

Hello, my name is the Dashboard Spy and I’m a dashboard-aholic. Yes, I’ve looked at thousands of dashboards and I think they’re all wonderful. And, if you’re like most of my readers and involved in the design, implementation or management of business dashboards, I bet you also think that they are the best thing since the pie chart. 

BUT, if you are a dashboard USER, there may be times when you think that you’re getting too much of a good thing. It may be that you are getting overwhelmed by all the enthusiastic dashboarders in your company.

Horrors! I’ve said it. Dashboards are too much of a good thing? But, Mr. Dashboard Spy, have you lost your mind?

Take a look at the wonderful post titled The Great Dashboard Cleanup Project on the blog Force Monkey by JP Seabury. dashboard

JP Seabury tells the tale of how he downloaded the AppExchange Dashboard Pack and created a snowballing dashboard phenomenon at his company. A good thing, right? His regret now, however, is that these dashboards have taken over and that there is a misplaced emphasis on the dashboard as a tool rather than the business intelligence they should provide.

Very early in our implementation of, I wanted to show the power of Dashboards to my users. I downloaded AppExchange Dashboard Pack 1.0. The application is free, and installs all of the many dashboards published by Salesforce Labs. The package had dashboards for every conceivable use: lead flow, marketing campaign metrics, sales forecasting, support KPI, sales / support rep performance tracking, document tab tracking, user adoption, data quality analytics … everything.

I downloaded the app, did a little tweaking (very little), and then published the dashboards to my users. When Summer’08 Release gave us the ability to email dashboards (as an HTML page) directly to users, I enabled that functionality for a few key managers and user groups, too.

Soon after, I saw copies of dashboards distributed at various meetings and screenshots of dashboard components included in PowerPoint presentations. Managers and executives looked forward to their daily, weekly and/or monthly Dashboard emails, and talked animatedly about them in the halls or at company meetings. I felt good.

Yet something was wrong. I couldn’t quite place my finger on what it was, but the monster was there, elusive. The users asked for more dashboards, more pretty graphs, charts, tables, and I appeased them. Today, we have more than 50 different dashboards and hundreds of reports feeding those dashboards. It’s an absolute glut of information. And this monster I created now has a name: Data Admiration.

They come to the CRM tool, very excited about the volumes of data and information captured in our Salesforce Dashboards. They drink deep from the kool-aid. But none of these dashboards seem to drive any real change in the organization. Why not?

Check out his post to read his reflection on why this mass dashboard adoption seemed hollow.

Interestingly, one of his readers provided a comment on the proliferation of dashboards and the required Dashboard Cleanup Project done at his company:

I’m not really in to reports and dashboards, but I’d just like to share some horrifying numbers with you: Before our large cleanup project started 6 months ago we had roughly 6000 reports feeding little over 1000 dashboards, all thrown out in folders without any naming convention of any kind.

Now we’re a bit better off, especially because the folders have been organized by area and we have a central team handling everything that has to do with reports.

1,000 dashboards at his company? Wow.

Please share any stories regarding dashboards running amok at your company.

PS. The above screenshot shows a sales performance dashboard. For an interesting look at how to deploy sales metric dashboads using the PC Desktop Widget approach, see: Salesforce dashboard

Regards Hubert Lee The Dashboard Spy

Tags: Dashboard Adoption, Dashboard Implementation

Secret Salesforce Management Dashboard

Sorry – I can’t divulge anything about this salesforce management dashboard. Excuse the censorship in the graphic. Note the quote from a happy user – “It deserves to win a Nobel Prize!”. Talk about a happy user. Thanks to the Dashboard Spy who smuggled me this screenshot:

Secret Sales Management Dashboard

For more information on managing sales forces and teams with business dashboards, please see:

Salesforce Dashboard: Using the PC Desktop as a Deployment Platform for Salesforce Dashboards.

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 business dashboards. He could not find any executive dashboard design source books 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 to share, please send an email to info _at_ Also check out The Dashboard Spy’s favorite books.