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            Sales Engagement Reporting and Dashboards

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            Sales Engagement Reporting and Dashboards

            Sales Engagement dashboards and reports provide insight into cadence adoption and usage, along with statistics about sales outcomes and ROI. They also offer details on cadence and email success and opportunities to enhance sales rep coaching.

            Required Editions

            Available in: Lightning Experience
            Available with Sales Engagement, which is included with Sales in Performance, Einstein 1, and Unlimited Editions, and available for an extra cost in Professional and Enterprise Editions. Sales Engagement is also available for an extra cost in Service and Lightning Platform.
            Note
            Note Sales Engagement stores some of your data using a public cloud provider located in the United States. Tell Me More.

            When you use the dashboards and reports included with Sales Engagement, you can:

            • Measure cadence, email template, and call script effectiveness.
            • Understand sales rep engagement behavior and coach for success.
            • Measure buyer engagements for each of your leads, contacts, accounts, and opportunities.
            • Analyze prospect behavior to optimize your sales playbooks.

            Sales Engagement Dashboards

            Sales Engagement includes two dashboards that help you to measure the productivity and effectiveness of your cadence activities and reps.

            • The Sales Engagement Sample Dashboard is a dynamic dashboard powered by a set of standard reports and custom report types.
            • The Sales Engagement Performance Dashboard provides advanced visualizations and is powered by CRM Analytics.
            Sales Engagement Sample Reports CRM Analytics Dashboard
            Metrics  
            • Provides pre-aggregation of Sales Engagement metrics.
            • Easily filters and joins cadence and engagement data with standard objects, such as users, leads, contacts, accounts, and opportunity contact roles.
            • Suited to business intelligence users.
            • Shows how well a rep is performing based on a specific time frame.
            • Allows for analysis based on cadence-specific performance.
            • Supports row level inspection, but requires the CRM Analytics for Sales Cloud permission set.
            Timing  
            • Shows Engagement counts (sends and opens) in near real-time.
            • Updates Cadence tracker-based aggregations (manual completes and skips) once per day.
            • Updates dashboards 3 times per day.
            Export  
            • Supports export to CSV.
            • Supports export to CSV, but requires the CRM Analytics for Sales Cloud permission set.
            View  
            • Retains filter selections until you change them.
            • Aggregates data for all Cadence, Email Template, and Call Script Engagement reports. (Other datasets are based on sharing privileges.)
            • Provides 3 tabs for lead, engagement, and cadence performance with a graphic view that updates with your filters.
            • Exposes data based on role hierarchy. If you don’t use role hierarchy, users see data only for records they own. You can grant the View All Data permission to expose all records without using role hierarchy.

            Sales Engagement Reports

            The standard reports included with Sales Engagement give you information about cadence activities. Use the information to measure outcomes, refine best practices, and improve actions. Report types let you customize reports for your specific business needs.

            Sales Engagement reports provide each role on the sales team with insight into their performance with varioud measures and KPIs.

            Role Question Typical Measures/KPIs
            Sales Rep How am I doing?
            • Overdue Tasks
            • Leads Converted
            • Active Cadences
            • Completed Cadences
            • Emails Sent per Day
            • Calls Made per Day
            • Email Replies by Account & Contact
            • Calls with Meaningful Connect by Account & Contact
            Sales Leader How is my team doing?
            • Number of Active Leads/Contacts in a Cadence by Rep
            • Number of Active Leads NOT in a Cadence by Rep
            • Successful Calls & Emails by Rep
            • Target Disposition by Cadence & Rep
            • Leads Converted by rep
            • Leads Converted by Cadence
            • Pipeline Generation
            Sales Ops What’s working?
            • Overdue tasks
            • Disposition by Cadence
            • Most Engaged Cadences
            • Most Engaged Cadence Steps
            • Top Performing Call Scripts
            • Most Replied/Engaged Email Templates
            • Email Replies by Account
            • Calls with Meaningful Connect by Account
            • Pipeline Generation

            Key Terms and Objects

            Sales Engagement introduces several new terms and objects. Understanding these objects helps you make the most effective use of Sales Engagement reporting.

            Cadence
            A structured sequence of actions that reps take to engage with targets.
            Cadence Step
            Each step in a cadence has its own record that includes the step name, the step type, any templates used, step comments, and other details..
            Cadence Tracker
            This tracks a target as it moves through a cadence. The tracker follows which step the target is on in the cadence and the outcome. The cadence tracker record is created when the target is added to a cadence.
            Cadence Step Tracker
            Cadence step trackers follow a target’s progress through a specific cadence step. In reports, only the current step and last completed step are available. However, you can query all cadence step tracker data for more details.
            Engagement
            Engagement is the interaction between a rep and a lead, contact, or person account. Sales Engagement tracks interactions like call results and, when enabled, emails engagement statistics like opens, sends, and link clicks.
            Target
            A lead, contact, or person account that’s been added to a cadence.

            For more information about querying Sales Engagement objects, see the Trailhead: Write SOQL Queries.

            • Sales Engagement Sample Dashboard
              The Sales Engagement Sample Dashboard lets sales managers see up to 20 key metrics, such as email and call volume, engagement, and pipeline generation, all in one place. Managers can drill into each dashboard component for details.
            • Standard Reports and Folders
              The standard reports included in Sales Engagement reports give you information about your cadence activities. As your reps work through cadences, you can evaluate how your prospects become qualified leads and which cadence step is most effective. You can also see phone call statistics for your reps, which reps are converting the most prospects, and more.
            • Build Your Own Custom Reports for Sales Engagement
              If the standard reports don’t meet your business needs, you can create additional custom report types to link cadence trackers with leads, contacts, accounts, and other objects. Cadence trackers represent the targets you add to cadences.
             
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