ActivTrak for Salesforce Overview

ActivTrak offers an easy-to-use Salesforce integration that enables you to combine productivity data from ActivTrak with sales rep activity data from Salesforce to identify and understand the activities and behaviors that contribute to sales pipeline generation.

Two Salesforce integration options are available:

  1. Integrate: New Deal Pipeline - Leads: Understand how productivity drives lead conversion team-wide and per rep.
  2. Integrate: New Deal Pipeline - Opportunities: Understand how productivity drives opportunity creation team-wide per rep.

 

Visualizing Productivity Insights via Pre-Built Dashboards

Combined deep productivity insights of sales reps with metrics from both Salesforce and ActivTrak is visualized via pre-built Microsoft Power BI dashboards, including:

  • Side by side productivity metrics 
  • Time spent in collaboration and sales tools 
  • Number of leads qualified, opportunities created, and tasks completed

Below are some screenshots and a brief description of each pre-built dashboard.

 

Leads vs Productive Hours 

SFDC---Leads-vs-Productive-Time.png

  • Compare the performance of sales team members by correlating the number of leads each sales rep qualifies per day vs. their average productive hours per day. 
  • Identify team members who are outperforming their teammates by qualifying more leads in fewer productive hours (top left quadrant) and low performing teammates who might be struggling to qualify leads even though their daily productive hours are higher than their teammates (bottom right quadrant). 
  • Filter the data by selecting a specific Group or Sales Team Member and selecting dates for specific time periods.

Tasks vs Productive Hours

SFDC---Leads-tasks-completed-vs-productive-time.png

  • Compare the performance of sales team members by correlating the number of tasks completed per day vs. the average productive hours per day. 
  • Identify team members who are outperforming their teammates by completing more tasks in fewer productive hours (top left quadrant) and low performing teammates who might be struggling to complete tasks even though their daily productive hours are higher than their teammates (bottom right quadrant). 
  • Filter the data by selecting a specific Group or Sales Team Member and selecting dates for specific time periods.

Opportunities vs. Productive Hours 

SFDC---New-opportunities-vs-productive-time.png

  • Compare the performance of sales team members by correlating the number of opportunities created by each sales rep per day vs. their average productive hours per day. 
  • Identify team members who are outperforming their teammates by generating more opportunities in fewer productive hours (top left quadrant) and low performing teammates who might be struggling to create opportunities even though their daily productive hours are higher than their teammates (bottom right quadrant). 
  • Filter the data by selecting a specific Group or Sales Team Member and selecting dates for specific time periods.

User Analysis

SFDC---User_Analysis.png

  • Gain an understanding of which work habits drive the most success and pipeline generation by utilizing the User Analysis dashboard. 
  • Identify the top and bottom performers based on the number of qualified leads, new opportunities created, and total tasks completed by using the 1st and 3rd quartile baselines. 
  • Use this information to filter for specific sales team members to understand how much productive time top and bottom performers spend daily on Sales tools in the Productivity Indicators.
  • Learn how reps balance their time on internal communication tools that might cause more distractions vs. meeting and email tools to engage with customers through the Communication Indicators. 
  • Identify outliers by viewing how the top and bottom performers spend their productive time on the different types of tools vs. their peers. 
  • Visualize individual vs. group average trends over time for productive hours per day.

NOTE: Special Requirements

To access ActivTrak Integrate for Salesforce, the following requirements must be met:

Learn more:

 

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