Hey everyone, it’s Keri from Salesflare
and today I’m going to teach you how the Insights dashboard works. To start, you
have two tabs up top. The revenue tab is more of a financial overview, while the
teams tab gives you an idea of team performance and activity. You can also
change the period of the insights you’re viewing over here. For example, to go back
in time to last quarter or how you were doing two months ago.
There’s also a custom option for if you have a different fiscal year or if you
want to see insights from a specific week or few days, for instance. You can
also change the view from team level to different user groups or on an
individual level, as well. You can view one specific pipeline for insights
or you can view all pipelines together. Here you have your revenue insights.
At the top here most of these are self-explanatory.
You have your revenue you’ve brought in this period compared to last period, as
well as the number of won opportunities this period and the number of new ones.
You have here your average sales cycle. That is the average days until you close
a deal. That’s the amount of days from the date that you create the opportunity
to the day that you move it to ‘Won’, a.k.a. the close date. Here you have your
average value of a won deal. This is calculated by taking the revenue you’ve
brought in divided by the number of won opportunities. Down here you have
expected revenue versus revenue goal. This number here shows what you’ve
already sold and you have the black line, which shows your target that you can set
in Settings>Set targets. Down here it shows the expected revenue that you
think you’ll bring in this period. This is calculated by taking the value in a
stage times the probability that deals in that stage will make it to ‘Won’,
and then add all the stages together. This is something that you can set in
Settings>Configure pipelines. Next, we have revenue versus previous period, or in
this case, month. This shows what the changes based on the period. So you
always have an idea – in this period how did I do in different parts of the period?
How did I do relative to last period? The revenue number listed is the change in
revenue. If you hover over the last period, which is the light blue bar, it’ll
show you the period by date and the revenue that you made. Same for the dark
blue, except this is the period that you selected up top. Top earning accounts:
these are calculated by the total sum of all won opportunities per account then
listed with the account with the biggest in terms of revenue at the top. Down here we
have top lost reasons. These show the opportunities that are lost and the
most common reason it was lost at the top. The percentage shows you the amount
of opportunities that were lost for that specific reason. This can help you learn
how to improve your sales. Funnel analysis: the black number on the left
states how many opportunities are in each stage. The plus or minus sign to the
right of it is compared to the last period and the percentage numbers here
show the change in the number of opportunities compared to the last stage.
Lastly, we have monthly recurring revenue. This only appears if you have recurring
revenue turn on for that pipeline. You can turn recurring revenue on for the
pipelines in Settings>Configure pipelines. Just click on the pencil icon
next to the pipeline name. This graph shows the sum of all monthly
subscriptions that are running in that period. Here you have your team insights. Up top you have most active rep. This is calculated by counting the sum of all activities. All
emails plus phone calls plus meetings. The most sold rep is the user on your team
that’s won the most opportunities in this period. Then you have the average
sent emails, phone calls and meetings based on the team. Down here you have
leaderboard quota per rep. Every rep gets a certain quota, or target, and this graph
shows how the rep is performing versus the quota that is set for them.
This black line is the target that is set for the rep per period.
Next you have closing percentage per rep. Out of all the opportunities that each
team member makes, this shows how many they’re closing. The black line
represents the team average and the green and red figures show the
comparison to last period. Activity per rep: gives you a per-rep view on how many
tracked emails are sent, how many phone calls are logged and how many meetings
were had. Down here you have slipping deals. The way it works is when you have
had no interaction with an account and there’s an opportunity linked to that
account that is not yet won or lost in the pipeline, it will appear here.
Lastly, we have closing percentage. This shows the distribution of where people
are on your team in terms of closing percentage. This black number shows
the average closing percentage per team and when you hover over you can see the
amount of reps that are closing in this range and the closing percentages that
define that range. Okay, that’s all I have for you today on
insights. As always, if you have any more questions you can always reach me down
here on the chat. Thanks for watching!