3 steps to automate and improve sales reporting

“Sales reporting is time-consuming and stressful. By the time you have all the data organized, the figures have changed. Many businesses feel the way they do reporting isn’t good enough any longer,” says Ann Kristin Søraa

“In this situation, it helps to map out processes, take advantage of digital tools and simplify routines. There is usually a lot to gain. No one wants to stay up late pouring over spreadsheets before the next company meeting or board presentation.

Ann-Kristin Søraa is Head of Customer Success at Business Analyze. For 16 years she’s been helping companies of all sizes, the majority between 10-30 employees, with CRM, digitalization and data optimization.

“Excel and email are still common tools for sales reporting. The process goes something like this:

  • Someone is tasked with gathering all the relevant information and checking it is complete.
  • If there are errors, the files are emailed back and forth
  • Analyze data. Create charts. Repeat.

“While this process may be okay in some cases, many companies believe it isn’t good enough because it’s time consuming and figures are quickly outdated. It doesn’t give leaders the visibility they need into pipelines and forecasts. It’s time to move past spreadsheets simplify reporting routines. ”

As a result, the need for fast, online reporting has increased.

Business analytic, dashboard and reporting tools make reporting easier and more efficient. Information is readily served-up in different layers and views.

Companies that are open to change and challenge the way things are done, discover that small differences in reporting can make big differences in results.

The sales and marketing team at Block Watne, for example, automated sales reporting and saved 20 – 30 hours per week among sales directors.  According to Bjørn Tretterud, Director, “With new routines and processes, our sales forecasting accuracy is within 98% every month.”

Do you have SuperOffice CRM?

Follow these 3 steps

It is easy to change from spreadsheets to automated reporting, but you need the right technology to help you organize and share data.

The basic steps are:

  1. Use templates – There are more than 50 ready-to-use reports in Business Analyze that gather and graph your sales data directly from SuperOffice.
  2. Check data quality – The CRM system is the master for all data input. The reports will help you identify  data errors making them easier to fix. As a result, reporting and forecasting accuracy improve.
  3. Communicate and encourage – Make sure everyone knows about new reporting routines and the benefits. Use dashboard reports actively in weekly and monthly sales meeting. Because no one likes to see they are falling behind, they will be quicker to update sales processes in SuperOffice.

“I don’t know of any company that went back to spreadsheets after they automated reporting,” concludes Søraa.

Contact Business Analyze for a free demo