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Memiliki pandangan yang jelas dan dinamis tentang kinerja penjualan Anda di ujung jari Anda melalui perangkat lunak dasbor penjualan dapat menjadi hal yang krusial untuk kesuksesan penjualan. Memvisualisasikan dan menganalisis metrik penjualan utama di lokasi terpusat melalui platform yang mudah digunakan tidak hanya akan mengubah cara proses penjualan berlangsung, tetapi juga mengubah data mentah menjadi wawasan yang dapat ditindaklanjuti, dan memberikan pandangan yang jelas tentang kinerja penjualan kepada perwakilan.
Take Ford Motors as an example. Ford1 had different departments with separate customer data which made it difficult to understand customer needs. So, in 2022, Ford reorganized the company and established separate business units to manage different areas. However, they created a dedicated unit, Ford Pro, to cater to commercial and government clients. But to ensure that this restructuring was successful, Ford had to improve the internal unity.
Kurangnya database pelanggan yang terpusat dan digunakan bersama menghambat kemampuan Ford untuk membangun hubungan pelanggan jangka panjang yang kuat. Ford menghabiskan waktu empat bulan untuk mengimplementasikan sistem baru, Salesforce Platform, yang dilengkapi dengan perangkat lunak dasbor analitik penjualan terintegrasi untuk memusatkan semua data pelanggan mereka.
They built a dashboard using CRM Analytics to track how well the transformation is working, looking at areas like customer interaction, reducing unnecessary calls, and managing marketing campaigns. In no time, Ford noticed that email click-through rates jumped by 48% and that it’s taking four fewer days to maintain campaigns. Such a result can be achieved with the help of Compass. It is a sales incentive management software, that enables companies to motivate their sales teams using an automated dashboard that gives real-time visibility into performance and commission information.
Hal ini menggarisbawahi pentingnya perangkat lunak dasbor penjualan dan bagaimana sebuah organisasi dalam skala apa pun membutuhkannya untuk memisahkan saluran penjualan secara efektif. Blog ini akan membahas alasan mengapa dasbor analitik penjualan sangat penting dan bagaimana dasbor tersebut dapat membantu Anda membawa bisnis Anda menuju kesuksesan.
Apa yang dimaksud dengan perangkat lunak dasbor penjualan?
Untuk memahami perangkat lunak dasbor penjualan, kita harus memahami apa yang dimaksud dengan dasbor penjualan. Hal ini mengacu pada representasi visual dari metrik penjualan sehingga tenaga penjualan dapat mengakses data yang terkait dengan kemajuan menuju tujuan penjualan.
The visual representation can be in the form of a graph or a chart that can easily reveal where sales teams are performing well and where they need to improve. According to Salesforce, an optimized CRM with an integrated sales analytic dashboard can bring you 44% more leads, and a 37% increase in sales revenue.
Perangkat lunak dasbor penjualan, bagaimanapun, adalah alat yang mengatur dan menyajikan data penjualan secara visual. Anda dapat mengintegrasikan alat ini ke dalam CRM Anda untuk meningkatkan efisiensi. Hal ini memungkinkan pengguna untuk dengan cepat memahami dan menganalisis metrik penjualan yang penting. Jika diintegrasikan dan digunakan dengan cara yang benar, perangkat lunak ini bisa:
- Meningkatkan visibilitas. Anda dapat mengakses tampilan yang jelas dan ringkas dari metrik penjualan utama.
- Membantu Anda membuat keputusan berdasarkan data. Perangkat lunak dasbor penjualan dapat memberdayakan manajer untuk mengambil keputusan berdasarkan data untuk meningkatkan strategi penjualan.
- Merampingkan kinerja penjualan. Dasbor analitik penjualan menyederhanakan proses pelacakan kinerja individu dan tim serta memungkinkan pembinaan dan penetapan tujuan yang lebih baik.
- Meningkatkan efisiensi perwakilan yang menggunakannya. Dasbor mengotomatiskan pengumpulan dan pelaporan data. Menghemat waktu dan mengurangi risiko kesalahan.
- Terakhir, tingkatkan kinerja penjualan. Wawasan data dari dasbor dapat digunakan untuk mengidentifikasi area yang perlu ditingkatkan dan mengoptimalkan aktivitas penjualan untuk hasil yang lebih baik.
According to HubSpot’s 2024 Sales Trends Report, sales management tools and sales productivity tools have the highest ROI, with 27%, and 25% respectively.
Angka-angka tersebut menunjukkan nilai dari mengintegrasikan perangkat lunak dasbor penjualan lebih jauh lagi. Perangkat lunak semacam itu memiliki potensi untuk secara signifikan mempercepat proses penjualan bagi perwakilan penjualan individu. Mari kita pelajari lebih dalam mengapa tim penjualan membutuhkan perangkat lunak ini ke tingkat yang lebih rinci.
What makes a great sales dashboard?
A good sales dashboard should be easy to use and provide valuable insights. To build an effective dashboard, focus on your audience and choose the right sales KPIs. Ask yourself these questions before getting started:
1. Who is your audience?
Identify who will use the dashboard. Is it for a sales executive, manager, or salesperson? Understanding your audience helps you decide which sales KPIs to include.
2. Which sales KPIs should you focus on?
A great sales compensation dashboard should highlight key metrics. Focus on important data like quarterly forecasts, quota attainment, and revenue growth. Avoid overcrowding the dashboard with too many metrics, as this can make it confusing.
3. Is your dashboard connected to real-time data?
Ensure the dashboard pulls data from a reliable source managed by your sales analytics team. Also, decide how often it should update to provide accurate insights.
4. How will you share the dashboard?
Decide how people will access the dashboard. Can they subscribe for regular updates? Will it be available in a CRM or an internal portal?
Using the best dashboard software helps you create effective sales reports. A tool like Tableau makes it easy to build a sales 360 dashboard that serves all teams. Users can set automated alerts for key events, such as reaching sales quotas or achieving revenue targets. A well-designed sales dashboard software keeps sales leaders informed while allowing them to focus on big-picture goals.
4 Sales dashboard examples you need to implement
1. Sales performance dashboard
A sales performance dashboard gives you a complete view of user engagement, earnings, and overall sales metrics. It helps sales teams track their progress, compare forecasts, and make data-driven decisions. Compass, an ICM software with leaderboard and scorecard capabilities, provides these insights to help businesses optimize their sales strategies.
Key widgets:
- User access: Shows how many users have visited the Compass web or mobile app within a specific time. This helps in analyzing engagement and reach.

