Even if you’ve got the most cutting-edge technology, a well-oiled manufacturing operation, tight financial goals and the best leaders, nothing else matters until you’ve got the sales engine running. When the organisation relies on you to manage sales and bring in profits, it can be a high-stress situation. There are months when your team sails past their quotas and it seems like your department can do no wrong, and then there are months when you worry your team won’t hit their number. Instead of swinging back and forth between these extremes, you ask yourself ‘how can I be smarter so my team can always be closing? This is where Sales Intelligence comes into the picture. To download the full whitepaper go to:

1. THE DASHBOARD
INTELLIGENCE SERIES
Sales Intelligence for High-Performing Businesses:
SuperchargeSales&CrushQuotas For Sales
https://hrboss.com

2. WHAT
Even if you’ve got the most cutting-edge technology, a well-oiled manufacturing operation, tight
financial goals and the best leaders, nothing else matters until you’ve got the sales engine running.
When the organisation relies on you to manage sales and bring in profits, it can be a high-stress
situation. There are months when your team sails past their quotas and it seems like your
department can do no wrong, and then there are months when you worry your team won’t hit
their number. Instead of swinging back and forth between these extremes, you ask yourself ‘how
can I be smarter so my team can always be closing? This is where Sales Intelligence comes into
the picture.
Sales data v. Sales Intelligence
Sales data refers to basic prospect information like company size, location, revenue, industry
focus etc. Sales data is useful but that’s really only the first step because it’s not going to help you
close more deals. What differentiates ‘Sales Intelligence’ from ‘Sales Data’ is the level of insights,
and what you need is turning that all that messy data into intelligence which your sales rep can
action.
Sales Intelligence:
Sales Intelligence (or Sales Analytics) refers to information collected from technologies,
application and practices to accelerate the sales process to close deals and drive business.
This might sound obvious but for
any organisation, Sales is the key
department driving revenue and
growth for the business.
Definition
2The Dashboard Intelligence Series Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush Quotas

3. WHY
Sales Intelligence gives you the ability to drill down into your sales function to monitor, measure
and manage deals effectively. According to Aberdeen Group, best-in-class companies which
rely on sales intelligence see a 12.3% average yearly increase in overall team attainment of
sales quota and an 8% average year-over-year increase in average deal size or contract value.
With Sales intelligence you can:
• stay on top of key metrics that will drive sales
• establish sales patterns which will be useful in setting sales budgets in future
• create a culture of daily accountability for your sales rep
• see who’s crushing quotas and who’s lagging behind
What makes Sales Intelligence so hot?
• analyse pipeline opportunities to determine actions required to meet sales targets
• understand which competitors are faced most and why the deals were lost
With the amount of data organisations deal with today, sales don’t need more data…they need
business intelligence that can be converted into sales specific strategies and actions.
If you’re like most organisations, you depend on your CRM and associated systems to manage
sales pipeline and forecasts. The challenge herein is this: sales data is stored in multiple
systems and the number of customisations you’ve made to your CRM creates a slew of
reporting problems that make it extremely difficult to track how opportunities are moving
through the pipeline, making forecasts a very scary process.
To get a clearer picture, you wait for IT and reporting teams to run custom queries and wrangle
spreadsheets to build your forecast – a slow, laborious and time-consuming process.
3The Dashboard Intelligence SeriesThe Dashboard Intelligence Series Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush Quotas

4. HOW
by eliminating the need to aggregate different sets of
sales data so you and your sales team can confidently
commit to their numbers and focus on closing, rather
than reporting.
If Sales analytics still remains a blackbox for you, read
on to see how EmployeeBoss’s Sales dashboard can give
you a holistic view of your sales operations. From sales
executives to front-line sales representatives, you get
real-time insights —insight that is personalized, relevant,
and actionable.
Onebigwinsalesintelligence
can give you right off the bat,
is saving you valuable time
4The Dashboard Intelligence Series Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush Quotas

5. EmployeeBoss gives you a quick, scan-friendly overview of your past sales
activities: Target & Total Sales, Win-Loss Percentage and breakdown of Won
& Lost opportunities
Click to
view live
dashboard
5Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

6. Pump-up your pipeline: Monitor and analyse real-time sales metrics to truly
understand what is driving your sales engine.
Check on your current pipeline, prioritize your resources and monitor deals that are next in line to close.
6Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

