Welcome to SmartMoving's new Sales Goals feature! This powerful tool helps you set, track, and analyze your key sales performance indicators (KPIs) while providing deep insights into your sales funnel. It’s designed to empower your team with actionable data and help you achieve your sales objectives.
This guide provides a comprehensive overview of how to access, configure, and utilize these features effectively.
What is the Sales Goals Dashboard?
The Sales Goals Dashboard is a comprehensive tool designed to streamline goal setting, performance tracking, and data reports for your sales team. The dashboard integrates seamlessly with your SmartMoving database, allowing for real-time data manipulation and robust reports. This platform also serves as the backbone of our new reporting engine.
Key Features and Benefits
The new Sales Goals and Sales Dashboard features enable moving company sales teams to:
Set clear, data-backed goals.
Monitor performance against targets.
Identify top performers and areas needing improvement.
Increase job bookings by holding the team accountable.
Accessing the Sales Goals and Sales Dashboard
Navigate to the Sales Module.
Click on the "Sales Goals" tab.
Setting Up Sales Goals
If you have the Sales Manager Permission, you can set your sales team's goals. Here's how:
Navigate to Setup Sales Goals
Create Goals: Define monthly goals based on four key performance indicators (KPIs):
Assign Salesperson Goals:
Select a salesperson. Assign a goal to:
all salespeople
a single salesperson
or a specific group of salespeople.
Set annual and monthly revenue goals.
You can track at the day-level, so that if you set a monthly goal, it will be evenly distributed across all the days in that month.
Example:
If you set a booked revenue goal of $100,000 for January 2025, the system will automatically split this goal across all 31 days of January. This means your daily goal will be $3,225.81 (i.e., $100,000 divided by 31 days).Similarly, if you set goals for multiple months (e.g., January and February), each month's goal will be split evenly across the days in that month.
NOTE: you can add more than one goal to each
Save the goals.
Track Performance:
View real-time progress by filtering under “Salesperson Analytics.”
Compare current revenue against set goals.
Adjust date ranges for custom reporting periods.
Managerial Insights
To set goals and view all your users in the dashboard, you need to have the "Manage Sales Goals" permission enabled. To request access, please contact your SmartMoving Admin who will then, go to Settings > Company Settings > Roles and Permissions (or click here) and scroll down to Actions.
For users with Sales Manager permissions, additional functionalities are available:
View and Compare Team Performance:
Access individual or team-wide dashboards.
Drill into specific metrics for detailed insights.
Set Sales Goals for Team Members:
Use the "Set Sales Goals" button to configure goals for your sales team.
Flexibly set goals by salesperson, KPI, target value, and applicable months.
Understanding the Sales Goals Dashboard
Drill into Details
For deeper insight, click on Key Metrics like:
Booked Revenue
Sent Estimate Rate
Booked Rate
Closed Rate
NOTE: The goal comparison will show as green when exceeding the target (good) and red when below the target (bad).
Or click on the following Action Items. Each metric reveals associated sales opportunities, allowing sales managers to take timely actions.
New Leads
Follow-ups
Stale Opportunities
Estimate Accepted
Set Date Range
Select specific date range for analysis.
By default, you'll see the current month to date date range.
Or you can select specific date ranges you need to see.
Reset filters easily to default settings.
Export Data
Our new sales dashboard lets you export either the data behind specific reports (such as booked revenue or the sales funnel) or all the data for the entire page.
Export the entire dashboard
To download the full dashboard view:
From the Sales Person Analytics Menu, click Export
A PDF will download automatically showing a snapshot of the entire dashboard, including all visualizations and key metrics as they appear on the screen.
Export individual reports
You can download individual reports from the dashboard.
Locate the report that you want to export and click on the value.
Select Export Comparison File or Export Raw File
Export Comparison File: Downloads the comparison data between actual results and sales goals.
Export Profile File: Provides the raw data used to compute metrics like Book Revenue, showing how specific numbers were calculated.
It will automatically download a spreadsheet containing the selected export and its data.
Alternatively, you can download key metric reports by opening the kebab menu (⋮) and selecting one of the following options:
Copy to Clipboard: Copies the numerical value.
JSON: Exports the data in a structured format for use in other applications.
PDF: Downloads a snapshot of the data, including tables and reports.
CSV and Excel: Downloads a spreadsheet containing only the actual goal value.
Sales Funnel Analytics
The dashboard includes a report that provides:
Interactive Funnel View:
Visualize your entire sales pipeline.
View real-time updates as leads progress through stages.
Click through each stage for detailed metrics.
Click the funnel and a popup modal will appear.
This allows users to filter the status they want to show in the table as a result.
To view the data for each lead funnel status, select a status and choose "True" from the dropdown menu.
Lead Volume Trend
Compares Qualified Leads (booked, completed, closed) vs. Unqualified Leads (lost, bad leads, canceled).
Displays as a time-series chart based on selected start dates.
Shows how many are qualified (statuses: booked, completed, or closed) vs. unqualified (statuses: lost, bad lead, or canceled).
How to configure your monthly KPI targets.
To configure your monthly KPI targets:
Booking Revenue ($):
The total revenue generated from jobs that have been successfully booked. This metric reflects the financial performance of your sales efforts and progress toward revenue goals.
Define your monthly revenue goal for completed bookings. The system:
Automatically tracks progress and shows percentage to goal.
Suggests attainable targets using historical data.
Booking Rate (%):
Set your target ratio of booked moves to total leads. The system calculates this as: (Booked Moves ÷ Total Leads) × 100
Compare your performance with industry benchmark data.
Sent Estimate Rate (%):
The number of estimates sent to potential customers. This KPI measures your team’s activity level in providing quotes and proposals to leads, helping you track how effectively opportunities are being pursued.
Target the percentage of leads that should receive estimates. Calculated as: (Sent Estimates ÷ Total Leads) × 100Monitor team performance in creating and delivering estimates.
Best Practices for Success
Goal Setting:
Use historical performance data and consider seasonality when setting targets.
Aim for challenging yet achievable goals.
Performance Monitoring:
Check the dashboard daily for real-time updates.
Review weekly trends to identify patterns and opportunities.
Check how your salesperson performs based on the KPI metrics.
Team Collaboration:
Share goals and progress with your team.
Celebrate milestones and identify areas for improvement.