What is it?
The Decision Drivers dashlet in TruVoice offer users a comprehensive view of the reasons behind both wins and losses in sales opportunities. It provides insights based on real-time feedback gathered through win-loss analysis. The feature focuses solely on decision feedback, excluding experience feedback, to deliver a clear understanding of the factors influencing outcomes.
Glossary
- Dashlet: A self-contained data visualization that is accessible on the homepage dashboard of TruVoice.
- Decision Drivers: Factors influencing the outcome of sales opportunities, categorized into reasons for winning and reasons for losing.
- Win-Loss Feedback: Feedback obtained from analyzing both successful and unsuccessful sales interactions to identify patterns and trends.
Key Benefits
- Insightful Analysis: Decision Drivers offer a deep dive into the underlying reasons behind sales successes and failures, empowering users to make informed decisions.
- Real-Time Feedback: Unlike traditional CRM analytics, Decision Drivers provide real-time insights into why deals are won or lost, offering a competitive edge in adapting strategies promptly.
- Customizable Views: Users can filter data based on various parameters such as product, competitor, or specific criteria, allowing for tailored analysis according to individual needs.
- Quantifiable ROI: Decision Drivers enable users to track the impact of strategic changes over time, providing a quantifiable measure of the return on investment in addressing identified issues.
Navigation
The Decision Drivers dashlet is found on the Role-based Dashboard homepage, if prescribed to that role, or manually added. Navigating through Decision Drivers involves accessing different views and utilizing filters to customize the analysis according to specific requirements.
- On the dashboard, click on Add Dashlet
- Click on Insert on Decision Drivers
- Configure the dashlet and add Filters as required
When setting up this dashlet, the user has the option to select the view they wish to apply; Ranking (default), Over Time, Compare or Frequency.
- Click on Add to Dashboard
Chart Types
- Ranking View: Displays reasons for winning and losing opportunities sorted by frequency, offering a quick overview of the most common factors.
- Over Time View: Offers a historical perspective by tracking changes in decision drivers over time, allowing users to identify trends and evaluate the effectiveness of strategic interventions. The second image below illustrated how the user can hover over each line in order to display which driver the line represents. The first image below is showing the data displayed by monetary value and the second is showing the frequency in which the driver was a factor, as a percentage. The "Y-Axis" toggle in the top left of the dashlet allows the user to toggle between these two settings.
- Comparison View: Enables users to compare data between different time periods or specific dates, facilitating a deeper understanding of performance variations and trends. The user selects two date ranges. The first is represented by the yellow bar and the range to be compared is shows by the blue bar. If the user hovers over the bar they will see further details on that data point as shown in the second image here. As with the overtime view the user can toggle between Frequency and Value using the drop-down toggle in the top left of the dashlet. they can also toggle between Wins, Losses and No Decisions using the toggle bar in the top right.
- Frequency View presents a detailed, tabular breakdown of how often specific decision drivers influence deal outcomes within a selected time period. This view focuses on count and percentage distribution, enabling users to clearly understand which attributes most frequently impact Wins, Losses, and No Decisions. Each row represents a Decision Driver attribute (for example, Ease of use, Value perception), grouped by category such as Solution, Pricing & Value, Company, or Sales Team.
Example Use Cases
- Sales Representatives: Sales reps can utilize Decision Drivers to understand why they win or lose deals, enabling them to tailor their approach and improve win rates.
- Sales Managers: Sales managers can analyze decision drivers to identify coaching opportunities for their team members and optimize sales strategies.
- Product Leaders: Product leaders can leverage Decision Drivers to gain insights into product performance and make informed decisions regarding product development and enhancements.
- Competitive Intelligence: Decision Drivers provide valuable insights into competitive dynamics, helping organizations understand their strengths and weaknesses relative to competitors and informing strategic positioning.
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