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0 Spiro CompleteGuideS

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peters sillie

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The Complete Guide

to Sales Reporting
The Complete Guide To Sales Reporting Visit Spiro.ai

What is Sales Reporting?

Simply put, sales reporting is exactly what it sounds like: generating information
on your sales, contacts, and reps in order to improve your sales later. There
are so many moving parts in sales that you need to be able to pinpoint exactly
where things are working (and where they are not), in order to make the proper
adjustments.

This may seem a bit daunting at first, but luckily there are so many great sales
solutions out there that can essentially do this reporting for you. For instance, your
proactive relationship management platform can build these reports, giving you
incredible insights into your sales forecast.

Who Needs Sales Reporting?

Well, the truth is that every sales team needs sales reporting. But needs vary
depending on the structure of your team. Smaller teams make it easier to keep tabs
on what everyone is doing, but you still want to make sure all prospects are tracked
and followed up on accordingly. With larger teams, unfortunately, it’s easy for things

to slip through the cracks.

The 9 Most Important Things You Need to be Measuring

1
Opportunity Stage

As a sales leader, you need to know exactly where your team’s

opportunities stand, and who they belong to. By knowing the stage
of each opportunity, you can more easily predict how many deals are
likely to close, and the next best steps for each.

© 2019 Spiro Technologies | 2

The Complete Guide To Sales Reporting Visit Spiro.ai

2
Opportunities Created

To determine the number of deals that your team is going to close

each month, as well as mark progress towards your end of the year
goals, sales leaders must monitor how many opportunities are
created each week. Once you start tracking this information, you can
then measure if number is increasing over time.

3
Average Deal Size

To successfully guide your team toward the optimal deals to pursue,

you must know your average deal size. Then, you can compare
incoming deals to that benchmark, and determine whether they are
worth pursuing. Additionally, track your average deal size over time,
to ensure it is staying consistent and/or increasing.

4
Revenue Source

Companies need to know where their revenue is coming from. It’s

also important for sales leaders to be aware of revenue breakdown
by lead source, product, and even rep, in order to create targeted
solutions for any issues that may appear.

5
Sales Cycle

The length of your sales cycle is an extremely important piece of

information for sales managers to know. Every industry has a typical
sales cycle length, with some that may last years, and others only a
few days. It is key to know whether your sales cycle aligns with that
of similar companies, and if there are certain reps whose deals are
taking longer to close than the average.

© 2019 Spiro Technologies | 3

The Complete Guide To Sales Reporting Visit Spiro.ai

6
Win Rate

Create a report for the deals you win and lose in real time, so you
know which deals close and who is actually closing them. And
then you can determine how you are performing against industry
benchmarks and your goals.

7
Rep Activity

Managing a sales team is all about coaching your team to success. A

good sales manager needs visibility into the number of calls, emails,
and texts each rep is completing every day. Once you have insight
into those stats, you know who needs a little extra coaching, and
where things might be going wrong.

8
Lead Aging

How long are your reps leaving a deal before following up? It’s
possible that your reps are dropping the ball and losing out on
potential deals as a result of failing to follow-up. After all, most deals
don’t close until after the fifth point of contact.

9
Churn

Customer churn is an important metric for any company that has

recurring revenue. Put simply, churn is the number of customers that
stop using your service in a given time period. This number provides
information on the health of your customer relationships and on
product performance.

The Complete Guide To Sales Reporting Visit Spiro.ai

How Spiro Can Help

Before you can build useful reports, you need accurate data. The problem is, reps
don’t want to be spending hours of their day entering that data, and they shouldn’t
have to. Spiro logs all reps’ activities and generates information on contacts and
companies automatically, so that sales teams can focus on what they do best:
selling. Spiro’s AI engine automatically collects up to 8x more data than CRM, giving
you way more information to work with as you generate detailed reports. Spiro also
automatically calculates deal size for you, saving you time and mental energy.

Spiro’s proactive relationship management platform allows you to view high

level pipeline metrics and easily track your team’s progression of opportunities
through the sales cycle. Spiro also makes it easy to set up custom dashboards
for each individual rep, that update in real time, giving you full visibility into their
opportunities and activities. Additionally, Spiro provides one-click sales forecasting,
so you can see all deals scheduled to close. You can break these down by date, rep,
and size. Spiro sends you all of this information in a weekly summary email as well,
ensuring that you don’t miss a thing.

The Complete Guide To Sales Reporting Visit Spiro.ai

Spiro identifies next steps based on the sales cycle stage a deal is in, and then
provides proactive recommendations that will help sales reps close more deals.
Spiro automatically creates intelligent reminders to follow up with prospects
regularly.

By using Spiro’s innovative sales reporting capabilities, you can easily increase your
win rate and average deal size. In fact, on average, Spiro users report a 20% increase
in their monthly deals closed. By adding visibility and guidance on where to focus,
Spiro users also typically see a 30% increase in their average deal size over time.

Spiro is the industry’s first proactive relationship management platform. Natively built on artificial intelligence, Spiro provides a
single solution encompassing traditional CRM, sales enablement and telephony. Spiro’s AI engine eliminates the need for data entry
and proactively guides sales people to the right actions at the right time. Customers report collecting 8 times more data, reaching
47% more prospects and closing 20% more deals after using Spiro.