The Performance View in Membrain is the main view where you can track your sales effectiveness and goal attainment over time, both individually and collectively. You can see the big picture or drill down into individuals and smaller components that contribute to that sales effectiveness. Easily see how things change over time and adjust course accordingly.
This analytics page presents an overview of your sales efforts. The data will automatically flow as you execute your sales process, without any setup effort on your part. Any goals you create in Membrain will also be reflected here in each respective category.
In the top part of this page, there are a number of settings you can change to see exactly what you want. Here is a short explanation of what these are, and how you can use them.
This allows you to select which people you want to see in the view. You can select all users, one or more teams, or one or more individuals. You can mix and match to easily compare and identify who's tracking ahead, and who is falling behind.
This list will automatically show all the people who have had a sales project in the process and time span that you are looking at.
The process selector allows you to select one or more processes. You can select to see “all” processes which also includes any goals you have for prospecting projects, as well as finding archived sales processes if any of those have had sales projects in the time period you are looking at.
When selecting multiple processes the graphs will sum the results to show the total (or in some cases, average) of those processes.
This controls the time period you want to see. It's pre-populated with several helpful options such as this/next/last month, quarter, and year. All options are focused on the fiscal year, so if that differs from the calendar year, that is reflected in this view.
In this list of options, you also have rolling dates such as “Last 90 days”, a full historical view with “All Past” as well as the option to fully customize the time span you're looking at with the “Custom” option. The custom option can be used to set up both specific and fixed time spans as well as rolling dates that look backward, forwards, or in any combination.
Sometimes you want to see the results by quarters, sometimes by month, or in even more detail with a weekly breakdown. This is the option that allows you to change how that information is represented.
In addition to the existing tools in the Performance View, the Forecast filter allows you to easily toggle between Yes/No options. This enables you to visualize how different forecasts impact your sales effectiveness and goal attainment. If toggling yes on this filter, a gray area appears in certain graphs, such as the “sales” and “weighted pipeline” graphs. This is your forecast, based on the data that is currently in your pipeline. By using this filter, you can gain a more dynamic and tailored view of your data, which provides better insights into your sales progress.
Compared to is a great tool to be able to track progress towards goals (as one of the options in that list), or compare a team or individual with their own performance from a previous time span, or on a year-over-year basis. For example, you might want to make a comparison by looking backward at sales for an individual over the last year and noting the difference in numbers when comparing to “Goals”, “Year on Year” or “Last Similar Period”.
This is the ultimate outcome, or business result in sales, it's the value of won sales projects. It can also be complemented with additional numerical goals, that may not be the main value of the sales project.
These are the main sales effectiveness goals to keep your eye on. If your strategy is solid, and you execute with excellence, the trend lines for your win rate (Count or Value), deal size, and sales cycle should point in the right direction.
Although your end result may be “making the number”, neither results nor effectiveness goals can be managed. The only thing you can manage is the activities to get you there. Make sure to add goals for the activities that matter, and they will show up here.
When you have created Effectiveness Goals or Activity Goals for a team member, you will see them added below the standard goals in these subsections. Though remember, the sales process selected in the main view must reflect what the goal relates to in its setup.
Learn more about Goal Setup.
