How do courses influence time to first deal?

Understand learning effectiveness using this dashboard to identify courses that might influence your seller's time to first deal. This is an outcome-focused report that connects learning to actual business results, by analyzing the activities of your best performers. Utilize the insights provided here to help shorten time to first deal. Receive data into how top sellers behave differently from their peers and the impact this has, to help decrease the days to first deal for future sellers.

Key features

• Discover how courses impact users' time to first deal
• Comparisons between time frames as well as fast, medium, and slow performers 
• Print or generate a PDF of full or filtered data
• Export full data set to .csv or .xls

You need this to succeed

• New analytics toggled on
• Showpad Web app with administrative or promoted member reporting capabilities
• Activity within your Showpad instance by users
• This deal data dashboard requires the Salesforce integration enabled, and populated SFDC Opportunity fields:
  • The fields used for this report are: org_id, opportunity_id, is_won, is_closed, close_date, owner_id. 

See how it's done

The dashboard is divided into the following sections:

• Filtering
• Time to first deal explained
• Time to first deal trends
• Performance grouping insights
• Which courses influence time to first deal 
• Course performance overview
• Printing

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Filtering

The Division, Timeframe, and Course Type filters influence all the dashboard sections. By default, the selected options will be all the divisions you have access to, a one year timeframe, and all Courses. The timeframe indicates the users who were created in the selected timeframe.

Edit the Timeframe, select one division and/or a Course type (elective or required) to see the specific data for your selection.
Hover over the filter and click on the three dot menu to reset the data to default or refresh the available options.

On the Course Name filter, you’ll see the option ‘Showing only relevant values’. This means that when selecting a specific Division, only the Courses included in it will show on the Course Name filter.

Time to first deal explained

As you dive into this report, it's important to understand how we define as time to first deal.

Time to first deal is the first day a user was created in a Salesforce instance to the day their first deal was marked as Closed Won.

Time to first deal trends 

The first box shows the average amount of days to first deal. This is counted from the first day a user was created in a Salesforce instance to the day their first deal was marked as Closed Won. The arrow will indicate if the number of days is trending up or down compared to the previous timeframe. The aim is to have the arrow green, pointing downwards, as this indicates your average time to first deal is improving.

In the example below, the average number of days to first deal is 90, which is 42 days less than it took on average for users to have their first deal the previous year. 

The second box indicates the average number of courses completed before all users had their first deal. 

The third box indicates how many average courses were completed before fast performers had their first deal. Fast performers are indicated by the quickest 25% of users to win their first deal. Slow performers represent the 25% of users who took the longest time to win their first deal. Medium performers fall in between these two groups.

Beneath these trends and averages, you will see an insight with extra information. Info will indicate, during the select time period, how many users won their first deal, and how many Showpad users won their first deal in the previous timeframe. 

 

Performance grouping insights

The performance grouping insights compare the length of time sellers have been using Showpad versus the days it took for them to close their first deal. You can see in the graph indicated by the dots that there is more consistency in the time it has taken sellers to win their first deal in the last year than in the year before that.

Ideally, you want this graph to look as low and compact as possible, with a high density of dots, indicating that sellers are closing their first deals within similar amounts of days. This indicates that time to first deal performance is improving.

The aim is to have this as low and compact as possible with a high density of dots together and for the plot on the left to be better than the one on the right.

Within the insight box you will also see info on how long it took for fast, medium, and slow performers to win their first deal, in days. 

 

Which Courses influence time to first deal 

In this section, you will find a breakdown of which courses fast performers completed, and which ones they focused less on. Next to the course name, you will see the percentage of course influence. This is calculated from the difference in completion between fast and slow performers. The higher the percentage, the more influence the course has.

Using this data, encourage sellers to complete the most influential courses that the best sellers are completing, to decrease their time to first deal.

Click on the course title to see more details on a user based level. You'll find info in this chart on what level of performer a user is, data related to their first deal, and data related to the course you clicked into.

Course performance overview

The Course performance overview table will display all the relevant courses from the selected Division(s), course type, course influence, and the percentage of fast, medium, and slow performers that have completed the course. Again, course influence is calculated from the difference in completion between fast and slow performers.

Click the three dot menu to export the table to CSV or Excel.

 

Printing

The Export icon at the top right of the dashboard enables you to print or generate a PDF of the entire dashboard, filtered or unfiltered. You can also view all of your PDF exports.

• Print dashboard - Click the Export icon and select Print. A preview is generated for your review. When ready, click the Print button.
• Generate PDF of the dashboard - Click the Export icon and select Generate PDF.  A message is displayed to inform you the generation is in progress. This may take a few moments. You can close the message by clicking the X. When your PDF is ready, a message is displayed. Click the Download button. Note: Navigating elsewhere during the PDF generation will disrupt the process, and you'll need to regenerate the PDF. 
• View exports of the dashboard - Click the Export icon and select View exports. A list of your PDF exports is displayed. You can download the export by clicking on Click to download.