Good managers meet budget. Great managers coach their teams to rise above and generate more revenue, putting more money in everyone’s pockets. Understanding where you team members stand and how they are trending is one step to getting there. Our Sales Productivity data card allows you to see how your sale team is utilizing Monarch to meet these goals.
The fields will be defined in the Expanded View section, but this is the card as it will display on your home page in the collapsed view. It is designed to give you a quick look at the metrics without going into too much detail. Clicking anywhere on the card will load the expanded view.
Filters exist allowing you to see specific Salespeople, Offices, Outlets, and Activity Types. It is important to understand that not every filter applies to every column. For example, the Activity Type filter only applies to activity related columns such as the “Activities create Last X Day” field. The Offices filter only applies to financial fields like “Deals added Last X Days” or “Pending” columns. This is because not everything in Monarch makes use of all the same field (ex: Offices are not on Activities).
If you are playing more of a corporate role, you might want to check on the Use Salesperson Group feature and view a rolled-up version of this card.
There are 3 different Time controls:
- Show Items From – This controls the Leads/Prospects Added, Activites Created, Activities Occurring, and Deals Added column time frames. You can select the Last 7 Days, Last 30 Days or a specific date range.
- Pending Time Frame – This controls the Pending column’s time frame and has familiar options from reports like This Month, This Year, Specific Months, and more.
- Activities Comparison Time Frame – This controls the Activities Created Comparisons column’s time frame and has familiar options from reports like This Month, This Year, Specific Months, and more. This date range is controlled via an admin option to display or not along with its respective column.
If you are using specific dates/months, you may also wish to check the Roll Date Range option which will roll the start/end date daily for you.
Like other data cards, you can collapse it via the control in the upper left as well as “heart” the card to be your default view on login. This card can also be exported to view the top-level count of information offline.
- Salesperson – The person being tracked and evaluated. Clicking their name will load the Salesperson Profile. If the Salesperson Group option is selected this will show a grouping of people instead of individual salespeople and a profile is inaccessible.
- Leads Awaiting Manager Approval – The number of leads that the salesperson (or group) has that were submitted but not yet approved by a manager.
- Clicking on the number will show the Account, Address, Creation Date, and Submit Date
- Leads/Prospects Added X – The number of non-billing accounts that were added within the defined time frame.
- Clicking on the number will show the Account, Address, and Creation Date
- Activities Created X – The number of Activities that were created within the defined time frame.
- Clicking on the number will show the Date, Subject, Type, Affiliated Account/Agency/Contact/Deal, and the Status of the Activities
- This detailed view can allow for a grouping by Deal Sales Stage as well and is best used when affiliating Deals and Activities
- Activities Created Comparison – This field is controlled via an admin option to display or not. Its function is the same as the Activities Created X field but allows you to pick another time frame for comparison purposes.
- Activities Occurring X – The number of Activities that have a schedule date within the defined time frame.
- Clicking on the number will show the Date, Subject, Type, Affiliated Account/Agency/Contact/Deal, and the Status of the Activities
- This detailed view can allow for a grouping by Deal Sales Stage as well and is best used when affiliating Deals and Activities
- Deals Added X – The number of Deals that have been added within the defined time frame.
- Clicking on the number will show the Deal Name, Account Name, Total Amount, Amount broken down by media type, Est Close date, Stage, Status, and Creation Date
- This detailed view can be displayed for Weighted and Unweighted values
- Win Rate - Shows the Win % for all time from deals that a salesperson is working on and closed while in their name
- Note - The calculation is (Deals Won/(Deals Won + Deals Lost + Deals Open))
- Open Deals Past Due – The number of Deals that are still open and have an estimated close date in the past.
- Clicking on the number will show the Deal Name, Account Name, Total Amount, Amount broken down by media type, Due Date, Est Close date, Stage, Status, and Creation Date
- This detailed view can be displayed for Weighted and Unweighted values
- Due Date Note - If you choose a date that is no longer past due, the deal will still display on the expanded view until you close and re-open the dialog. Additionally, the count for the Open Deals Past Due on the Sales Productivity card will not change without a refresh.
- Clicking on the number will show the Deal Name, Account Name, Total Amount, Amount broken down by media type, Due Date, Est Close date, Stage, Status, and Creation Date
- Pending – The amount of money pending within the defined time frame.
- Clicking on the number will show the Deal Name, Account Name, Total Amount, Amount broken down by media type, Est Close date, Stage, Status, and Creation Date
- This detailed view can be displayed for Weighted and Unweighted values