Why Sales Reporting is important to Independent Sales Organizations

Featured Functionality, Sales Efficiency
Sales Reporting

“You can’t manage what you can’t measure.” With the immense amount of data available to businesses in the digital age, that old adage is truer now than it has ever been. Businesses now understand the importance of data in managing everything from individual employee performance to long-term capital projects and beyond. As a result, tools designed to collate, analyze, and present that data as easily digestible business intelligence are becoming more widespread. While data can assist in almost all areas of business, there are two primary areas in which sales reporting and data-driven decision-making benefit managers – tracking performance and planning for the future. 

 

Tracking Performance

In-depth reporting is the only way to keep a close eye on the actual performance of everyone involved in your business. The obvious application of sales reports in performance tracking is monitoring the performance of your sales team and agents, and staying up to date on how much new business each member of your team brings in is a great way to do that. But tracking the performance of your clients is an extremely important task as well. Residuals are the lifeblood of every ISO, and those residuals only flow when your merchants do well. Merchants that underperform expectations may not generate enough residuals to merit providing support. Alternatively, merchants who are top performers can be identified and targeted for special retention efforts. 

 

Planning for the Future

Understanding your company’s profitability metrics is the only way to gain a true picture of your company’s current growth and the potential for growth in the future. A clear view of performance indicators like monthly BPS margin growth and monthly revenue growth is key to good decision making and crucial for successful long-term strategic planning. That makes access to advanced, in-depth sales reporting crucial for upper management and c-suite executives responsible for charting a company’s future course and, most importantly, for making the crucial financial decisions required to turn a vision into reality. 

 

Important Metrics for Independent Sales Organizations

There are a number of important sales metrics that ISOs need access to in order to continually maintain high performance from staff and merchants, to properly visualize company-wide success, and to plan for future growth. IRIS CRM’s advanced reporting suite provides access to all of those necessary key performance indicators, including:

  • Monthly Volume Growth ($ / %)
  • Monthly Revenue Growth ($ / %)
  • Average Profit per Merchant ($ / BPS / %)
  • Monthly BPS Margin Growth (%)
  • YTD Profit ($ / BPS)
  • Lifetime Profit ($ / BPS)
  • YTD Profit ($ / BPS)
  • Lifetime Profit ($ / BPS)

IRIS CRM provides all of these important key metrics through an intuitive dashboard system that presents the information in a series of easy-to-read charts and tables, making it easier than ever for managers to generate reports and glean useful business intelligence from them. 

Contact us today for more information on IRIS CRM’s advanced reporting suite and how it can help you make better managerial decisions, keep your sales team and agents on track, and turn your company’s growth goals into reality. Our team would be happy to answer all of your questions on the reporting dashboard or any of IRIS CRM’s industry-leading features.