Sales rep metrics
COMPANY: SETSAIL
ROLE: PRODUCT DESIGNER
PLATFORM: WEB (B2B SAAS)
YEAR: 2018
What is SetSail?
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Automatically capture and cleanse your sales data into your CRM system. Custom data collecting software that relieves stress and tedious work that is often inputted by the rep. This can give a manager or VP of Sales a better idea on how reps are performing. The AI used allows reps to understand their metrics better in terms of sales cycles and quota.
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Gain visibility beyond rep activity into actual deal progress. This is a deeper understanding of the product a company is selling. There are data signals beyond the typical points reps are usually tracked by. This helps a company realize the amount of data signals that are used to compare reps with one another.
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Reward best practices in real-time to make every rep behave like a top performer. This takes a sales team to the next level by creating a sense of competition beyond just activity. This feature is able to be integrated seamlessly with any program a company is currently using. The incentives are tailored to a team and really pushes reps to outperform others, their benchmarks, and even themselves.
Goal: Design a way a sales manager tracks how their sales reps perform.
HIGH
Chief Sales Executive
Sales Director
Sales Vice President
Regional Sales Manager
Senior Sales Accountant
Senior Sales Consultant
Senior Sales Manager
MIDDLE
Sales Branch Manager
Sales Specialist
Sales Coordinator
Junior Sales Consultant
ENTRY
Sales Development Rep
Team Leader
Senior Sales Analyst
Quality Analyst
Sales Associate
Sales Rep
WHO’S IN A TEAM?
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A sales development representative (SDR) is an inside sales representative that focuses on outreach, prospecting, and lead qualification. SDRs don’t focus on closing business, but connecting with as many leads as possible and determining if they’re good customer fits. SDRs move leads through the sales pipeline. They connect and learn about their businesses and needs. If a prospect is a good fit, SDRs schedule next steps with sales reps higher in the organization.
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To be successful as a sales account executive, you should demonstrate top-notch communication and negotiation skills. You should be proactive in addressing the needs of clients and manage the sales process from start to finish. Finally, you should assist in increasing sales and serving as a vital link between the client and sales department.
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A Vice President of Sales heads up the sales team or department is tasked with identifying sales targets and goals, and bringing together all efforts to achieve them. VP of Sales candidates are experienced leaders responsible for directing their organization’s sales team to meet and exceed goals. They work with senior leaders to determine and set those sales goals for the month, quarter, year, and so on, and create strategies to reach them.
determine what metrics are most important to track.
EMAILS SENT
The number of emails sent to active contracts per deal is important because the sales managers would be able to track the amount of outreach a specific rep has.
MEETINGS SENT
The number of meeting invites sent to contracts per deal is important because this is a result of conversion rate of how many people agree to a demo of the product or interested in learning more on how this can help their company.
MEETINGS HELD
The number of meeting held with contracts per deal is important because this is a true indicator of who is interested or how efficient a sales rep is since they were able to actually have a meeting with potential clients.
general user flow
This is to give an idea of how a sales manager navigates through a program to track their sales reps.
This flow is based on the most important metrics that need to be tracked determined by the sales manager. by allowing the user to filter as needed they are able to better see what works and doesn’t work for the sales of the product.
Pattern charts
dealing with multiple variables we’re covering specific metrics against a benchmark at different scales. this means we need an interface that is a visual representation of how well a rep performs agains others.
By including a filtering and sorting options a sales manager can really customize what they want to see. We also integrated including the average data of each category to better show how well an sales rep performs against the rest of the team.
