If you’ve ever managed an enterprise sales team, you know the challenges that come along with it. You’re required to set quotas and monitor progress towards both short and long-term sales goals, which becomes more challenging when your team works remotely. Sales directors are beginning to rely more on IT departments to help monitor usage and keep their remote teams accountable.
So, how can IT admins help provide the most value and insight to their sales teams? In the past, they’d set up a CRM or other software system and let the process run its course. Nowadays, there are much more advanced ways that IT admins can help sales teams achieve their goals -- starting with more advanced monitoring and reporting.
If your company is using Skype for Business, implementing usage reports can help sales directors gain better insights into their remote teams’ activities. For instance, a sales director may be curious why his team’s sales figures decreased throughout the last quarter while their performance statistics (number of calls made, number of emails sent) remained steady. To investigate whether salespeople are following up with high-quality leads regularly, the sales director could use a combination of Skype for Business reports on ‘Active Users’ and ‘Audio and Video Minutes’ to get a breakdown of the team’s work activities. The ‘Audio and Video Minutes’ reports allow sales leaders to check frequency of calls, calculate the average call length, and ensure that team members aren’t making frequent ‘dummy calls’ to hit their outreach targets. The reports can be run quickly, so that IT and sales can make informed adjustments and address remote teams as needed.
Native reporting within Office 365 has improved in recent versions, making monitoring easier. For instance, sales leaders can access reports for consistent periods such as the last 7 days, 30 days, or 90 days. You can then export the user data to a CSV file for analysis. Beyond that, native reporting has some limitations, such as restricted access to data, limited date ranges, and insufficient filtering capabilities.
The GSX 365 Usage features address many of the shortcomings of native reporting within Office 365, making it a helpful tool for monitoring remote teams. GSX reports add value by increasing the amount of data you have access to. You can also set up scheduled reports that are both automated and shareable, making communication within your organization more effective. Date ranges are extended and the filtering capabilities allow for more than the small predefined fields available within native reports.
While Office 365’s native reporting is a good start for any organization, advanced reporting can help sales directors manage their remote teams more effectively. When the activity of your sales team is monitored deeply and in real-time, enterprise leaders can keep them accountable and ultimately impact their overall business revenues in a positive way.