Reporting and Dashboards
Reporting and Dashboards
Reporting and Dashboards
Salesforce.com
Best Practice
Business Driver Best Practice Overview Additional Information
Salesforce Editions Alternative Options Skill Level Required Prerequisites Links and References
Business Driver
All organizations buy a CRM tool to derive clear quantitative metrics on their business. Good Reporting and Dashboards help organisations to present data stored within the CRM solution in a manor that allows executives to manage from the system and end users to use their data in a meaningful and productive manor.
Understand how Reports and Dashboards can help you monitor business goals & performance Understand how Dashboards can be used to motivate and promote success Walk away with specific deployment tips and tricks
Where to start?
Out-of-the-Box Reports - Standard reports across all objects that should be the basis for your custom reports
Account and Contact Reports Opportunity Reports Sales Reports
Lead Reports
Support Reports Campaign Reports Administrative Reports Activity Reports Product and Asset Reports
Summary
Summary reports list your data with subtotals and other summary information. Avg Sales per Rep, Total $ Opptys
Matrix
Matrix reports list summaries of your data in a grid against both horizontal and vertical criteria. Sales per Rep per FY by FQ.
4. Select Grouping
FY and then by FQ Acct and then sub-acct Sales Manager and then Rep
8. Create chart
and = Default filter. Use advanced filters link and () to create or filters
Hide Details
Hide Details
Conditional Highlighting
Opportunity Trends
Save your reports as your browser Favorites Review Tips and Hints for Custom Reports and Maximizing Report Performance cheat sheet
Reporting Tips
If you are thinking a report may end up on a dashboard, always select Summary or Matrix report Archive old reports run Report on Reports Office Edition Run reports from Excel Leads & Contact reports Add to Campaign Avoid Custom Dates, use generic ranges, such as last 30 days, Current FY
Why Dashboards?
Allows users to consume large amounts of information in a simple, graphical view Enables management to monitor key performance indicators company-wide Enables users to standardize on one common languageone version of the truth Great for driving specific behavior Critical for driving executive support for salesforce.com
Dashboard Basics
Based on custom reports 20 elements per dashboard Click to drill into underlying report Can be refreshed anytime Results based on Running User Data has to be there to report on it. Field created, info entered. Reports only as good as the data they are based on.
The Components
1. Chart
Pie, Line, Vertical or Horizontal
ex. Stacked or Side by Side
2.
Table
Sort by label or value with max values displayed
3.
Metric
Stackable with colors
4.
Gauge
Custom breakpoints and colors ex. Quota or Goal attainment
Common Metrics
Sales Metrics Number of prospects Number of new customers and total revenue Number of existing customers and total revenue Top 10 open opportunities Revenue target for quarter or year Top Accounts Pipeline by Stage Pipeline by Owner Exceptions - (i.e.Open Opportunities despite a past close date) Bookings trends month to month Average age of closed opportunities by Sales Rep Opportunities by lead source Marketing Metrics Number of executed campaigns Number of responses by campaign Number of opportunities won by campaign Revenue generated by campaign ROI by Campaign # of Respondents per campaign Number of new customers acquired by campaign Number of new leads by campaign Number of leads by lead source
Map the end-results analysis to the application Can the current configuration support the analysis needs?
- you may need to reconfigure salesforce/ add custom fields
Create new custom fields, make certain fields required on page layouts to drive consistency
Calculated fields can help with a great deal of reporting needs Use reports and dashboards to help drive data consistency as part of the data cleanup process Example: create a dashboard that lists All Accounts without Industry
Dashboards Graphical depiction Up to 20 elements per page Reports Sort and organize Segment and summarize Records Track individual records Create associations between records Search across all records
Click to Drill-Down
Deploying
Develop reports and dashboards in personal folders, save to public folders when ready Leverage reports that use My Team filters Clone dashboards and change the run time user
Add your dashboard to the home page show top three elements
Compliance checks Review refresh date Manage from the application for improved adoption
Pipeline Review Calls Board Presentations Departmental Reviews Individual Performance Reviews (One on Ones)
Use reports and dashboards to help drive data consistency as part of the data cleanup process/ to enforce data quality
Example: Create an exception dashboard that lists All Accounts without Industry
Dashboards 2 Dimensions
http://blogs.salesforce.com/blogs/2005/09/year_over_year_.html
Allow a user to select whether to use the standard drill-down location or a user entered one
Users can create custom workflows linking dashboards or directing users to any web page
Analytics Mash-ups
Insert any application component into a dashboard
Interactive Controls
On Demand Spreadsheets
Deploying
Develop reports and dashboards in personal folders, save to public folders when ready Leverage reports that use My Team filters Clone dashboards and change the run time user Create dashboards for others or temporarily grant required permissions
Board Presentations
Departmental Reviews Individual Performance Reviews (One on Ones)
Useful Links
Reporting Fundamentals - 30 minutes
http://www.salesforce.com/au/services-training/educationservices/online-training/adm-120.jsp
Successforce.com
Search Reporting or Dashboards Analytics Blog - http://blogs.salesforce.com/analytics/
AppExchange
Category Analytics http://www.salesforce.com/appexchange/category_list.jsp?NavCode__ c=a0130000006P6IoAAK-1
Additional Information
Salesforce Editions
Salesforce Editions
Group, PE, EE & UE (Some items such as sControls examples shown are only available in EE & UE)
Alternative Options
Please check out the AppExchange (www.appexchange.com) under the Anlaytics category. There are several alternative offerings to salesforce.coms reporting and dashboards. There are also a number of prebuilt dashboards available.
Reports can be created by end users. Dashboards are generally best created by the system administrator.