How do courses influence win rate?

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Track and correlate Course completion activities to sales results with this outcome-focused dashboard focused on win rate. Receive insights into how top sellers behave differently from their peers and the impact this has, to help improve the win rate for future sellers.

Key features

• Discover how Courses impact users' win rate
• Comparisons between time frames as well as best, medium, and worst performers 
• Print or generate a PDF of full or filtered data
• Export full data set to .csv or .xls

You need this to succeed

• Showpad Web app with administrative or promoted user reporting capabilities
• New analytics toggled on
• Activity within your Showpad instance by users
• A Showpad license plan that includes the Salesforce integration, 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
• Win rate explained
• Trends
• Performance grouping insights
• Which Courses influence deal win rate
• Course performance overview
• Printing

Filtering

The Division, Timeframe, and Course Type filters influence all 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 will filter to show data for opportunities closed as won within 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 type 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 type filter.

All active and deactivated users who are a Salesforce user and a Showpad Coach user will be shown here. Deactivated users are included so that historical data can be represented accurately.

Win rate explained 

As you dive into this report, it's important to understand what we define as win rate.

Win rate is:

• the average of all users' individual win rates (total won deals divided by total closed deals) in the selected timeframe.
• This number doesn't take into account deleted users and their linked opportunities.

Win rate trends 

The first box shows the average win rate. 

The trend shows the percentage change compared to the previous timeframe. The aim is to have the arrow green, pointing upwards, as this indicates your average win rate is improving.

For example, in the screenshot below, the average win rate this year is 46%, which is down 4% from the previous year. 

The second box indicates the average number of courses completed in the selected timeframe by all users. 

The third box indicates how many average Courses best performers completed in the selected timeframe. Best performers are the users who have the highest win rate.

Beneath these trends and averages, you will see an insight indicating during the select time period, how many users closed a deal, compared to the previous timeframe.

Within the dashboard, you will find best, medium, and worst performers used. The following defines each category:

• Best performers represent the best 25% of users with the highest win rates.
• Medium performers fall between best and worst performers, representing the 25th to 75th percentile.
• Worst performers represent the 25% of users who have the smallest share of their closed deals.

Performance grouping insights

The performance grouping insights compare the win rate changes over the selected timeframe versus the previous timeframe. You can see in the graph indicated by the dots that there is more consistency in the win rate in the last year than in the year before that. This means the win rate is improving.

The aim is to have this as high 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 tooltip you can also read more on the win rate percentage between best, medium, and worst performers. 

Which Courses influence deal win rate 

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

With the aim to increase the number of best performers, encourage more users to complete the most influential Courses that the best performers have completed. 

You can 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, their unique closed deals, closed won deals, win rate, and data related to the Course you clicked into.

Course performance overview

Lastly, the Course performance overview table will display all the relevant Courses from the selected Division(s), as well as Course type, Course influence, and the percentage of best, medium, and worst performers that have completed the Course.  Again, Course influence is calculated from the difference in completion between best and worst 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.