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Progress Dashboard

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Overview

The TruSales Progress Dashboard is designed to provide a comprehensive view of the opportunities and contacts being submitted to your win/loss and/or customer experience programs for feedback requests. This guide details each section of the Progress Dashboard and explains how you can utilize the various features to optimize your programs and automations.

Accessing Your Progress Dashboard

To access the Progress Dashboard, navigate to the Feedback module and select the "Progress Dashboard" tab to the right of the Buyer Decisions and Customer Experience tabs.

Progress Dashboard Sections

Review the information below to better understand the following sections of your Progress Dashboard.

Filters

The filters you apply in the Progress Dashboard determine the dataset of opportunities or accounts that will be considered and reported on in the view. Think about the filter as the group of opportunities, or accounts, you want to report on to determine what was qualified and submitted vs. what was qualified, but not submitted.

In the screenshot above we are indicating that we want the Progress Dashboard to review all opportunities that have closed in the past six months.

Automation Group Filter

The opportunity or account metrics displayed in the Progress Dashboard are based on the automation group you select in this control, combined with your filter selection which determines the dataset to evaluate.

The automation group also determines the research type of the feedback:

  • Opportunity-based Automation Groups: This type of automation group is responsible for submitting sales opportunities, and their applicable contacts, for feedback requests as they close as wins, losses or no decisions (e.g., Win Loss Research).
  • Account-based Automation Groups: This type of automation group is used to request customer experience feedback from existing customers (e.g., Customer Experience Research).

Once you have selected an automation group and filters, the Progress Dashboard will update to display statistics about the dataset selected with your filters and how they are qualified or not qualified based on the automation group's trigger conditions (aka the qualification conditions set up in the automation group).

In the screenshot above (taken from the Organization Settings -> Feedback Requests view), you see an example of the trigger conditions configured for the automation group. These are the conditions that an opportunity must meet in order to be eligible to be submitted for feedback requests. 

Opportunity or Account Key Metrics

Each opportunity in the dataset is evaluated against the selected automation group to determine if it is qualified or not. The following category statuses are calculated for each opportunity and a count is displayed for each category:

  • Qualified: The opportunity or account passes the trigger conditions for the selected automation group.
  • Submitted: At least one contact for the opportunity or account was submitted for feedback requests.
  • Excluded: At least one contact for the opportunity or account was submitted, but a user cancelled the feedback requests and excluded it from getting feedback. When a user excludes an opportunity/account, they must provide a reason for the exclusion.
  • Not Submitted: The opportunity or account passes the trigger conditions for the selected automation group, but some other conditions prevented the opportunity from being submitted for feedback. These opportunities, or accounts, are further categorized to understand why TruSales was unable to submit the opportunity or account in the Qualified, But Not Submitted panel.
  • Not Qualified: The opportunity or account does not pass the trigger conditions for the selected automation group.

Qualified, But Not Submitted

For opportunities, or accounts, that are qualified but have not been submitted, if TruSales can determine the reason the opportunity, or account, was not submitted they will be assigned one or more of the following statuses. It's important to note that multiple statuses can apply, which can impact percentage calculations in this panel:

  • No Qualified Contacts: TruSales was unable to find an eligible contact to submit for the opportunity. Check the Contact Submit Conditions for the selected automation group.
  • Prevented by Collector Settings: Most likely means the contact(s) for the opportunity have been submitted for feedback recently and the TruVoice Collector settings prevented them from being submitted. Check the TruVoice Collector settings for the selected automation group.
  • Failed Product Conditions: Based on the TruVoice Products settings at the time the opportunity was eligible to be submitted, the opportunity did not qualify. Check “TruVoice Products” settings.
  • Owner not Active: The opportunity’s owner does not have an active CRM license.
  • Invalid Sender: TruVoice has not been authorized to send email on behalf of the assigned sender’s email domain. Check the sender set for the opportunity and their email domain.
  • Invalid Account: Missing account info
  • Others: Qualified opportunities that TruSales cannot categorize are placed in this category. This usually occurs because the automation was not running at the time these opportunities became qualified.

