This is a unique episode of Inbound Sales Journey.
In this episode, we explain how we have set up sales reporting for both GuavaBox and ZenPilot.
Tracking the Right Numbers
The first and most important part of setting up your sales reporting is figuring out which data points you want to report on. We have set up a Google Sheet with formulas to help choose which numbers to track.
We decided on the following:
- Number of Leads
- Percentage of Leads That Turn to Demos
- Close Rate
- New MRR
- Number of Sales of Each Service.
We then took that data and turned it into a nice Google spread sheet. Below is a screenshot of what that looks like.
If you have not created a forecasting worksheet hopefully the above image will help give you some ideas.
If you want a useable copy of that worksheet, let us know and we can get you a copy. That should give you a good start towards tracking your sales progress.
An Automated Solution
The collection and displaying of data is continuing to become more and more automated. But I can’t help but feeling like the sales reporting side is lagging behind a bit.
We use the HubSpot CRM to track all of our deal information and prospect data. But as of the time of writing this post one key automated piece of data is missing. Deal velocity.
Being able to have up-to-date real time data about how quickly a prospect goes from a connect call to signing a contract for any of our services or products would be awesome. We want to evaluate our funnels and sales process using up-to-date data that we don’t have to spend hours calculating on our own.
If there are any great sales tools out there that you like please feel free to share them below.
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