- Quick actions: Allows quick access to essential features like approval payouts, user management, and group creation within Compass.

- Users and quota: Displays users who have achieved milestones (Eligible) and those who haven't (Not Eligible). Also, it shows quota achievement details.

- Earnings: Provides a summary of total earnings, pending approvals, and rejected payments, ensuring transparency in commissions.

Best for: Sales analysts and managers who need a structured view of user activity and earnings.
When to use: Ideal for tracking daily or weekly sales performance and making informed decisions using Compass.
2. Sales compensation dashboard
A sales compensation dashboard helps businesses track how commissions and incentives are distributed. It ensures fair and transparent payouts. Compass simplifies this process by providing clear insights into compensation trends.
Key Widgets:
- Plan payout trends: Helps understand how users are paid—monthly, quarterly, or yearly. Highlights any unusual trends in payouts.

- Investment vs revenue generation: Compares incentive investments with revenue earned. This helps assess ROI.

- ASC 606 compilation: Ensures all commission and incentive plans comply with regulations like ASC 606 and IFRS 15, a key feature of Compass.

Best for: Sales leaders and finance teams managing commission structures.
When to use: Useful for analyzing compensation trends and making adjustments to commission plans with Compass.
3. Sales 360 dashboard
A sales 360 dashboard gives a full view of sales trends, leaderboard rankings, and ROI calculations. Compass provides these insights to help businesses understand product sales patterns and user performance.
Key widgets:
- Product sales trends: Tracks changes in product sales over time. It helps businesses identify which products are popular and which need more focus.

- Leaderboard: Ranks sales reps based on performance metrics like revenue and sales volume. Compass leverages leaderboards to foster a competitive and motivated sales environment.
- Metric vs plans: Provides insights into how different sales plans perform against each other. Admins can customize it to track key performance indicators (KPIs) using Compass.

Best for: Sales managers and executives looking for a complete view of sales activities.
When to use: Useful for comparing sales strategies, monitoring sales rep performance, and setting future goals with Compass.
4. Sales commission dashboard
A sales commission dashboard tracks earnings, user performance, and quota achievements. It helps admins manage payouts and ensure fair compensation through Compass’s automated tracking features.
Key Widgets:
- Earnings overview: Displays total earnings, pending approvals, and rejected payments.
- Performance report: Shows a snapshot of user performance across different sales plans. Can be customized to filter specific users or plans.

