Sales Reporting and Analytics


 

Without data, you’re just another person with an opinion. With Tableau, use analytics and custom sales dashboards at every step of the sales process, from prospecting, territory analysis, and lead management to pipeline coverage, pipeline quality, account management, forecasting, and more. Track and analyze real-time or near-real-time indicators to make sure that you and your sales team are performing every day.

  • Connect Tableau to Salesforce® in the same interface you use for spreadsheets, databases, cloud data, & Hadoop.
  • Create custom sales dashboards in minutes with no programming, and access them from any browser or tablet.
  • Blend cloud data with sales quotas, demographics, market sizing, and more.
  • Shift between different views of data, add maps, and enhance with table calculations for more insights.
  • Use the automatic forecasting as a baseline to estimate progress toward making quota.

Salesforce Connector

Tableau Version 8 offers native connections to Salesforce®, force.com®, & database.com® Salesforce and Force.com give you lots of options to bring data directly into Salesforce, but you may have data in spreadsheets or databases to blend. Combine data from disparate sources and find new insights with quick table calculations and forecasting. Share this enhanced data for your entire team to use. Sales people can then create their own custom sales dashboards in minutes with easy-to-use drag & drop. Choose Salesforce in the Connect to Data list, enter your Salesforce login, and use a predefined standard join or choose your tables.
If needed, append the Salesforce-supplied token at the end of your password.

Sales Dashboards

Stop waiting weeks for data
Any software application can create a quota report. But how many allow a manager to create their own sales report, today? Tableau enables rapid creation of beautiful and accurate sales reports by any business user with no programming required.

Tableau connects live to your sales data so you can update your reports to accommodate the latest orders as well as territory changes, personnel changes or business rules – how are we going to report on that new incentive bonus? See performance details by team or by salesperson with a quota dashboard. Here it is obvious that the Central region is underperforming. Drill down to the salespeople in that region, and you find that while many salespeople have already hit quota (the green bars), several more are far behind in the red region (gray bars).

In this visualization each bar is a bullet chart: the shading in the background indicates the percentage attainment of quota. Less than 50% quota attainment is red. The green zone shows 100-125% quota. If any salesperson attains quota, the bar for that salesperson automatically turns green. With Tableau you can switch from quota attainment as a percentage or a dollar value with just a click.

Reporting

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Trends

Compare sales data across time, groups or individuals
Compare the current quarter’s weekly sales with previous weeks and quarters. This gives a perspective on the current situation using concrete numbers. The filters can be adjusted to see the impact of any line of business or region (call center) on the overall state of the business. Weekly numbers show actual sales and orders, quarter to date sales and orders, and quarter over quarter growth. With Tableau you can also set a fiscal calendar.

What-if Analysis

 

 

Avoid shortfalls by using "what if" analysis
A big part of managing sales is planning. How do you know whether you will meet your revenue goal? How much should you plan for compensation this quarter? How well are you rewarding top performers? What will happen if you change the sales plan? Using visualization and what-if analysis you can quickly walk through possible outcomes and manage your risk.

This sales dashboard lets you model changes in compensation, quota and commission. Here you are modeling a new plan with a base salary of $40,000, a quota of $600,000 and a commission rate of 10.6%. You can see that 6 of 41 salespeople are projected to hit quota and your cost of sales is estimated to be 21.6%. For comparison, the actual numbers from last year are also presented in the lower right corner.