Boost your sales pipeline in Teamleader & Salesforce with Cumul.io
Posted On 31/08/2017
A decent CRM system is the backbone of any digitized organization. For many organizations, it is their central hub to manage all customer information. Think of marketing & sales leads, existing deals, even invoicing.
For salespeople, a CRM tool is an extremely rich source of information. However, analyzing CRM data can become overwhelming quite fast. It’s important to have a top-level view on your pipeline, which you can easily create in Cumul.io.
Fancy to become a sales guru? Start with understanding what’s really happening in the pipeline. In this article, we’ll discuss everything you need to get started, including our Teamleader & Salesforce integrations.
See the bigger picture behind your sales data
CRM systems are very customer-centric. You can easily drill down on each lead or deal, and use that detailed information to better serve & understand each customer.
The danger is to get lost in the details. Following up on clients and projects in your CRM system often happens in isolation. Data are fragmented per client, and you have different account managers working on various deals. That makes it difficult to spot larger, structural trends or even issues.
Take a step back. A high-level overview of your pipeline will allow you to pinpoint exactly what’s working and what isn’t. With little optimizations, you may be able to give your sales a strong boost!
Connect your CRM data to Cumul.io
What you need is a simple & visual representation of your sales pipeline. In Cumul.io, you can create real-time dashboards to monitor sales performance.
Are you using Salesforce or Teamleader? Then, you can connect live to your CRM by making use of our integrations:
Thanks to an automatic connection, your data are always up-to-date, and run right into your dashboards. No need to pull exports or write code. Pick your chart and simply drag & drop the data you want to monitor. Who said keeping track of your sales pipeline needs to be difficult?
Are you working with another CRM system? Don’t hesitate to contact us, we’re happy to discuss the possibilities with you.
What should I be monitoring?
The next big question is: which sales trends should I be monitoring in my dashboards? It really depends on your business goals. First, identify the most important factors that may influence your sales. Track those measures and their influence on KPIs in your dashboard.
To get you fully up to speed, we’ve composed a list of possible measures & metrics you can use as a source of inspiration for your sales dashboard:
- # open/closed deals: monitor the volume in your pipeline
- Deal value: don’t focus solely on volume, but also look at the possible value
- Revenue: identify possible cost causers & quick wins
- Average sales cycle: how long does it take to sell the product?
- Deal age: monitor how your deals are progressing
- Deal source
Monitor where your deals are coming from. In that way, you can identify which channels are most effective for bringing in deals or revenue.
- Product or license
If you sell different products or licenses, then split out your deals per product. You’ll gain insights into how products are contributing to revenue, or which products are easier/harder to close.
- Deal stage
Find out where your deals are stuck, or where there’s still a lot of potential to close.
- Sales representative
Monitor performance of your sales motion: which representatives are best at closing which type of deals, who is under-performing,…
- Reasons for refusal
Why do possible customers refuse in the end? Having more insights into which companies refuse for which reason will help you get a better glimpse of where to take action.
Curious how this would look in a dashboard? Check out our demo dashboards with live data for both Salesforce and Teamleader!