Sales in logistics are responsible for generating revenue and driving success for a company. Therefore, you need to ensure that your sales operations are properly tracked for you to make the right decisions in obtaining consistent results. A 3PL sales dashboard is a tool that can help you achieve this by visualizing all aspects of the sales process.
This article will list five must-have features of a logistics sales dashboard. But first, let's understand what a dashboard for sales in logistics is and its importance.
A dashboard for sales in logistics is a visual representation of your 3PL sales data. It is a modern analytics tool that allows you to monitor the crucial logistics sales KPIs concerning revenue earned, conversion/win rate, profit generated, etc., through advanced data analyses.
Every logistics company allocates resources to produce sales results. They need a proper management solution to monitor those resources closely and get accurate reports on their sales activities. A 3PL sales dashboard is one of the most effective technologies you can adopt to evaluate the performance of your sales department/individuals and various sales activities in real-time.
Now that you have understood the importance of having a dashboard for sales in logistics, let's look at its five must-have features.
This feature gives you a clear view of 3PL sales KPIs such as revenue, gross profit, gross profit margin, shipment count, and lanes won. KPIs are measurable and objective standards to track sales progress. These can help you visualize the progress toward goals and share vital sales information with management.
This widget of your logistics sales dashboard should allow you to see KPIs in different time ranges. This helps you easily create sales reports, forecast future goals, and identify areas for improvement at the end of a month, quarter, or year.
To know which KPIs you should be tracking to improve your business's sales performance and make effective financial decisions, take a look at these 12 essential 3PL sales KPIs.
An excellent 3PL sales dashboard should give you a view of to-do activities related to the above-mentioned 3PL sales KPIs. It should show tasks that you need to do from this point forward or allow you to define a time range to view previously created tasks. For example, when you log in to your sales logistics dashboard, tasks and their status (overdue, upcoming, etc.) should automatically show up in the to-do widget.
Having your sales tasks organized and documented is crucial so that nothing falls through the cracks. Every time you contact your lead at any customer pipeline stage, there should always be a next step listed on the dashboard. The next step could be introducing customers to a new project or service they need or following up with them to see how they're doing.
This widget lets you see recent sales activities with your accounts in real-time. It displays the type of action, such as call, email, note, quote, etc. It is helpful for salespeople and managers to see the touches happening to their accounts in real-time without going to each account individually. It also allows managers to keep an eye on a specific company or salesperson that might be lagging and needs immediate attention.
Moreover, a filter feature will be helpful in this widget for sorting and viewing data. This functionality will allow you to filter the data of your recent activities according to date, touch types, created by, etc.
The quote widget lets you see all the active quotes across your entire company. It should arrange quotes by expiration date, with the one closest to expiring at the top. This arrangement allows you to see the quotes that will expire soon at the top and those that expire later at the bottom so that you can set priority and follow up accordingly.
This feature of a logistics sales dashboard can help you get a quick view of quotes offered to different companies. Moreover, it should allow you to check the estimated revenue, gross profit, and gross profit margin you can generate from each type of service (FTL, LTL, LCL, etc.)
It is essential for a dashboard for sales in logistics to allow you to see the detailed performance of each account in terms of sales. This feature visualizes all the KPIs at aggregated and individual levels (without visiting a specific account).
An account performance widget should also have a filter function to allow you to check different accounts' performance according to revenue, gross profit, gross profit margin, shipment counts by type, and the number of won quotes. Moreover, this widget will be more useful if it has features that allow you to group your accounts according to their location, rating, status, etc.
A sales logistics dashboard with the right features enables you to visualize and optimize all aspects of the sales process in real-time at different levels. The five dashboard widgets discussed above provide direct insight into a sales department or a specific individual, allowing you to plan, implement, and improve processes with data-based sales decisions.
If you’re looking for the sales logistics dashboard features mentioned in the article, take a look at this CRM truly built for 3PLs.
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