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Prerequisites
Modules Analytics and Opportunities enabled in your rights.
Tab 1: Overview
Consolidated view of your commercial KPIs: meetings and client presentations completed/scheduled, won positionings, margin rates, and associated conversion rates.
Tab 2: Podium
Ranking dashboards to identify your top salespeople, business units, poles, or agencies:
Top 10: rankings by number of scheduled client presentations, completed presentations, and number of won positionings;
Full ranking: detailed view of all perimeters with their respective performance.
How to modify the perimeter you want to compare?
Open the filter modal > select the “Display options” criteria
Select the perimeter to compare (manager, agency, business unit, pole)
Available indicators
Indicators on sales teams activities
Indicator | Definition |
Meetings completed | Number of client meetings* already held during the period |
Meetings scheduled | Number of client meetings* upcoming during the period |
Client presentations completed | Number of ID 10 actions* already held during the period |
Client presentations scheduled | Number of ID 10 actions* upcoming during the period |
How to properly configure actions?
In Administration > Global settings:
1. Open the “Actions/States” tab > “Contact actions” section;
2. The action IDs are in front of their label: the action with ID 10 is counted as a client presentation;
3. Associate the “Meeting” type to the actions you want to count as client meetings.
Indicators on sales performance
Indicator | Definition |
Won positionings | Number of won positionings during the period |
Average margin rate of won positionings | Average profitability of won positionings |
Overall conversion rate | Number of won positionings during the period / Number of positionings created during the period |
Conversion time | Average duration of won positionings during the period (at the time of winning) |
Average time spent in each active state | Average time spent in each positioning state, based on active positionings during the period |
Distribution of active positionings | Number of positionings by active state in the filtered period, based on the last state during the period |