Blog Red dots ahoy!

One of the founding principles of SalesClic is that sales dashboards don’t work. Sure, modern CRM tools let you build sophisticated reports, tables and charts.

But past the first weeks of enthusiasm, most companies discover an inconvenient truth: nobody ever looks at these dashboards, least of all the populations directly concerned – sales reps and managers.

The red dots

We believe in real-time, in-context, actionable insights. We are therefore very happy to introduce an exciting new feature in SalesClic – red dots on the opportunity tiles.

Starting this Wednesday, these red dots will signal in your SalesClic pipeline the opportunities whose close date has passed. (We describe the other elements of the upgrade in this article.)

Why it matters

Whatever the methodology used (e.g. weighted pipeline, “forecast categories”), the time factor is a critical component of B2B forecasting.

Unlike, for example, yogurt sales in a supermarket, B2B sales are discrete, not continuous. A close date sliding 15 days can have a significant impact on your company’s forecast.

It is therefore very important to:

• Ensure that close dates are thoughtful and valid
• Help sales reps and managers visualize how the time factor affects their pipeline

What’s next?

In the coming months, we will use statistics SalesClic already calculates (e.g. closing probabilities, conversion rates, durations) to add intelligence to the dots – helping you identify at a glance late opportunities, over-ambitious closing dates, etc.
Stay tuned!