Here at LevelEleven, we are dedicated to making the sales process easier and more productive. A big part of doing so involves listening to the needs of our customers and using that information to improve our solution.
LevelEleven’s Scorecard and Manager Scorecard have always been popular solutions for front-line sales managers and individual contributors but our customers told us that senior leaders still needed better insight into how their entire organization is performing in real time. This feedback led us to build our new Executive Scorecard.
In addition to the real-time visibility into global performance that Executive Scorecard provides, this new solution empowers senior leaders to drill down into individual team performance, quickly compare how individuals and/or teams are comparing to one another, and identify correlations between different Key Performance Indicators (KPIs). Take a look at why this new tool is a must for sales executives and other senior leaders.
A Solution for Senior Leaders
In any organization, it can be difficult for executives to stay connected to the day-to-day activities of their individual contributors and front-line managers. Without daily touches and frequent meetings, it is even harder to obtain an accurate view of current team performance.
As a result, many teams find themselves spending a lot of time and resources on manual reports that still lack a holistic view of team performance. Business Intelligence solutions may be brought in to help solve this problem, but the output is often not in real-time which makes it difficult to course correct. This results in executives having access to snapshots of data that still fall short of providing a holistic view of company-wide data.
With these challenges in mind, LevelEleven has pioneered our Executive Scorecard to fill in these information gaps and provide VPs of Sales, Chief Revenue Officers, Chief Operating Officers, and other senior Leaders with the necessary tool to offer support using real-time insights and the ability to take action for specific teams or the entire organization.
How Does Executive Scorecard Solve These Problems?
Roll Up and Drill Down
What a senior leader cares about is often different from what a front-line manager cares about. While a front-line manager is concerned with their team’s daily, weekly, and monthly performance, senior leaders have many teams across the organization for which they are responsible.
To help address this difference in focus and responsibility, Executive Scorecard allows organizations to track metrics at more senior levels that may not be tracked at the individual team level. These metrics can be aggregated across the organization, even if they are not being tracked by the leaders of the individual sales team. This allows senior leaders to run comparisons between different teams against a common set of metrics that they believe is critical to the sales process.
Score Overall Team Performance
Another way the Executive Scorecard empowers senior leaders is by providing real-time visibility into each team’s performance from one, convenient place. This allows them to compare teams against metrics that the senior leadership cares about and explore why one team may be outperforming another. Are the managers coaching their teams more? Are a given team’s metrics aligned with what the senior leadership cares about?
By leveraging the LevelEleven Performance Index (LPI), senior executives can see where there are problems and (more importantly) where they should take action. This goes beyond the ability to see if the entire organization is meeting its goals as senior leaders are now able to compare team performance and productivity in one convenient place without having to deal with a weekly report that they may not have time to analyze.
Focus on the Wildly Important
We already mentioned that LevelEleven’s Executive Scorecard gives senior leaders the power to view aggregated KPI data other than metrics being tracked at an individual team level. This solution can help provide focus and insight to the KPIs that you want your entire organization to focus on.
For example, a quick look at your KPIs might show that your organization is on track to meet its goals. However, when you use the Executive Scorecard to drill down into a division’s performance, you may find that one team is overperforming while the other is underperforming. You can then drill down into the underperforming division to see where the problem is originating and take the appropriate actions to solve it.
Furthermore, the Executive Scorecard provides a more effective way to coach your team at multiple levels within the organization. Coaching notes can then be sent directly to anyone that reports up to you within the hierarchy, whether it be a director, manager or individual contributor, to help reinforce the right behaviors and achieve your company’s objectives.
Identify Correlations Between Metrics
You now know the power that the Executive Scorecard gives senior leaders to choose which metric they want to track. Once you have your KPIs established you can then use the LevelEleven Performance Quadrant (LPQ) to determine if there is truly a correlation between these KPIs and overall performance.
This solution makes it is easy to determine which behaviors truly make a difference towards reaching your organization’s goals, which then allows you to drive the necessary change within your teams and keep organizational goals a top priority.
LevelEleven’s Executive Scorecard was designed with VPs of Sales, Chief Revenue Officers, Chief Operating Officers, and other senior Leaders in mind to arm them with real-time insights into their organization’s performance and empower them to take action where necessary.
Interested in learning more? Contact us or request a free demo today to learn how your organization can benefit from LevelEleven’s Executive Scorecard.
