Sales Impact Dashboard

Overview

Every program wants to be able to show their stakeholders how they are impacting sales in order to demonstrate the power of the benefit the briefing program brings to table. This report will be designed for Sales leaders all the way up to CRO’s to see the impact of the briefing program on sales.

Permissions

Access to both the reports and the dashboard will be granted exclusively to the SF Admin by default upon installation of version 6. Please review the process for sharing access with additional users: Post-update configurations

Report types

Three custom report types will be created within the package. Using these report types, you can easily generate reports to identify which accounts, opportunities, and contacts were assigned to the visits, as well as review all key engagement information. You can refer to the list of fields for these objects to get more details.

Label	Description	Object Relationships
Account Briefing Center Visits	Accounts with Briefing Center Visit Information	Accounts (A) with at least one related record from Visit Accounts (B)
Contact Briefing Center Visits	Contacts and their Briefing Center Visits	Contacts (A) with at least one related record from Visit Attendees (B)
Opportunity Briefing Center Visits	Opportunities with their Briefing Center Visits	Opportunities (A) with at least one related record from Visit Opportunities (B)

Label

Description

Object Relationships

Account Briefing Center Visits

Accounts with Briefing Center Visit Information

Accounts (A)

with at least one related record from Visit Accounts (B)

Contact Briefing Center Visits

Contacts and their Briefing Center Visits

Contacts (A)

with at least one related record from Visit Attendees (B)

Opportunity Briefing Center Visits

Opportunities with their Briefing Center Visits

Opportunities (A)

with at least one related record from Visit Opportunities (B)

Reports

The Sales Enablement package has been updated to include 11 default opportunity reports, which are automatically generated upon installation of the application. These reports provide detailed insights into the impact of the Executive Briefing Center (EBC) on sales performance, including revenue, win rate, and average time required to close deals.

1. EBC Pipeline Shape

Description: This report provides an overview of the current pipeline of opportunities that have been influenced or managed by the EBC.
Opportunity status: Open
Utility: Helps in understanding the distribution and health of the sales pipeline, enabling better forecasting and resource allocation.

2. EBC Closed Business

Description: A summary of deals or opportunities that have successfully closed, having been associated with the EBC.
Opportunity status: Closed Won
Utility: Useful for measuring the direct impact of EBC activities on revenue and for analyzing the effectiveness of strategies and engagements.

3. EBC Opportunity Forecast

Description: Forecasts future sales and revenue from opportunities currently in the pipeline that are associated with the EBC.
Opportunity status: Open
Utility: Aids in financial planning and provides insights into potential sales performance, helping teams to align their efforts with expected outcomes.

4. EBC Team Leader Board

Description: A ranking of EBC team members based on their performance metrics, such as number of opportunities influenced, revenue generated, or deals closed.
Opportunity status: Closed Won
Utility: Encourages healthy competition, identifies top performers for recognition, and helps in pinpointing areas for improvement or additional training.

5. EBC Opportunities by Lead Source

Description: Breaks down EBC-related opportunities by their lead source (e.g., webinars, referrals, direct outreach).
Opportunity status: Open
Utility: Enables analysis of which lead sources are most effective for EBC, guiding marketing and outreach strategies.

6. Number of Visits per Opportunity

Description: Tracks the number of EBC visits to close each opportunity.
Opportunity status: Closed Won
Utility: Provides insights into the efficiency and effectiveness of EBC engagements, helping to optimize the sales process.

7. EBC Avg Time to Close

Description: The average time taken to close deals that involve the EBC.
Opportunity status: Closed Won
Utility: Helps in understanding the sales cycle length for EBC-influenced deals, facilitating better management of timelines and expectations.

8. Non EBC Avg Time to Close

Description: The average time taken to close deals without EBC involvement, for comparison.
Opportunity status: Closed Won
Utility: By comparing with EBC-influenced deals, this report helps in assessing the EBC's impact on the sales cycle.

9. EBC Win Rate

Description: The percentage of EBC-influenced opportunities that are won.
Opportunity status: Closed Won
Utility: Measures the effectiveness of the EBC in helping to close deals, highlighting the value added by the EBC to the sales process.

10. Non EBC Win Rate

Description: The win rate for opportunities not influenced by the EBC, for comparison.
Opportunity status: Closed Won
Utility: Offers insights into how EBC involvement might improve the chances of winning deals.

11. EBC Total Revenue Influence

Description: The total revenue from deals that were influenced by the EBC.
Opportunity status: All except Closed Lost
Utility: Highlights the financial impact of the EBC on the organization, demonstrating the ROI of EBC activities.
Formula: The sum of all Confirmed EBC Opportunities except Closed Lost.

Dashboard

Upon installation of the application, the Sales Impact Dashboard will also be automatically generated, drawing upon the data from the aforementioned reports.