Time to First Deal: How do Courses influence time to first deal?

Note: This article is about the new beta Admin App, which is still in development. Changes may occur. Please provide feedback directly in the beta app.

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 the 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

• The beta Admin App enabled
• Feature availability depends on your subscription package
• 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

Filtering

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

• 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.

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, a blue insights box provides extra information:

• How many users won their first deal during the selected time period
  
• How many Showpad users won their first deal in the previous timeframe
  

Performance grouping insights

This graph compares the length of time sellers have been using Showpad versus the days it took them to close their first deal. The graph indicated by the dots shows 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.
The insights box on the right provides information 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 

This section breaks down which Courses fast 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 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.