- Users and quota: Highlights users who have met their quotas and those who are still working toward them.
Best for: Sales leaders and finance teams responsible for commission payouts.
When to use: Essential for tracking and adjusting commission structures based on sales performance with Compass.
Mengapa kita membutuhkan perangkat lunak dasbor penjualan?
According to HubSpot, up to 78% of salespeople consider that their CRM is effective in enhancing sales alignment. However, to maximize the effect, implement sales dashboard software. Not only will it centralize and visually organize critical sales data but will eliminate the need to compile information from various sources. Imagine the amount of time and effort you can save that can be used after administrative tasks. The dashboard allows you to:
- Track key metrics and KPIs: Sales dashboard software allows businesses to monitor all the essential performance indicators (KPIs) and key metrics (e.g., conversion rates, lead generation, sales pipeline health) in one place. This comprehensive view enables informed decision-making and helps identify areas that require improvement.
- Team performance tracking: You can customize the sales analytic dashboard according to your need to track the performance of individual teams and sales representatives. This allows managers to identify top performers, recognize areas where additional coaching is needed, and ensure everyone is aligned with overall sales goals.
- Monitoring commissions and incentives: Sales dashboard software can be configured to display commission structures, incentive campaign progress, and individual sales rep earnings. This transparency motivates teams and fosters a results-oriented sales culture.
Dengan menyediakan visualisasi dan wawasan data secara real-time, perangkat lunak dasbor penjualan memberdayakan bisnis untuk mengoptimalkan upaya penjualan mereka dan mencapai pertumbuhan yang berkelanjutan.
Bagaimana cara menggunakan perangkat lunak dasbor penjualan untuk mendapatkan hasil terbaik?
A Salesforce study indicates that data-driven strategies are a key factor for success, with 79% of high-performing sales teams utilizing this approach. Given the compelling nature of this data, it is evident that salespeople require a strategic framework to achieve optimal results.
- Identify key performance indicators (KPIs): Determine the critical metrics that reflect your sales team's success. Examples include revenue generated, conversion rates, and sales cycle length.
- Pilih perangkat lunak dasbor penjualan: Pilih perangkat lunak yang terintegrasi dengan sumber data yang sudah ada, seperti sistem CRM, dan menawarkan visualisasi yang sesuai dengan kebutuhan Anda.
- Bangun dasbor Anda: Rancang dasbor yang jelas dan ringkas yang menampilkan KPI pilihan Anda. Prioritaskan metrik yang paling penting agar mudah dilihat.
- Monitor performance regularly: Schedule regular reviews of your sales analytic dashboard to track progress towards goals and identify areas for improvement.
- Take actionable steps: Based on insights from the dashboard, make data-driven adjustments to your sales strategies and tactics.
Hal-hal yang perlu dipertimbangkan saat memilih perangkat lunak dasbor terbaik
A study by McKinsey & Company in 2022 found that using data extensively in B2B sales strategies can lead to sales growth of up to 25%. However, selecting the most suitable sales dashboard software can be a challenging task, as there is a wide variety of tools available, each caters to the specific needs of different business models. Here are some key factors to consider when selecting the most suitable dashboard software for your needs:
1. Kompatibilitas sumber data: Pastikan perangkat lunak dapat terhubung ke sumber data yang ada, seperti basis data atau platform pemasaran.
2. Customization: The ability to tailor dashboards to your specific needs and display the most relevant metrics is crucial.
3. Data visualization: Look for software that offers a variety of clear and easy-to-understand visualization options, like charts and graphs.
4. Scalability: Consider if the software can accommodate your growing data volume and future needs.
5. Security: The software should prioritize data security to protect sensitive information.
Case studies: Mahindra Finance sees 40% faster incentive management with Compass dashboard
Mahindra Finance adalah perusahaan keuangan non-perbankan terkemuka di bawah naungan Grup Mahindra, sebuah perusahaan terkemuka di India. Mereka mengkhususkan diri dalam menawarkan layanan keuangan seperti pinjaman kendaraan, pinjaman rumah, pinjaman pribadi, dan asuransi.
Mahindra Finance mempekerjakan lebih dari 20.000 perwakilan penjualan di seluruh negeri, dan perwakilan penjualan ini, yang merupakan Tim Penjualan Langsung, memainkan peran penting dalam pencapaian perusahaan. Namun, mengelola struktur komisi dan insentif mereka menimbulkan kesulitan yang signifikan. Hal ini mengakibatkan ketidakpuasan yang meluas dan inefisiensi operasional.
What did Mahindra Finance need help with?
Mahindra Finance merasa tidak puas dan melihat adanya inefisiensi di antara para karyawan. Mereka memiliki sistem data yang terfragmentasi. Data penjualan tersebar di berbagai platform. Hal ini menyebabkan masalah dalam pencarian, inefisiensi, dan seringnya kehilangan data.
