Salesforce: Dashboards


Overview


When you install the  Influitive Appexchange package in Salesforce.com, you will have access to a new Influitive Dashboard that should appear in the Salesforce.com (SFDC) Dashboard area. The goal of this dashboard is to provide a quick snapshot of your advocate marketing program that is easy to share with others as well as adding to other SFDC dashboards. This post will guide you on adjusting this dashboard so the data is presented in an easy to read format.

Influitive Dashboard in Salesforce.com

This dashboard provides the following information:

  • Most Popular Challenge Type
  • Top 25 Most Engaged Advocates
  • Trend of Advocacy Activities
  • Advocacy Activities by Account
You will need to make small adjustments to each dashboard component to display the information properly. To get started, go to the "Dashboard" on your Salesforce Instance. Then, select "Edit" at the top right of the page (you may need administration rights). You can then edit the components by selecting the wrench icon.
Most of the changes are the same. In the example below for the "Most Popular Challenge Type", change the Sort Rows By field to "Value Descending" and set the Maximum Values field to 10. You can also change this to the level that you would like depending on how many challenge types you have.

Summary of the recommended changes by dashboard component:

  • Most Popular Challenge Type: Sort Rows By "Value Descending" and set the Maximum Values field to 10
  • Top 25 Most Engaged Advocates:  Sort Rows By "Value Descending" and set the Maximum Values field to 25
  • Trend of Advocacy Activities: Sort Rows by "Label Descending"
  • Advocacy Activities by Account: Sort Rows By "Value Descending"

Referral Pipeline

The Reports tab in Salesforce is a great resource to view the performance of your Advocate Hub, but if you'd like to calculate the ROI of your Advocate Hub, you'll need to create some Reports and Dashboards in Salesforce. To view this information, you'll need to have our AppExchange Package installed (if you haven't done this yet see our  installation guide here).

Referral Pipeline Breakdown

This particular dashboard will show you the current dollar value and opportunity stage of all referral leads that came from your AdvocateHub. Because of this, it will only apply to you if you're asking for referrals in your hub and pushing them to Salesforce as leads.

To create this dashboard, you'll first need to create a new report with the following steps:

  1. In Salesforce, go to the Reports tab, add a new report, and choose Opportunities as the Report Type.
  2. To make it a little easier to work with, switch the "Show" filter to  All Opportunities

  3. Likewise, switch the "Date filter" to  All Time.

  4. This step might have a couple of different variations, depending on how you've decided to surface your AdvocateHub leads in Salesforce.
    1. Option 1: You've already been using our Influitive Referral Source Field that came with our AppExchange Package. If you've added our custom Influitive Referral Source field to your lead layout, and mapped to this field to the Account/Opportunity level, you can use the following filter:
      1. Beside "Filters", click on Add.
      2. Select  Influitive Referral Source from the drop-down that appears below.
      3. Switch the criteria to not equal to.
      4. Click OK.

    2. Option 2: You've been using the default Salesforce field called Lead Source and mapping a specific AdvocateHub field to it:
      1. Beside "Filters", click on Add.
      2. Select  Lead Source from the new dropdown that appears.
      3. Type in the word(s) you've been using to identify AdvocateHub leads (from the screenshot above, this would be any values related to the field you selected above on the left side)d. Click OK.
  5. In the table of data, scroll right to find Stage. Click on the arrow beside it and select Group by this field

  6. Next, you'll need to find the Salesforce field where you keep track of the dollar value of opportunities. If you use a custom field, you'll need to use the "Quick Find" on the left to search for it, and then drag it into the table.

    For example, at Influitive we use a field called " Subscription MRR", as seen below:
    Or, if you use one of the default Salesforce fields like "Amount" or "Expected Revenue", the field is probably already a column in the table.

    Note: If you're not sure about which field you use, you can ask your Salesforce administrator/ someone in Sales Operations about it.
  7. On your respective field, click on the arrow beside it, and select " Summarize this Field..."

  8. Tick off the  Sum box (only!), and click Apply. 
  9. Now just save your report, as its ready to get added to a Dashboard

  10. Go back to the  Reports tab, click to create a New Dashboard.
  11. Drag the following Funnel icon into one of the columns on the right.

  12. Click on the Data Sources tab, and using the "Quick Find", search for the name of the report you saved in Step 9. Drag the report into the funnel
  13. Give a title to the funnel - e.g. "Referrals Pipeline Breakdown", Save the Dashboard, and you're all set!


Dollar Value of Advocate Influenced Opportunities

The Reports tab is a great resource to view the performance of your Advocate Hub, but if you'd like to calculate the ROI of your Advocate Hub, you'll need to create some Reports and Dashboards in Salesforce. To view this information, you'll need to have our AppExchange Package installed (if you haven't done this yet, see our  installation guide). 

Opportunities Influenced by Referenced Advocates  

This particular dashboard will show you the current dollar value of opportunities that were influenced via completed "Request a Reference" challenges.

It will only apply to you if your salespeople have been using the  "Request a Reference" button on your Opportunities:

To create this dashboard, you'll first need to create a new report with the following steps:

  1. Create a new Report using Contacts with AdvocacyActivities and Opportunity as the Report Type. To do this, go to the  Reports tab, add a new report, and choose Contacts with AdvocacyActivities and Opportunity as the Report Type.
  2. Go to the  Reports tab, add a new report, and choose Contacts with AdvocacyActivities and Opportunity as the Report Type.
  3. To make it a little easier to work with, switch the "Show" filter to All Accounts.

