How to use the Business Development Dashboard

Overview

The Business Development Dashboard provides a centralized view of the business development team’s priorities, call progress, lead management activities, and performance. It's designed to help team members and managers identify urgent actions, track lead pipelines, and ensure meetings are booked and leads move efficiently through each stage.

The dashboard is divided into two sections:

1. Today's Tasks: Tasks that must be completed by the business development reps immediately on any given day.
2. Performance Metrics: A series of reports to assess individual team member performance and how it relates to the overall team’s performance.

Dashboard Sections

Section 1: Today's Tasks

Tasks that must be completed immediately.

1 (a) Meetings / Deals To Create

• What it shows: Shows all calls where the outcome was a booked meeting, but the meeting was never booked and/or the deal was never created. These must be cleared immediately.
• How to use it (for team members): Monitor this report throughout the day and take immediate action to create the missing meeting and/or deal in the CRM.
• How to use it (for managers): Monitor this section to ensure all meetings are being scheduled properly and that deals are being created for each meeting. If patterns emerge with specific team members, address the issue and reinforce correct procedures.

1 (b) Tasks Due Today

• What it shows: Shows all calls that were scheduled to be made today or in the past, broken down by task type.
• How to use it (for team members): Monitor these tasks for a high-level view on the calls you have assigned to you. Prioritize high-priority calls above others, and call leads based on time zone using the custom call queue views in your the Sales Workspace in the CRM.

1 (c) List of Tasks Due Today by Rep

• What it shows: Breakdown of all calls that were scheduled to be made today or in the past, broken down by task type for each rep.
• How to use it (for managers): Use this view to spot uneven workloads or assigned leads across team members. If there are a disproportionate number of calls assigned across the team, ensure they are re-distributed so that each team member always has at least 600 leads to call.

1 (d) List of Tasks Coming Due by Rep – Next 7 Days

• What it shows: Breakdown of calls that are coming due in the next 7 days, broken down by task type for each rep.
• How to use it (for team members): Use this to see the number of calls that you are scheduled to make in the next week, to ensure you have at least 600 calls to make between these and your calls due today or in the past.
• How to use it (for managers): Use this report along with the List of Tasks Due Today to spot uneven workloads or assigned leads across team members. Factor in these calls when determining if there are a disproportionate number of calls assigned across the team, so that we ensure that each team member always has at least 600 leads to call.

1 (e) List of Tasks Coming Due by Rep – Next 8–14 Days

• What it shows: Breakdown of calls that are coming due in the next 8 - 14 days, broken down by task type for each rep.
• How to use it (for team members): Use this to see the number of calls that you are scheduled to make in the next 8 - 14 days, to ensure you have at least 600 calls to make between these and your calls due today, in the past, or in the next 7 days.
• How to use it (for managers): Use this report along with the List of Tasks Due Today and the List of Tasks Coming Due by Rep - Next 7 Days to spot uneven workloads or assigned leads across team members. Factor in these calls when determining if there are a disproportionate number of calls assigned across the team, so that we ensure that each team member always has at least 600 leads to call.

1 (f) Lead Pipeline Overview

• What it shows: Number of unique leads that are currently in the calling queue.
• How to use it (for team members): Use this report to see how many active unique leads you have and where they are in the pipeline. The more unique leads you have assigned to you, the more calling tasks there are that will be assigned to you.
• How to use it (for managers): Use this report to spot an uneven number of assigned unique leads across team members. The more unique leads there are for each team member, the more calling tasks there are that will be assigned to them. Determine if leads need to be reassigned across the team to ensure an even distribution of leads and subsequent calling tasks.

1 (g) Lead Re-Enrolments 

• What it shows: Number of leads that are scheduled to be re-enrolled and be sent a follow-up package before being inserted back into the call queue, broken down by month for each rep.
• How to use it (for managers): Use this report in conjunction with the Lead Pipeline Overview to anticipate future call volumes that will be assigned to each rep.

1 (h) Unassigned Leads 

• What it shows: Leads that are assigned to deactivated users. These must be reassigned to another rep immediately.
• How to use it (for managers): Reassign leads promptly to active reps based on capacity.

Section 2: Performance Metrics 

Metrics to assess your performance and how it relates to your team's performance

2 (a) Calling Stats – Last 7 Days

• What it shows: Weekly breakdown showing the number of calls completed by each rep, broken down by call outcome.
• How to use it (for team members): Review your personal call outcome trends to identify strengths and weaknesses. Use this insight to adjust your approach (e.g., improving voicemail techniques if “Left Voice Message” is high but conversions are low).
• How to use it (for managers): Spot reps with strong conversion rates and encourage knowledge sharing. Identify low-performing outcomes and coach reps with targeted feedback.

2 (b) Calling Volume – Last 7 Days

• What it shows: Weekly breakdown showing the number of calls made by each rep.
• How to use it (for team members): Track your call volume against targets to ensure target volumes are being reached.
• How to use it (for managers): Monitor call volume levels to ensure reps are meeting their daily targets. Where volume is low, investigate causes and provide coaching and support.

2 (c) Meetings Booked – Last 7 Days

• What it shows: Weekly breakdown showing number of Introductory Meetings are being booked by each rep for the corporate development team.
• How to use it (for team members): Track your call volume against targets to ensure target volumes are being reached.
• How to use it (for managers): Recognize and reward high booking performance. Share strategies from top performers with the rest of the team to improve team morale and increase overall results.

2 (d) Meetings Completed – Last 7 Days

• What it shows: Weekly breakdown showing the number of Introductory Meetings completed by each rep who also takes corporate development meetings.
• How to use it (for team members): Track the number of meetings being completed against targets to ensure targets are being reached.
• How to use it (for managers): Monitor the number of meetings being completed by each rep, and factor that in when assessing call volumes or leads assigned to each rep to ensure reps are able to effectively manage their daily workload without compromising target call and meeting volumes.

2 (e) Do Not Call – Last 90 Days

• What it shows: Monthly breakdown showing number of leads that were marked as 'do not call' by each rep, over the last 90 days.
• How to use it (for managers): Monitor the number of leads being marked as 'do not call' across the team and by each individual rep. Identify increases in numbers on this report to ensure that leads are not being marked in error, or reps are not being too lenient in determining which leads should be killed vs reattempted at a later date. Provide coaching and support to team members to ensure leads are not being killed when they shouldn't be, with the overall goal of keeping these numbers as low as possible.