MD Training Dashboards - March 20

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@0:01 - Jonathan Riis Gilmartin (sunrise.dk)

Hej, Rasmus. Hallo, hello. Jeg har også bare ansettet en e-mail, Rasmus, de sales-aktivitægterne og goder. Jeg faktisk skrevet Milo, jeg har faktisk skrevet et draft.

Jeg har planeret at gøre det med alle de sales-aktivitægterne og goder. Jeg tror, at det er et godt dårl, og jeg ikke gjort det, så Milo kan gøre det, og jeg har bare skrevet det.

Men den struktur er meget simpelt. Jeg tror, at det gør en vand. Hallo. Hallo.

@0:53 - Rasmus Grönstedt (Assessio)

Og congratulations on the deal.

@0:57 - Jonathan Riis Gilmartin (sunrise.dk)

Ja, det var superimportant, fordi...

@1:00 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

This was a tender from an existing customer. Yeah. We did so much revenue that he needed to do a tender.

He was told to. So either we lost it or we increased it and always good to increase it. Always good to increase it.

@1:24 - Jonathan Riis Gilmartin (sunrise.dk)

So you hit a certain threshold I'm guessing for a spin and then you reach a tender level. I'm guessing.

Yeah. We have that in Denmark as well. It's super annoying, but it's fair enough. I'm guessing there's a principle behind it, right?

Yeah, I mean, it makes sense.

@1:42 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

And on the other hand, if it's a customer and he likes to keep you, you always have the option to tailor the tender to the needs, at least in our case to tailor it.

the needs only your platform is able to deliver. Yeah.

@2:05 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, we see that as well.

@2:06 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Yeah, that is something they can do.

@2:11 - Jonathan Riis Gilmartin (sunrise.dk)

Hello, Panille. No, Marie. Hi.

@2:16 - Anne-Marie Friborg (Assessio)

Hi.

@2:20 - Pernille Husebye (Assessio Norge AS)

It's tough time.

@2:21 - Anne-Marie Friborg (Assessio)

have your book. It's a tough. Yeah, I'm really, I did not book the time.

@2:29 - Jonathan Riis Gilmartin (sunrise.dk)

Sorry for that. think Lydia looked in your calendar and just booked it.

@2:32 - Anne-Marie Friborg (Assessio)

I also asked her maybe we should do it some another time, maybe what I'll propose is I've done a draft.

@2:40 - Jonathan Riis Gilmartin (sunrise.dk)

I would love to walk through the draft to get your thoughts and ideas and input because it's not perfect.

I know that already. And get your thoughts and inputs. And maybe we, of course, we finished before five. it's a really tough time.

understand to book.

@2:55 - Pernille Husebye (Assessio Norge AS)

also, in general, have I also talked to, to Evelyn? Yes, Okay, and we talked about that it's very important that we maybe have the same dashboard so we could get information about the same things, so it's, yeah.

@3:12 - Jonathan Riis Gilmartin (sunrise.dk)

I completely agree.

@3:13 - Pernille Husebye (Assessio Norge AS)

That's also why I still have it as a template.

@3:16 - Jonathan Riis Gilmartin (sunrise.dk)

You can see it. I'm not sharing my screen. I'll share my screen. That's why I currently still have it as a template up here.

The idea was that the reports needs to be exactly the same, but you can then do a filter so that you have the option to filter based on a team or your own entity, of course, as well, if you would rather like to do that.

So the report should be the same, but of course you can have a filter on it to show something that's important for you in your specific region or entity.

Yeah, so one thing that I will mention is what I'm showing you today is. port that is focusing on new customers and new MRR.

That means a new business, of course, but also could consist of upgrades until we have Sora in place. I won't be able to do, of course, reports in HubSpot on the existing business, but as soon as Sora is in place, we can do more stuff with this report.

That's also why, and for you Matias, it doesn't really make that much sense, but that's why I have a few reports where I'm linking to the Opsales reports until we can replace these fully with Sora reports.

So I hope that makes sense for now. Cool. So some of the things that we've added or I've added to the report is that we have a few, I try not to put too many reports in and just have a few reports, but I always end up being a little too excited and I

But in some extra stuff, we can remove it. But I would like to show you anyway. So here we have three reports showing new MRR forecasted for current month.

And then we can insert a budget. Right now, I've just put in 100K. But we can insert a budget.

We have new MRR forecast for the quarter. And then what the forecast is. And then new MRR forecasted for the year.

And then what the number here is the actual forecasted MRR. again, how do I get there? Yeah, sorry.

@5:35 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

I will share this link.