  4. Likewise, switch the "Date filter" Range to All Time.

  5. Next, click on  Remove all Column

  6. Using the  Quick Find on the left, find and drag the following fields as columns to the report. You can search for the terms in bold and find them under the underlined folder names:

  7. Add a filter for  Opportunity Stage, and set it to equal to the stage that your organization considers a "Closed Won Deal/Sale". 
    - Beside "Filters", click on  Add.
    - Select  Opportunity: Stage from the new filter dropdown below.
    - Leave the Criteria as " Equals
    - You can use the "Search" icon to find the Opportunity Stage that signifies an opportunity was won, and then Insert that value.
    - Click  OK.

    Note: If you're not sure about which field you use, you can ask your Salesforce administrator/ someone in Sales Operations about it.

  8. Add a filter for Status (under "AdvocacyActivity: Info"), and set it to equal "Completed".
    1. Beside "Filters", click on Add.
    2. Select  Status from the new filter dropdown below.
    3. Leave the Criteria as "Equals
    4. Type in " Completed"
    5. Click OK.

  9. Create a field group on the  Opportunity: Account Name. 
  10. In the table of data, click on the Arrow beside  Opportunity: Account Name. Select Group by this field.

  11. Summarize by the "Amount" field you used in step 5.
    - Click on the arrow next the "Amount field" you've added to the report, and select  Summarize this Field. 
  12. Tick off the  Sum box, and click Apply. 
  13. That's it, the report is ready to get added to a Dashboard, so just  Save and name it - e.g. "$ Value of Advocate Influenced Opportunities"
  14. Go back to the  Reports tab, and either select an existing dashboard, or create a New Dashboard.
  15. Select the Meter Gauge component. 
  16. Drag the following Meter icon into one of the columns on the right.
  17. Select the report you created as the Data Source for the report.
    1. Switch to the Data Sources, and use the Quick Find to search for the name of the report you saved above. Drag the report name into the new same Meter you just added.
  18.  Add breakpoints to the meter and display a Total at the bottom if you'd like.
    1. Click on the wrench icon, switch to the  Formatting tab and configure the following options based on the numbers and goals in your hub:
  19. Add a title to the - e.g. " $ Value of Advocate Influenced Opportunities", Save the Dashboard, and you're all set!

Reviews from Advocates

The Reports tab is a great resource to view the performance of your Advocate Hub, but if you'd like to calculate the ROI of your Advocate Hub, you'll need to create some Reports and Dashboards in Salesforce. To view this information, you'll need to have our AppExchange Package installed (if you haven't done this yet,  please see our installation guide).

This particular dashboard will show you the current number of reviews written by advocates, based on completed challenges relating to reviews.

To create this dashboard, you'll first need to create a new report with the following steps:

  1. Go to the  Reports tab, add a new report, and choose Contacts with AdvocacyActivitiesas the Report Type.
  2. To make it a little easier to work with, switch the "Show" filter to  All Accounts.
  3. Now we'll need to filter for  Completed Reviews. This step might have a couple of different variations, depending on how you've decided to create Review Challenges in your AdvocateHub.
  4. Option 1: Filter by a "Reviews" Challenge Type

    If you have a "Reviews" challenge type that you only use for actually getting reviews, you can use the following filter

    a. Beside "Filters", click on  Add.

    b. Search for  Challenge in the left most drop-down and select Challenge Type.

    c. In the text-box on the right, type in the name of your " Reviews" challenge type.

    d. Click  OK.

    Option 2: Filter by specific challenge Headlines

    If you use a "Reviews" Challenge type for things besides reviews, you can use the following filter:

    You'll have to copy the  Headlines of review challenges in the hub.

    Then, back in Salesforce:

    a. Beside "Filters", click on  Add.

    b. Search for  Activity Name in the left most drop-down and select AdvocacyActivity: Activity Name

    c. In the text-box on the right,  paste the headlines of your review challenges (separate with commas).

    d. Click  OK.

    *Optional Step*: If you'd like a report on the reviews for the year, quarter, etc.you can use the  Date Field filter, and select the  AdvocacyActivity: Last Activity Date option:
    You can then select any Range that you're looking for: e.g. Current FY,  Current FQ, etc.
  5. Click on Remove All Columns:
  6. Switch to a Summary Format.

  7. Using the Quick Find on the left, find and drag the following fields as columns to the report.
  8. You can search for the terms in  bold and find them under the  underlined folder names :
    • "Firs t Name" under "Contact: General" folder
    • "Last Name" under "Contact: General" folder
  9. Using the  Quick Find, find and drag the following field as a  Grouping:
    • "Activity Name" under "AdvocacyActivity: Info" folder
  10. Save the report and you'll now able to add it onto a Dashboard as a chart.
  11. Go back to Reports tab, and either click to create a New Dashboard, or open an existing Dashboard.
  12. Save the report and you'll now be able to add it onto a Dashboard as a chart.
  13. Go back to the Reports tab, and either click to create a New Dashboard, or open an existing Dashboard.
  14. Drag the following Pie Chart icon into one of the empty spaces on the right.
  15. Click on the Data Sources tab, and using the "Quick Find", search for the name of the report you saved in Step 8. Drag the report into the funnel.
    Optional Step: Customize the donut chart to display a Total.

    Click on the wrench icon, switch to the Formatting tab and select "Show Total"
  16. Give a title to the funnel - e.g. "Advocate Reviews",  Save the Dashboard, and you're all set!

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