Menggabungkan data dari berbagai sumber terbukti rumit dan rentan terhadap kesalahan. Akibatnya, hal ini menunda perhitungan insentif. Mereka memiliki banyak rencana insentif yang disesuaikan dengan berbagai wilayah yang membutuhkan pembaruan dan penyesuaian manual yang sering. Proses ini meningkatkan risiko kesalahan.
Selain itu, penghitungan ulang yang memakan waktu karena adanya cek clearance dan persyaratan audit yang rawan kesalahan dan kurangnya transparansi bagi karyawan sehingga pembayaran insentif tertunda. Untuk mengatasi tantangan tersebut, mereka meminta bantuan Compass, perangkat lunak manajemen insentif penjualan, untuk menyederhanakan kerumitan tersebut.
What measures did Compass take to help Mahinda Finance?
Compass dengan hati-hati merencanakan dan melaksanakan beberapa proses implementasi. Compass mengintegrasikan dasbor responsifnya untuk mengkonsolidasikan semua sumber data ke dalam satu platform terpusat. Hal ini membantu mereka menghilangkan kebutuhan untuk mengelola data dari berbagai lokasi. Mereka mengotomatiskan pemrosesan data untuk meningkatkan kecepatan dan akurasi.
Selain itu, mereka memungkinkan Mahinda Finance dengan perhitungan real-time untuk memastikan bahwa perhitungan dilakukan berdasarkan aturan dan program yang telah ditentukan dan bahwa perwakilan penjualan dibayar dengan cepat dan akurat.
Compass menawarkan fleksibilitas yang cukup bagi Mahindra Finance untuk dengan mudah memperbarui dan mengelola berbagai program insentif di berbagai wilayah dan lini produk. Yang terbukti bermanfaat adalah penambahan dasbor yang memungkinkan perwakilan penjualan untuk melacak kinerja dan perhitungan insentif mereka secara real-time. Hal ini menumbuhkan kepercayaan dan meningkatkan komunikasi.
Perubahan apa saja yang diperhatikan oleh Mahindra Finance?
Compass mengotomatiskan proses komisi penjualan. Hasilnya, Mahindra Finance memperhatikan,
- Jumlah perwakilan yang memenuhi syarat untuk mendapatkan insentif meningkat lebih dari 25%.
- Kesalahan penghitungan diminimalkan hingga lebih dari 98%.
- Kecepatan pemrosesan insentif meningkat lebih dari 99%.
- Peningkatan kinerja penjualan sebesar 30%.
- Pengurangan 40% waktu yang didedikasikan untuk manajemen insentif.
Kesimpulan
Gain a clear and centralized view of crucial sales data using sales dashboard software. Monitor performance, identify trends, and make informed decisions to achieve our sales objectives. While there are many options, we recommend Compass. With Compass, you can:
- Lacak kinerja penjualan dan pembayaran secara real-time.
- Akses analitik dan wawasan tingkat lanjut dengan menambahkan filter dan mengidentifikasi tren berdasarkan wilayah, tim, dan program dengan cepat.
- Menghasilkan laporan bebas kesalahan pada tingkat granular.
- Dapatkan aspek visibilitas komisi termasuk transaksi dalam pipeline, komisi yang masih harus dibayar, prediksi, dan banyak lagi.
Permudah analisis dan optimasi strategi penjualan dengan Compass. Jadwalkan panggilan demo sekarang untuk mempelajari dari para ahli kami bagaimana sistem ini dapat memberikan pandangan terpusat tentang metrik penjualan yang penting dan menetapkan praktik pengambilan keputusan berbasis data untuk Anda.
Pertanyaan Umum
How do I create a sales performance dashboard in Excel?
To create a sales performance dashboard in Excel:
- Gather data: Collect sales data from your sources.
- Organize data: Structure the data in a clear and logical format.
- Insert charts and graphs: Use Excel's chart tools to create visualizations.
- Use pivot tables: Summarize and analyze data with pivot tables.
- Design the layout: Arrange charts and tables for easy viewing.
- Add interactivity: Use slicers and filters to make the dashboard interactive.
- Review and update: Regularly update the data and refine the dashboard.
What is included in a dashboard?
A dashboard typically includes:
- Key metrics and KPIs: The most important data points to track.
- Visualizations: Charts, graphs, and tables to represent data.
- Filters and controls: Options to customize the view and drill down into data.
- Data sources: Information on where the data is coming from.
- Contextual information: Annotations or explanations to provide context.
What is a KPI dashboard?
A KPI (Key Performance Indicator) dashboard is a tool that visualizes the most important metrics and KPIs for a business. It helps in monitoring performance against targets and making data-driven decisions.
What are the three types of dashboards?
The three types of dashboards are:
- Operational dashboards: Monitor real-time processes and operations.
- Analytical dashboards: Analyze large volumes of data to identify trends and insights.
- Strategic dashboards: Track long-term company strategies and goals.
How to build a sales dashboard?
To build a sales dashboard, follow these steps:
- Define your objectives: Determine what you want to achieve with the dashboard.
- Identify key metrics: Choose the most important sales metrics to track.
- Collect data: Gather data from your sales tools and databases.
- Choose a dashboard tool: Select a tool like Excel, Tableau, or Power BI.
- Design the layout: Organize the dashboard for easy readability.
- Visualize data: Use charts, graphs, and tables to represent data.
- Review and refine: Continuously update and improve the dashboard.