7. Forecast the future. EmployeeBoss helps you predict important figures so you
can be confident about your numbers.
• How many deals can we possibly close in the next quarter?
• What’s our expected total sales?
• Which opportunities are still open and which should we try to close?
7Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

8. This is where you ensure that all the numbers on the dashboard are always
right and up-to-date so you know you’re telling the right story.
Check the filters on the left to do a quick data health check on all opportunities
The count shows you the number of neglected opportunities and opportunities with missing data
Slice and dice by sales rep so you know who needs to devote a bit more time towards data hygiene
8Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

9. Data fields Field Type Source Systems
Opportunities
*Opportunity ID Text CRM
*Opportunity Name Text CRM
*Stage Name Text CRM Current stage of which the opportunity is at
*Is Won 0 or 1 (0 represents not won
and 1 represents won)
CRM
Indicates if the opportunity is won
*Is Closed 0 or 1 (0 represents not closed
and 1 represents closed)
CRM
Indicates if the opportunity is closed
*Amount Number CRM Total amount of revenue that the Opportunity is worth
*Probability Number (Whole number from 0
to 100)
CRM
The percentage probability of winning the opportunity
*Expected Revenue Number CRM Amount x Probability. This is used in the sales forecast so you can get a
ballpark idea how much revenue you might be expected to win.
*Close Date Date CRM
*Type Text CRM
*Currency Code Text CRM
*Product Text CRM
*Created Date Date CRM
*Last Activity Date Date CRM
*Sales Representative ID Text CRM
*Sales Representative
Name
Text CRM
Ready to see these dashboards in action with your data?
Data marked with * are required data.
Connect your CRM
9Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

10. Data fields Field Type Source Systems
*Sales Representative
Location
Text CRM
*Sales Representative Active
Status
0 or 1 (0 represents
inactive and 1 represents
active)
CRM
Payroll
*Sales Representative ID Text CRM
*Sales Representative Name Text CRM
*Sales Representative
Location
Text CRM
*Sales Representative Active
Status
Text CRM
*Quota Month Date CRM Date of the first day of the month which the quota is set for
*Sales Target Text CRM
*Currency Code Text Payroll/Finance/
ERP
Currency Conversion
*Converting From Currency
Code
Text Payroll/Finance/
ERP
This is aligned to the agreed currency conversion rate in your
organization, wherever it lives.
*Converting To Currency
Code
Text Payroll/Finance/
ERP
*Conversion Rate Number Payroll/Finance/
ERP
How many data fields? 28
How many mandatory data fields? 28
How many systems? 2-3
What is required:
EmployeeBoss comes with pre-built Sales Intelligence
dashboards ready to use from day 1…so all you need to do
is import all the required data.
Here’s what you need to do:
Want more dashboards?
Sales Intelligence is just one of the pre-built dashboards
available,toexplorealltheotherdashboardsEmployeeBoss
gives you, visit HRBoss.com
Data marked with * are required data.
10Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

11. With
EmployeeBoss,
you can get
dashboards top
sales leaders use
to supercharge
sales and crush
quotas.
Used and loved by leading organizations around the world.
Don’t just take our word for it.
®
Best Big Data Solution
Stevie Awards 2015
ASIA-PACIFIC
International Tech company
of The Year
IBAs2014
GLOBAL
Best Innovation 2015
Best HR Service Providers
Greater China
“The workforce planning capabilities
inside EmployeeBoss help us keep
ahead of the competition. It’s a
secret weapon that sets us apart
from the competition.”
Christina H. Yasui, Head of Global HR, Adways Inc.
11Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series

12. Features of EmployeeBoss include: Dynamic Org Charts | Geo-
spatial Maps | Reports & Dashboards | Workforce Planning |
Recruitment & Vacancy Management
To learn more about the full spectrum of business problems
EmployeeBoss help organizations around the world solve,
email info@hrboss.com to schedule a live demo.
EmployeeBoss is the first big data analytics solution dedicated
to solving problems related to the workforce. Taking business
leaders from mess to success in just 5 easy steps: Import,
Associate, Visualise, Plan and Execute, EmployeeBoss delivers
workforce insights to help business leaders make informed
workforce decisions without any hassles or high-cost.
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12Sales Intelligence for High-Performing Businesses: Supercharge Sales and Crush QuotasThe Dashboard Intelligence Series