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06. Sales Reporting & Analytics

Added Value

• A lot will be expected from the sales reps in terms of input into the CRM system, and without reports (and dashboards) the sales rep may find it difficult to understand the outcome of his input, and where he is in terms of the maintenance of the database.
• Individual and team objectives (like number of visits, management of the pipeline, etc.) may need to be monitored and dashboards will help the sales rep to estimate progress towards these objectives.
• On top of existing reports and dashboards, personal reports and dashboards can be created. They will help the sales rep to anticipate certain results management may see, in their own dashboards or in the Qlik analytics. Note that they are real-time in Salesforce (while Qlik isn’t)
• The Salesforce reports and dashboards are a day-to-day tool that should encourage the sales rep’s behaviour and guide him in his tasks 

Other advantages:

• These dashboards are easily cutsomizable by anyone with the right training and access within the GBU (not dependent on “developement” by IT).

What you need to know to start...