BizOps Blog

The Sales Management Blog With A BizOps Spin

Create a sales rep dashboard

Creating a Sales Rep Dashboard

MIKE LAWSON | Nov 28, 2018

Dashboards are table-stakes for sales managers.  Sales managers need to know if they’re on track to hit their goals, and if not, which areas need the most attention.

One of the big issues with setting up a sales dashboard is that there are so many potential metrics out there, how do you possibly narrow it down to one screen?

My advice anytime I am setting up a dashboard for a client is to start by keeping it simple. Make sure that if you add a table or chart that it’s relevant toward the business goals you want to drive your sales team to.

Sales rep scorecard account exec example

What is a Sales Rep Scorecard?

GREGORY KESHIAN | Nov 05, 2018
A sales rep scorecard is a document or application that tracks key performance indicators about members of your sales team.  It is used by sales managers to track and improve the performance of their sales reps. Example sales rep scorecard metrics are: calls, demos set, opportunities created, deals won, bookings, ASP, close rate.
Use Sales Rep Scorecards Strategically

Using Sales Rep Scorecards Strategically

JOHN BYRNE | Nov 05, 2018

A highly functioning, successful sales team is a beautiful thing and a sales manager’s dream. Teams that are driving revenue and exceeding quota are confident and energized. Each salesperson feels like they’re one call or meeting away from their next huge win. That success breeds friendly competition and often spurs reps to smash quotas month after month.

Managing BDRs With Account Coverage

Managing BDRs with Account Coverage

MIKE LAWSON | Nov 01, 2018

One of the more sophisticated metrics I build out for customers on a daily basis is Account Coverage. The goal of this metric is not simply to understand how many calls or emails a rep is sending. Instead, the goal is to find out who specifically they're reaching out to.

Having been both an SDR and Account Executive for multiple organizations I can understand that every company requires a different outreach strategy.

Scorecard for Account Executives

Build a Scorecard for Account Executives

GREGORY KESHIAN | Oct 29, 2018
Account Executives perform the important function of taking qualified leads and turning them into revenue for your company.  It’s really important to know which ones are performing at expectation levels, and which aren’t. Here’s an example of a scorecard you can create for your AE’s that tracks how they’re performing in 4 key areas:  Efficiency, Velocity, Results and Pipeline.
Pipeline Coverage

Pipeline Coverage - Secret Weapon for Sales Managers

MIKE LAWSON | Oct 19, 2018

One of the most common questions that sales managers ask their reps is, “Do you have enough pipeline to hit your goal?”. In my experience, the correct answer back to any sales leader is always, “There is no such thing as enough pipeline, I will go find more!”. In this post we'll explore how to answer this question with metrics, and how you can gain confidence in your pipeline.

Google Sheets Integration with Rekener

Launching the Google Sheets Integration for Rekener

GREGORY KESHIAN | Oct 18, 2018

We’re very excited to announce our newest integration - with Google Sheets!  Rekener users can now connect any of their Google Sheets to Rekener, to quickly and dynamically upload custom data alongside their sales rep and account data from their CRM, as well as their web visit, support ticket, and product usage data.

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Sales Rep Scorecards

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