ENEWS > SUMMER 2008
Listen to Your ACT! Guru
Managing for Success
I’d like to dispel the idea that ACT! is a database program. ACT! is a powerful sales management tool that happens to run on a computer.
Stop asking salespeople to send reports – the ACT! dashboard instantly displays the pipeline, progress toward goals, and key open opportunities. Start your day with a quick analysis of your success.
Tip: set the ACT! dashboard to display immediately when ACT! opens. Click on the Tools menu, choose Preferences. Click on the Startup Tab, and then select Dashboard as your Startup View. Click ok to save this change.
Pipeline Coaching
As a manager, one of my primary responsibilities is to ensure that each team member is able to effectively move opportunities through the sales stages. The Opportunities by User dashboard section helps me to quickly analyze our sales pipeline.
From the example below, it is easy to see why Allison is our top salesperson – her pipeline graph reflects the natural progression of opportunities through the sales stages. On the other hand, Fred seems to be good at lead generation, but is having trouble getting past the presentation stage.
Click on the Filter button to select your date range and the members of your sales team.
Tip: Right click on any dashboard item and choose Copy to Clipboard, then paste into PowerPoint for an eye-catching presentation!
Goal Monitoring
One of the best features of the ACT! dashboard is the Gauge Chart. From a quick glance, we can see how close we are to sales targets, and which team members need to work harder to reach monthly goals.
The red triangle represents the sales target. To set your goal, click the Edit button in the upper right corner of the dashboard. Double click on the gauge chart, and select Specify Targets. Enter your target, and click Finish. Close the dashboard editor, save your changes, and the display will refresh. Be sure to use the Filter button to set the appropriate date range.
Focus on Key Opportunities
After reviewing the current progress towards sales goals, the next question is – “What can we do to meet the sales target?” Closing a few large opportunities can make a big difference. The Top 10 Opportunities list is a great way to focus on important transactions.
Dashboard Accountability
Take the dashboard to your next sales meeting, and use the images to discuss progress and challenges. What do the graphs say about each sales person’s effectiveness?
Tip: While viewing the dashboard, click on the File menu, and choose Quick Print Current Window.
Change the dashboard filters and compare this month to the previous few months. This can be a great way to emphasize progress and reward success.
Kristi Smith
President and ACT! Certified Consultant
Kristi Smith Consulting1
www.kristismith.com
1. ACT! Partners are third-party vendors. Sage Software and its affiliates are in no way liable or responsible for claims made related to the services provided by third-party vendors. Sage Software does not warrant or guarantee the quality of third-party services. Please direct inquiries regarding warranties to the appropriate third-party vendor.
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