The Dashboard in Membrain is a fully customizable collection of graphs and visualization tools. In this view you can select one ore more unique dashboards with graphs of different types, sizes and purposes. This is the view where you can really dig into your data and visualize it to gain new insights into your sales performance.
What can it do?
Here are just some of the things the Dashboard can help you achieve:
- Build a visual leaderboard, showing all your sales people's activities (or sales)
- Define a forecast that gives you exactly the view you want to have and eliminate tailoring reports
- Break down sales results by product line and by quarter
- Do on the fly analysis in a board meeting, swiftly responding to any queries that comes up
- See how much you've sold, separated by territory
- Analyze the outcomes of channel sales
- Track the ROI of your marketing efforts
- Get detailed insight into where the sales team spends their time
- Track the progress of a specific strategy initiative (selling higher up, creating more upsell opportunities, etc)
- Define a specific high-level dataset and export it into Excel
With so many things to do, what do you need to know before you get started?
What one person needs, isn't necessarily what the next person needs. You can easily create multiple customized dashboards that can respond to the different needs in your team.
Resize and move graphs around
Just click, hold down your mouse and drag graphs around. If you click in the header of a graph, you move the graph around. If you click in the bottom-right corner of a graph, you can quickly resize it.
Choose the perfect visualization
There are five different types of visualizations available in the Dashboard.
The donut chart is great to show how something measures up compared to something, or as a part of the whole.
A simple, but effective, option that shows a key performance indicator as a number. Use it show how many widgets each team member has sold, how many meetings are booked this week and so on.
A classic visualization that never stops being useful. Use it to track changes over time, between individuals, or anything else that you capture in your sales efforts. Further drill down and use the "Segment by" option to create distinct segments in the bars, offering new and deeper insight.
Sometimes you want more detail. That's when the table can be useful. Seeing multiple points of information broken down in a grid can be great for certain cases.
The line graph is the ideal choice to compare different individuals, product lines, territories, etc over time.
Go (way) beyond revenue
You don't have to settle for sales project value in the Dashboard. Here you can track, among other things, number of sales projects (count), you can see totals, weighted values or averages on virtually anything you capture in your sales process. The view also fully supports analysing your sales projects, prospects, companies, contacts and activities. The full Membrain dataset is available to explore.
Take it even further in Excel
You can even export a whole dashboard at once so you can play further with the data in Excel. Each graph will produce its own tab in the Excel sheet that will allow you to utilize Excels powerful capabilities for formulas, pivot tables and more. Perfect for that quarterly review, board meeting or to drill into what exactly makes up your forecast for the next month.
The use of Membrains powerful filter capabilities allow you to be incredibly specific and flexible. Want to see only the distribution and current status of prospects that have more than 500 employees and were created more than 180 days without any activity the last 30 days? Absolutely! Want to see only a specific activity type split by sales team performed in sales projects that were over a certain size in a certain type of services you offer the last quarter? Sure thing!
How to use it
That's all great, right? But it can also seems really daunting. So, how do you get started? Here are some examples:
Create a forecast for this fiscal quarter
- Click the "+" button at the top of the page to create a new graph.
- Now we will work through the left column in the new graph creation dialog that appears. Firstly, for this example, we select the data type "sales project".
- Then we move to the "value" field. Here we can select any numerical field we capture, including scorecards and calculation fields. For this example, we will select "value" to visualize the value of the sales projects.
- Just to the right of the value field, you can choose to see this value as a total, an average or as a weighted value. and then select "weighted". This allows us to use the probability on these sales projects to give us an accurate representation of high likely it is that we bring this revenue in. Again, this can be used for all other number fields to forecast widgets, trucks, licenses, square feet or anything else.
- Now we're getting to the filter. This is what controls the "scope" of the data that we will be visualizing. Use any existing filter, or as we will do in this example: Create a new one.
- Since we're building a forecast, this filter could have these properties:
- Status = Open (We only want to have currently open sales projects included in our forecast)
- Closing Date = This Fiscal Quarter (By using this pre-built condition, we don't even need to update this filter when we move into the next quarter)
- Health = Healthy, Advice, Red flag (We don't want to include sales project that in such a bad shape that they have a warning in our pipeline)
Those three is a great foundation for a forecast filter. Here are some other ideas on things you could choose to include:
- Probability = From "80", leave "To" blank (This would only include sales projects with a probability above 80%. Great if you want to have less risk in your forecast.
- Started = Is more than 90 days ago (This only includes sales projects that were created more than 90 days ago. If you never ever win deals faster than that, this is a great way to exclude sales projects that have a closing date that is suspiciously close from their starting date. Do note that you can also do the opposite, less than, to exclude sales projects that are too old.
- Any other field (If you for example are building a territory-, product- or team-specific forecast you can add any other information to further filter it down.
- At this point we have decided what type of data we're looking at. What value we want to measure and how. And which sales projects should be included. Time to decide how we want to visualize this. For a forecast like this, you can utilize a bar graph that offers additional options on how to split the results.
- You can now show this forecast by owner, closing date (month), closing date (quarter), territory, product or any other number of different options.
- Finally, you can optionally add further detail to the visualization by "segmenting by" owner (if you took the time-based approach of a closing date based forecast. Or you can you can segment by "stage" if you selected show by "owner" to see how each team members individual pipeline is distributed.
- Name the graph by entering the desired name (such as: Weighted Value Forecast by Quarter and Sales Person) and then save the graph.
You can then also add complementary variations on this to build a more varied perspective on your pipeline by combining visualization options and scope in a variety of ways. There are virtually unlimited possilibities in how you want to build your very own dashboards.
We have tried to make these dashboards as flexible and powerful as possible, while trying to keep them easy to set up. If you need technical support in creating these dashboards, do reach out to firstname.lastname@example.org and we will do our best to help.