Use Case: I need to design two dashboards for my company’s sales team that will show the overall sales pipeline, pipeline broken out by salesforce pipeline stages, pipeline velocity metrics, pipeline coverage metrics and historical trend of the pipeline. One dashboard is for the senior sales leaders and the 2nd dashboard is for Account Manager and Sales specialists. List the metrics I would consider for both the dashboards and type of visualizations that would help provide better insights.

Dashboard for Senior Sales Leaders

Objective: Provide a high-level overview with strategic insights to track overall sales performance and make informed decisions.

Metrics:

1. Total Pipeline Value: Overall value of all deals in the pipeline.
2. Pipeline Coverage Ratio: Ratio of pipeline value to sales target.
3. Pipeline Velocity: Speed at which deals move through the sales stages.
4. Win Rate: Percentage of closed deals that were won.
5. Conversion Rates by Stage: Percentage of deals moving from one stage to the next.
6. Forecasted Revenue: Projected revenue based on the current pipeline.
7. Historical Pipeline Trends: Comparison of pipeline size and velocity over time.
8. Top Opportunities: List of high-value deals, ranked by potential revenue.
9. Sales Stage Distribution: Distribution of deals across different sales stages.

Visualizations:

• Funnel Chart: To visualize the pipeline stages, showing the number and value of deals at each stage.
• Line or Area Chart: For historical trends, showing changes in pipeline size and velocity over time.
• Bar Chart: To show the distribution of deals across sales stages and forecasted revenue.
• Gauge Chart: To represent the pipeline coverage ratio.
• Heat Map: For win rates and conversion rates by stage.
• Top Opportunities Table: A detailed table listing the top deals by potential value.

Dashboard for Account Managers and Sales Specialists

Objective: Provide actionable insights for managing daily activities, tracking progress, and closing deals effectively.

Metrics:

1. Individual Pipeline Value: Total value of deals managed by the account manager or sales specialist.
2. Deal Stage Status: Current status of deals at each sales stage.
3. Pipeline Velocity for Individual Deals: Speed at which specific deals are progressing.
4. Next Action Dates: Key dates for follow-ups or next steps in the sales process.
5. Deal Aging: Number of days deals have been in each stage.
6. Pipeline Coverage by Product/Region: Breakdown of pipeline by product line or geographical region.
7. Lead Response Time: Average time taken to respond to new leads.
8. Deal Conversion Rate: Conversion rates for deals managed by the individual.
9. Win/Loss Reasons: Analysis of why deals are won or lost.

Visualizations:

• Kanban Board: To visualize deal stages and status, allowing quick updates and insights into current deal positions.
• Bar or Column Chart: To display individual pipeline value by product, region, or deal stage.
• Gantt Chart: To visualize next action dates and timelines for each deal.
• Speedometer Chart: For pipeline velocity metrics.
• Scatter Plot: To analyze deal aging and identify which deals need immediate attention.
• Pie Chart: For pipeline coverage by product or region, providing a quick overview of distribution.
• Detailed Tables: For next action dates, deal aging, and win/loss reasons with filtering options.

Additional Considerations

• Interactive Filters: Both dashboards should allow users to filter by time period, region, product, or sales rep to customize their view.
• Drill-Down Capabilities: Enable users to click on summary metrics to drill down into more detailed views.
• Real-Time Updates: Ensure data is updated in real-time or near real-time to reflect the most current information.