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Report Card

What

The Report Card feature in ShareBuilder CRM provides a comprehensive overview of sales activity, pending deals, and overall performance for both Sellers and Managers. This tool helps track progress, measure accuracy, and identify trends in the sales funnel.

Why

The Report Card can be a game-changer for sales teams. It enables better decision-making, strategic planning, and improved forecasting by offering insights into activity levels, conversion ratios, and sales trends.

How

How to Effectively Use the Report Card

  • Get a Comprehensive Sales Overview
    • The Report Card consolidates all pending sales data in ShareBuilder CRM. Users can track progress seamlessly and ensure that no deals are overlooked.
  • Monitor Activity Levels
    • The built-in grading system tracks week-over-week activity levels for AEs. A sudden drop in sales proposals or client interactions is flagged, allowing AEs to identify and address performance dips.
  • Measure Accuracy of Sales Forecasting
    • Compares pending sales data against actual booked revenue. Users can spot discrepancies at the business unit, market, or individual AE level, ensuring realistic sales projections and financial planning.
  • Gain Insights into the Sales Funnel
    • Data is available for weekly, monthly, or quarterly reviews to assess performance trends and coaching opportunities. Managers can view:
      • Number of pending deals created
      • Deals won vs. deals lost
      • Sales cycle duration
  • Track Key Sales Metrics
    • The Report Card calculates essential KPIs, including:
      • Closing ratio (percentage of won deals)
      • Lost ratio (percentage of deals that fell through)
      • Average sale size
  • Set and Evaluate Sales Goals
    • Customize sales funnel stages and set specific goals for each AE.
    • If an AE’s prospecting goal is eight but only six deals are in the pipeline, the Report Card highlights the shortfall so managers can provide targeted coaching.
  • Analyze Performance Trends
    • The Report Card provides data-driven insights into:
      • Where deals are getting stuck
      • Whether sales cycles are too long
      • How to optimize sales strategies
  • Improve Forecasting and Sales Planning
    • Tracks average days a deal stays in the funnel to help refine prospecting efforts. Prevents end-of-month scrambles by keeping sales pipelines consistent and balanced.