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
Overview figures
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.
Conversions
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.
Detail
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:
Number of interactions
How many meetings/events were cancelled, missed or postponed.(Meetings become missed if a rep fails to check in on the day that it’s scheduled for)
Yellow Pins - This pin indicates that the meeting was offsite by more than several hundred meters (set by management).
Saleboat records not only how far off-site the location was, but the accuracy reading of the check-in location too.
For the 2 flagged meetings above:
If the rep was 16m closer to Team Group, they would still be 14km off-site
If the rep was 51m closer to Sky Corporation, they would still be 12km off-site
The time each meeting began or perhaps, more usefully, the time between each meeting.
The View 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.
Neglected/Unseen Prospects & Clients
This section displays the Prospects & Clients that have not been seen or contacted for an extended period of time by a particular rep. Here you also have access to the Pipeline stage and Account Number for Neglected Prospects and Clients, respectively.
The rep can remove these Prospects & Clients from their next report by making contact with them. This is something for management to be encourage consistently.
Most companies using Saleboat have a 0 Neglected policy.
On average, obtaining new Clients costs the company 10 times more than maintaining the existing Clients, so we encourage reps to maintain their existing customer relationships.