What do all of these numbers mean?
What are they actually telling me?
This article serves to put all of the questions you may have about reporting to rest & give you insight into what each of the numbers and categories can tell you about the performance of each team or rep.
The Periodic/Weekly Report
These figures indicate the activity for the team within the selected period.
To find the average amount of meetings per rep simply divide the number of total meetings attended by the number of reps. Remember to exclude officers and captains.
Example: 169/22 = 7.6 meetings per rep on an average week.
Rep Activity Table
Using the table you can see how many of each meeting type has taken place.
By looking at the table above, it is easy to identify which reps are putting in a majority of the effort towards a growing sales trend. When looking at this list we can also see whether the focus of each rep is on acquiring new prospective clients or servicing existing clients.
Using this table we can see which prospects were converted to clients and their values.
In the table above we can see that 4 Prospects were converted to Clients.
If the reps have monthly new business sales targets, we can use the spend values to determine whether or not they are on track to making them, based on the given information.
Additionally, the activity within the selected period for each rep is broken down into:
Who they saw
When they saw them
The meeting type for the interaction.
When looking at the activity summary table above, it is important to look out for:
- How many meetings/events were cancelled, missed or postponed.(Meetings become missed if a rep fails to check into it on the day that it’s scheduled for)
- Number of interactions
- Yellow Pins - This pin indicates that the meeting was offsite by more than several hundred meters.
- The time each meeting began or perhaps, more usefully, the time between each meeting. This example was selected because although there is a high amount of activity, it is suspicious.
If you look closely you will notice that on the 7th of November, this rep supposedly saw four clients within the space of 20 minutes.
There are a number of possible reasons for this situation:
- The rep is labeling phone calls as meetings, using the incorrect meeting type. Based on the duration of meetings and time between them, this is the most logical explanation.
- The rep is not logging events on site and rather bulk logging after seeing multiple clients. This is the easiest way to lose vital information.
- The rep is lying about attending these and has created them fictitiously. This is the least likely possibility.
5. The View Online button will take you to the meeting details on Saleboat.
You will be able to see the location of check in, the duration of the interaction, the meeting notes, contacts that were met with, etc.
6. Using this list you can also look into the usual start and end time for a user’s meetings.
This section displays the clients that have not been seen or contacted for an extended period of time by a particular rep.
The rep can remove these clients from their next report by making contact with the client.
This is something for management to be encourage consistently.
Some companies using Saleboat have a 0 Neglected Client policy.
On average, obtaining a new clients costs the company 10 times more than maintaining the existing clients, so we encourage reps to maintain their existing customer relationships.