Five Progress Dashboard Views

There are five different ways to view your automation metrics in the Progress Dashboard:

  • Summary: Breakdown of where each opportunity in the dataset falls by submission category.
  • Opportunities: Understand submission status for each opportunity in the dataset.
  • Contacts: Review submission activity at the contact level to understand where each contact that has been submitted for feedback is in the process.
  • Sales Reps: See submission activity by sales rep to understand submission and exclusion metrics based on the selected dataset, including reviewing these metrics by outcome (wins vs losses).
  • Reminders: View reminder email activity by opportunity to understand how many reminder emails are sent for each opportunity that qualified for at least one reminder email. Reminder email activity by sales rep to understand how responsive sales reps are to the reminder emails they receive.

Summary View

The Summary View offers an overarching snapshot of all the opportunities that meet the applied filter conditions. The left-side of the view provides a major submission category visual to understand the breakdown of the dataset into each of the major submission categories.

The right-side of the view breaks each major submission category into its subcategory details by either Outcome Type or Opportunity Type depending on your selection at the top of the view:

Submitted Subcategories

There are six subcategories in the Submitted submission category that identify where an opportunity is in the feedback request process. It's important to note that the numbers in this panel are based on opportunity or account counts and not contact counts. Because an opportunity or account can have multiple contacts submitted, which means that an opportunity or account can appear in multiple subcategories if it has multiple contacts in different stages of the feedback request process.

Excluded Subcategories

This section will display the Excluded subcategories set up for your instance of TruSales. These categories are customizable and help to understand why an opportunity or account is excluded by a sales rep or account manager.

Not Submitted Subcategories

TruSales will attempt to sub-categorize any opportunities or accounts that were qualified, but not submitted into one of the following sub-categories:

  • No Qualified Contacts: TruSales was unable to find an eligible contact to submit for the opportunity. Check the Contact Submit Conditions for the selected automation group.
  • Prevented by Collector Settings: Most likely means the contact(s) for the opportunity have been submitted for feedback recently and the TruVoice Collector settings prevented them from being submitted. Check the TruVoice Collector settings for the selected automation group.
  • Failed Product Conditions: Based on the TruVoice Products settings at the time the opportunity was eligible to be submitted, the opportunity did not qualify. Check “TruVoice Products” settings.
  • Owner not Active: The opportunity’s owner does not have an active CRM license.
  • Invalid Sender: TruVoice has not been authorized to send email on behalf of the assigned sender’s email domain. Check the sender set for the opportunity and their email domain.
  • Invalid Account: Missing account info
  • Others: Qualified opportunities that TruSales cannot categorize are placed in this category. This usually occurs because the automation was not running at the time these opportunities became qualified.

Opportunities View

The Opportunities view allows you to review and drill down into individual opportunities based on their status. This view allows you to filter and view opportunities or accounts based on their submission status.

All opportunities or accounts in the dataset will be displayed in the grid. Use the functionality of the grid to filter or find specific opportunities or accounts, or download the dataset into Excel using the download button. The following default columns are available in this view:

  • Status: the submission status for the opportunity
  • Result: the submission result for the opportunity. For excluded opportunities, this column will display the exclusion reason, for submitted opportunities this column will display the feedback status, and for qualified, but not submitted opportunities this column will display the reason(s) the opportunity was unable to be submitted
  • Opportunity: the opportunity name.
  • Account: the account associated with the opportunity.
  • Sales Rep: the sales rep associated with the opportunity.
  • Outcome: the outcome type for the opportunity.
  • Amount: the opportunity amount based on how this has been configured in TruSales for your instance.
  • Type: the opportunity type based on how this has been configured in TruSales for your instance.
  • Products: the product(s) associated with the opportunity based on how products have been configured in TruSales.
  • Close Date: the close date of the opportunity.
  • Reminders: the number of reminder emails sent to the sales rep for the opportunity.

Contacts View

The Contacts view provides a list of every contact submitted for each opportunity or account in the filtered dataset along with where that contact is in the feedback request process.

For each contact that has been submitted, the Outreach Step column indicates where the contact is in the feedback request process. Use the functionality of the grid to filter or find specific contacts, or download the dataset into Excel using the download button for further analysis in other tools.

