The Performance View in Membrain is the main view where you can track your sales effectiveness and goal attainment over time, both individually and collectively. You can see the big picture or drill down into individuals and smaller components that contribute to that sales effectiveness. Easily see how things change over time and adjust course accordingly.
This analytics page presents the overview of your sales efforts. The data will automatically flow from executing your sales process, without any setup effort on your part. Any goals you create in Membrain will also be reflected here in each respective category.
In the top part of this page there are a number of settings you can change to see exactly what you want. Here is a short explanation of what these are, and how you can use them.
This allows you to select which people you want to see in the view. You can select all, one or more teams or one or more individuals. You can mix and match to easily compare and identify who's tracking ahead, and who is falling behind.
This list will automatically show all the people who have had a sales project in the process and time span that you are looking at.
The process selector allows you to select one or more processes. You can select to see "all" processes which also includes any goals you have for prospecting campaigns, as well as finding archived sales processes if any of those have had sales projects in the time period you are looking at.
When selecting multiple processes the graphs will sum the results to show the total (or in some cases, average) of those processes.
This controls the time period you want to see. It's pre-populated with several helpful options such as this/next/last month, quarter and year. All options are focused on the fiscal year, so if that differs from the calendar year, that is reflected in this view.
Among these options you will find "This Fiscal ... with Forecast" and "This Fiscal ... to Date" that can be used to either show a forecast in applicable graphs, or if you want to see your actual progress thus far, without including any potential future estimated results.
In this list of options you also have rolling dates such as "last 90 days", a full historical view with "All past" as well as the option to fully customize the time span you're looking at with the "Custom" option. The custom option can be used to set up both specific and fixed time spans as well as rolling dates that look backwards, forwards or in any combination.
As soon as you select a time period that spans into the future, you will notice that a gray area appears in certain graphs, such as the "sales" and "weighted pipeline" graphs. This is your forecast, based on the data that is currently in your pipeline.
Sometimes you want to see the results by quarters, sometimes by month, or in even more detail with a weekly breakdown. This is the option that allows you to change how that information is represented.
Compared to is a great tool to be able to track progress towards goals (as one of the options in that list), or compare a team or individual with their own performance from a previous time span, or in a year-over-year comparison.
This is the ultimate outcome, or business result in sales, it's the value of won sales projects. It can also be complemented with additional numerical goals, that may not be the main value of the sales project.
These are the main sales effectiveness objectives to keep your eye on. If your strategy is solid and you execute with excellence, the trend-lines for your win rate, deal size and sales cycle should point in the right direction.
Although your end result may be “making the number”, neither results or effectiveness objectives can be managed. The only thing you can manage are the activities to get you there. Make sure to add goals for the activities that matter and they will show up here.
- I've added a new sales person to my team, but this person doesn't show up in this view!
The list of people you can track is automatically populated when they start using Membrain. So if you're looking in a sales process, a person needs to have a sales project in there, in the time period you're currently looking at to appear.
- I've added a new goal, but the graph isn't showing up!
Goals in Membrain are highly contextual. What this means is that when you add a goal you select which scope it has in terms of which prospects it relates to, and during which time span the goal is active. If the view settings exclude that sales process or prospecting campaign, or if the goal starts after the time period you're looking at, or if the goal stops (reduced to 0) before the time period you're looking at begins, it won't be seen here.
If you are unsure, set the processes to "All" and make sure that the goal is active during the time period you're looking at.
- I've added a new goal, but when I compare to "Goal" the goal line doesn't show up!
This is similar to the issue above. If the goal is added to another sales process, or time span, the goal comparison graph will not appear if you're looking at another context. Let's say that you have multiple sales processes, and you've added a goal for "Process 1", but in the view settings you're looking at "All processes". You are then looking at another context than the goal was created for. We normally recommend creating overlapping goals in most cases.
Let's say you have two processes, one for new business, and one for existing business. The most robust way to create a set of KPI:s and goals to be able to look at it from all possible perspectives would be to add a sales goal for "all processes" (let's say $10M), and then another one for new business (at $3M) followed by a goal for existing business (finalizing it all with $7M). When looking at any individual sales process your goals will now be correctly reflected, while also adding up nicely to the overall sales goal of $10M.
- It looks like my team is over-performing dramatically, but that's actually not the case!
This may be another context-based issue. If you're working with multiple sales processes, and have added a goal to only one of those processes, it may be that a person could seemingly over-perform when the view settings is set to "all processes" despite under-performing in the particular process the goal is related to. Following the approach described in the question above would help mitigate this issue as well.