30% of marketing and sales executives blame disparate data sources as the main reason they can’t glean meaningful insights from customer data. As sales leaders, we must understand how to obtain and analyse data to make good business decisions. Otherwise, we’re operating in the dark.

To help make reps 10x more productive and executives 10x smarter, we partnered with HubSpot with meaningful out-of-the-box reports that drive actionable insights. In this e-book, we’ll explore five key insights that every Director of Sales should have, including:

• Performance Insights: “How much are we selling?”
• Process Insights: “What is our optimal sales process?”
• Productivity Insights: “Are we working smart?”
• Customer Insights: “Who is buying?”
• Marketing Insights: “Is marketing giving us the leads we need?”

We’ll show you how easy it is to get the insights you need with the beautifully designed, valuable reports in HubSpot and then show you what critical decisions you can make based on the data. Let’s get started.

Performance insights gauge how your team is doing. They let you know how your group performs and how individuals perform as a team. You’ll see key performance insights regarding your salespeople and revenue in HubSpot.

Question 1: How much revenue is the team closing?

The Deals Won & Lost report tracks the total sales you and your team have won over a while. You can sort your total sales by user or channel.

Question 2

How are my reps doing?

Measuring performance demands setting specific, measurable, attainable, and time-based sales revenue goals. The Quota Attainment report allows you to set revenue-based sales goals for your team and track progress. 

Question 3

Are we going to meet our goals next month/quarter?

The Forecasted Sales report helps you stay ahead of the game. It tells you how much revenue you can expect based on the active deals in your sales pipeline. HubSpot crunches the numbers in your sales pipeline and generates sales forecasting reports so you can accurately anticipate future revenue.

The likelihood of potential sales and closure appears on the dashboard. This reminds you and your sales team where to focus and when to move on. The report also breaks down forecasted sales by the source that generates the lead so that you can track the accuracy of your sources.

In this world of shifting consumer buying processes, a sales process that has worked for your team in the past may not be effective anymore. As consumers increasingly rely on their research, social media, and review sites, the sales rep's role is evolving. A Corporate Executive Board study of more than 1,400 B2B customers found that those customers completed, on average, nearly 60% of a typical purchasing decision before even having a conversation with a supplier.                                                                         

Question 1

How much revenue is the team closing?

The Deals Won & Lost report tracks the total sales you and your team have won over some time. You can sort your total sales by user or channel.

Question 2

How are my reps doing?

Quota Attainment

Measuring performance demands setting specific, measurable, attainable, and time-based sales revenue goals. The Quota Attainment report allows you to set revenue-based sales goals for your team and track progress. 

Question 3

Are we going to meet our goals next month/quarter?

Forecasted Sales

The Forecasted Sales report helps you stay ahead of the game. It tells you how much revenue you can expect based on the active deals in your sales pipeline. HubSpot crunches the numbers in your sales pipeline and generates sales forecasting reports so you can accurately anticipate future revenue.

The likelihood of potential sales and closure appears on the dashboard. This reminds you and your sales team where to focus and when to move on. The report also breaks down forecasted sales by the source that generates the lead so that you can track the accuracy of your sources.