@5:39 - Jonathan Riis Gilmartin (sunrise.dk)

I will share this link with in the chat, Matthias. then you can also see it.

@5:45 - Pernille Husebye (Assessio Norge AS)

Jonathan, this is the MD dashboard because you have made a MD-LADP dashboard for me as well. But it seems a little different.

So yeah. Yeah, right.

@6:00 - Jonathan Riis Gilmartin (sunrise.dk)

Right now it is a little different, but if we can agree on some of these things, I can then make sure that we change the one that you have.

And so I always use the same reports. We might create a version that's for the specific countries, but the report will be the same.

So we just, if we change something in one report, you will see it. So it is the same reports, but I'm just giving you the option to have your own dashboard to look at it, if that makes sense.

So you should see the same numbers or the naming of the numbers and the report will be the same.

So it's easier to talk about it across countries, at least. So one more question, So I can click on the star.

@6:44 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Yes, you can. So then it's a favorite, but where do I find those favorites? Yes, good question.

@6:51 - Jonathan Riis Gilmartin (sunrise.dk)

If you click on the hotspot icon up here, will you then come into the dashboard like this? No. So what you can do here is on the left side you can see you have these three small charts and you click here and you can see you have something called dashboards.

Yes I would add this as a bookmark right here because then you always have it up here on the top on the bookmarks and then you can just go to dashboards and then this should be your first thing you see when you click here you should see this.

Do you get that? I don't get that but is that what you see? Sorry. see sales when I click there.

@7:36 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Okay. So maybe that's within my user?

@7:39 - Jonathan Riis Gilmartin (sunrise.dk)

No no it's a we can think we do we just do something else if you can you get back to this dashboard because you can click here on the naming and switch because then you can say actions here on the right and then you can say set as default.

Can you see that?

@8:04 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Yeah.

@8:06 - Jonathan Riis Gilmartin (sunrise.dk)

if you click on set as default, it will prompt you to make sure you want to do that and you say set.

And now you can see it says default here in the top. Yeah. And when you then click the hotspot icon, do you then come into this?

Nope.

@8:23 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Nope. on sales.

@8:26 - Jonathan Riis Gilmartin (sunrise.dk)

Okay. Interesting. Maybe we just need, let's see in five minutes when we refresh if it works. that should work.

@8:35 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Okay.

@8:36 - Jonathan Riis Gilmartin (sunrise.dk)

Perfect. Perfect.

@8:38 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Okay.

@8:40 - Jonathan Riis Gilmartin (sunrise.dk)

So what we've done is try to create a few reports to give you a quick overview of on the new MRR, what we are, yes, of course, forecasting on the month or the quarter or the year, but also how are we converting in our pipeline?

This is, I have not set a. So this is just across all countries. You're seeing some data currently, right?

So I've set in a conversion so you can see from qualified prospect how good are we at moving it to opportunity, proposal, negotiation and one.

We still have that, you know, we haven't had that much through the pipeline yet. So of course these numbers will be updating recurrently.

Just a month from now we will of course see a lot more interesting numbers here. And then on the right you can see a new MRR forecasted this year by closed date.

And it's an important thing because I talked to Rasmus last week and Rasmus of course mentioned that you are used to be looking at a start date, like the date that it impacts your MRR.

If that makes sense. Yeah. So I will do both reports. You will have a closed date and you will have a start date because it's I'm guessing

You can you can say no, but I was guessing that it was interesting for you to see when are we closing something?

And then when when is it impacting our MR like the business? Yes, because we're paying on closing date commission Then it's very important then But then you're not here though.

We pay Yeah, but I hope we align it to some point And I hope it's going to be closing date and not the invoicing date the starting date I'll let you decide on that I'll give you both options, but I've tried to put it in the in the report so you can see new MR Focus that this year by closed date.

So it's just I'm putting it in the in the in the reports So you can see, you know And then you can look and say okay and here there's one very important thing that we taught in the trainings And then the onboarding we have something called forecast categories.

We have three main categories. have pipeline, have best case, we have commit. Pipeline is basically pipeline. It's not something you see close in the foreseeable future.

I've just created it, so it would be the first stages of your pipeline right now would be tagged as pipeline.

When you get more into the details or more into the steps with the when you move it to opportunity or proposal, you could then say, okay, now we can consider it being a best case.

And a best case is in the best scenario, I close it this month or this quarter depending on the close date.

And then we have commit. I have a little bit of commit here. can see not a lot and commit is basically the customer has said that if we could do this offer, if we can do this price, so we can do this, then they are ready to move forward.

So you would have verbal agreement or written agreement that has not yet been signed. That would be commit. Does that make sense to you guys?