The following default columns are available in this view:

  • Outreach Step: where the contact is in the outreach cadence currently.
  • Contact Name: the contact's name.
  • Contact Title: the contact's title.
  • Contact Email: the contact's email address.
  • Opportunity: the opportunity name.
  • Account: the account associated with the opportunity.
  • Sales Rep: the sales rep associated with the opportunity.
  • Stage: the opportunity's current stage.
  • Forecast Category: the opportunity's forecast category
  • Amount: the opportunity amount based on how this has been configured in TruSales for your instance.
  • Deal Type: the opportunity type based on how this has been configured in TruSales for your instance.
  • Age: the calculated age of the opportunity based on the opportunity creation date and close date.
  • Products: the product(s) associated with the opportunity based on how products have been configured in TruSales.
  • Close Date: the close date of the opportunity.
  • Opportunity Reminders: the number of reminder emails sent to the sales rep for the opportunity.

Sales Reps View

The Sales Reps Tab gives insights into the performance of your sales representatives.

For each sales rep in the dataset you will see the following information:

  • Active Status: sales reps with an active CRM license have a gold star displayed next to their name.
  • Total Opportunities: the total number of opportunities that belong to the sales rep in the dataset.
  • Submitted: the total number of opportunities that belong to the sales rep that have been submitted for feedback.
  • Submitted Percent: the percent of that rep's opportunities that have been submitted for feedback.
  • Not Submitted: the number of opportunities that belong to the sales rep that have not been submitted for feedback requests.
  • Not Submitted Percent: the percent of the rep's opportunities that have not been submitted.
  • Qualified: the number of the rep's opportunities that are qualified for the selected automation group.
  • Qualified Percent: the percent of the rep's opportunities that are qualified.
  • Not Qualified: the number of the rep's opportunities that are not qualified based on the selected automation group.
  • Not Qualified Percent: the percent of the rep's opportunities that are not qualified.
  • Excluded: the count of the rep's opportunities that were qualified and submitted, but were subsequently excluded by the sales rep from getting feedback.
  • Excluded Percent: the percent of the rep's opportunities that were excluded.
  • Total Reminders: the number of email reminders the rep has received across all their qualified opportunities.

Reminders View

The Reminders view allows you to review reminder email activity by opportunity and by sales rep.

When the "Opportunities" option in the header is selected, the following columns are available:

  • Status: Displays the current submission status for the opportunity.
  • Result: the submission result for the opportunity. For excluded opportunities, this column will display the exclusion reason, for submitted opportunities this column will display the feedback status, and for qualified, but not submitted opportunities this column will display the reason(s) the opportunity was unable to be submitted
  • Opportunity: the opportunity name.
  • Account: the account associated with the opportunity.
  • Sales Rep: the sales rep associated with the opportunity.
  • Outcome: the outcome type for the opportunity.
  • Amount: the opportunity amount based on how this has been configured in TruSales for your instance.
  • Type: the opportunity type based on how this has been configured in TruSales for your instance.
  • Products: the product(s) associated with the opportunity based on how products have been configured in TruSales.
  • Close Date: the close date of the opportunity.
  • Reminders: the number of reminder emails sent to the sales rep for the opportunity.

Exporting Data

All views and analytics in the Progress Dashboard allow you to export the data displayed to Excel for further analysis. Look for the download button and click it to download a copy of the data in Excel:

 

Tips for Effective Use

  • Selecting Your Dataset to Analyze: Apply appropriate filters to avoid loading very large datasets that might crash your browser, or cause excessive load times.
  • Monitor Reminder Email Activity: Regularly check your Reminders to ensure sales reps are appropriately responding to these reminders and submitting qualified opportunities.
  • Analyze Sales Rep Performance: Use the Sales Reps Tab to identify top performers and areas for improvement.
  • Analyze Qualified, but Not Submitted: Watch qualified, but not submitted opportunities to understand why qualified opportunities are not getting submitted for feedback requests were not submitted

Conclusion

The TruSales Progress Dashboard is a powerful tool that provides a bird's eye view of the automation for your win/loss and customer experience program. By leveraging its features, you can gain valuable insights into your opportunities, streamline your feedback collection process, and enhance your overall sales strategy.

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