May 27, 2014

Salesforce: 5 Ways Analytics Drives Winning Behavior 

Tip #1: Big screen TVs are hard to ignore

To help our teams stay focused on their goals, we decided to install large flatscreen televisions in very visible places around the office so that each team can see how close they are to their individual and team goals during the day. Even though each screen only shows three or four components that track activity-based metrics by employee or team, there’s something about seeing their names on a big screen that motivates them to step up their game.

Tip #2: Don’t feature every metric on your dashboards

Warby Parker only sells prescription eyeglasses and sunglasses. The average Walmart store sells 120,000 different items. While the purpose of a dashboard is to get a glance at more than one metric at a time, resist the urge to fill up all 20 component slots—especially on a dashboard that is supposed to drive behavior.

Tip #3: Work smarter by building dynamic dashboards

Salesforce enables you to use the filters “my” and “all” to designate which set of records will display when you run a report. In turn, you can setup a dashboard to “run as logged-in user” so that the data in the dashboard adjusts based on which user is viewing it. This means that you only have to build it once and it can work for all of your employees simultaneously by displaying only records they own. This makes it simpler for your employees to find and utilize as everyone on the team uses the same dashboard, even though they can’t see each other’s data.

Tip #4: Schedule reports to the team to be sent midday

Even with dashboards in your team’s face all day, it’s a constant struggle to help everyone stay aware of where they’re at and what they need to do in their remaining time to accomplish their goals. As email somehow gets viewed regardless of how much is going on, try scheduling one of your activity-based reports (i.e. web-demos set by rep today) to be sent out from Salesforce by email each day during the middle of the day. The middle of the day allows some time for activities to show up and for enough time on the back end for reps to increase their activity to hit their goal.

Tip #5: Use dashboards as a topic for a daily huddle or weekly meeting

Our teams gather around their dashboard screens each morning to review the day, check-in on their monthly performance metrics, and receive training from their managers. The more you feature your dashboards and reports in frequent, important meetings, the more your employees will realize that the dashboards are here to stay.