Volodymyr Yatsevsky posted on October 18th, 2012
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Imagine you walk into the room full of sales people doing unstopping “cold calls”. Every one of them features their own call list designed in Excel with marks, notices and statuses for each calling lead. Their manager has his own calling list of leads as well and sometimes reviews performance of his sales team.
As you go, you see people unaware of their own performance against others as well as their manager not knowing performance of his team as well. He tries to pull up some call list sheets from his mates, but the raw figures talk nothing to him as he needs to open numerous attachments for each of his sales reps. He prints out number of pages, then a moment later throws them out in a desperate attempt to answer sole question – what’s going on.
Sooner or later all people migrate their Excels into one CRM system and share. The manager starts to see the picture of overall performance, but still lacks flexibility in seeing everything with one report. His reports are static and, in most cases, are printed out as PDFs from the CRM system. At the time management reads them, the data inside such reports becomes already deprecated.
On one day, a techie from CRM support team suggests to add pivot tables to report system to eliminate necessity of static reports, printed out daily that quickly become deprecated and unusable. One step after another, the manager starts using pivot table reports more and more often, forgetting every day about past static reports. He learns about flexibility of putting dimensions and values over the table, pivoting the data as he precisely needs to see performance changes of his sales team.
Just some weeks later the whole sales team life changes. Everyone has now access to pivot table reports, seeing both team and their individual performance. They all quickly see which lead types require more attention, which opportunities to address first, and how operational decisions can be ruled out in most efficient way. The old-fashioned Excel and PDF static reports went away, despite sometimes one prints out PDF right from his pivot report to draw some ideas or share on a weekly meeting. One simple tool has changed the way of whole sales team work.
Does this sound familiar to you as well? Share your stories to us and maybe one day a simple change in reporting will change efficiency of your whole company way of work.