I'm also putting these explanations on the training page and I'm referring to the training page in all trainings. I'm trying to at least, so we want to make sure that people understand it the same way across the teams also.

Can I ask something else?

@12:24 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

I'm just seeing here within the pipeline? Because I just had this discussion 10 minutes ago. When do you move someone to proposal?

So would proposal mean it's sent out?

@12:45 - Jonathan Riis Gilmartin (sunrise.dk)

So it's a very good question and what I'll do is I will find the training page and I will find the exact definition just to make sure that we talk about it the same.

Because we have this for the overview. So you have the proposal here. So you can see yes when you if we look at the if we look at the definition per se it is when you have send out or started working on the proposal for the customer then you can move it to the stage.

Okay and after I sorry sorry.

@13:27 - Pernille Husebye (Assessio Norge AS)

You talked about pipeline and I talked about best case. Yeah if you look at this pipeline yeah what is definition of best case?

@13:39 - Jonathan Riis Gilmartin (sunrise.dk)

Yes it's a good question I can just show you. So in HubSpot in HubSpot we've set it up so if you don't put in if you don't put in yourself we will automate it based on the stages in the pipeline so I can just show you which stages has been automated towards

So you can see right now best case is negotiation. So we are negotiating currently, so it might close, but it's a best case thing.

And in commit, basically contract signed. They already signed the contract, so that we've put in commit. But that would be how in HubSpot, based on your stages, we would do it.

The rep is allowed to say the customer has actually communicated to me that the proposal looks good and they would like to move forward, but they haven't signed it.

So it's verbal agreement then, it's commit.

@14:46 - Pernille Husebye (Assessio Norge AS)

Yes, exactly.

@14:47 - Jonathan Riis Gilmartin (sunrise.dk)

I've also, of course, that's also what I've told in the trainings, that basically you see it as a verbal commitment.

That's commit. Perfect. Okay.

@15:02 - Pernille Husebye (Assessio Norge AS)

Thank you. share.

@15:03 - Jonathan Riis Gilmartin (sunrise.dk)

I'm with you. That's good. One thing I will just mention, the training page, we've also put it as a dashboard.

So I've actually embedded the full training page in here so you can find it directly in HubSpot. Now it needs to load, I can see, but we'll get there.

So everything I just went into somewhere else to find and show you, you can also see it in here when it loads.

When I share my screen, I don't know if you found this, but when I share my screen it just loads a little bit slower.

But anyway, this is a great page. If someone has, like, how do I set up my outlook or my calendar or how do I set up calling?

How do I use sequence? What's the definition in the pipeline? This all sits in the training page. And we have some quick links.

So, for example, if you just want to know how to connect your phone. You click there, so you can connect your phone and your calendar.

If you want to see the sales process from age to set, you can click here, and then we have a video for that as well, so just mentioning that's pretty good, and we have some of the trainings recorded as well, so you can see that also.

Back to the dashboard. So, yes, and this is count of deals, so if you're wondering what the chart, the trending chart is, that's count of deals, and then this is then MRR, basically.

So what you see here is for March for example we have 37,000 around that in pipeline and 48,000 in best case, and that consists of 42 deals, so that's just to give you the

numbers. And then I've made this called top 10 deals by size, because I thought it would be great for you to always know or follow some of the larger deals that is in the pipeline currently.

Again, this goes across all countries, but I can see you know this probably because it's your own. So a good one to trend to have trending in the top, but it is something where we are.

Yeah, you can see the name, but you can also click it. If you want to, you can click this and you can go into the deal and see a little bit more information if you want.

And you can also click in the overview and you can actually get a deal score. I don't know if you go this much into detail.

So I hope it's okay. I'm just showing you a few things, but you can actually see the score of the deal.

I'll just have to say congratulations and it is a very good score. It goes up to 100. you can see that

It gives you plus points for probability is 75%, one day in current deal stage, so you just moved it.

Close date has only changed one time, which is a plus. If you have close date changing too often, that's the minus.

17 days until close and minus is there's only four sales activities on here, but you might have done more and it just has not been locked.

And then you can see the development in the score. This is AI based, by the way. So this is some of the hospital's AI tools scoring all deals automatically.

So for the big deals that can really have an impact, it can be good to follow. This score will actually give you a pretty good idea of what is happening on the deal when people, you know, are of course using Hubbutt as we want them to do and a lot of people are doing that.

So that's great. And you can also see a little AI summary. So you can see here. Now it's not a long summary, several engagements latest.

on March 14th, multiple emails from Anne-Marie regarding a certification to for Marie. Additional meeting is scheduled to discuss the session platform on 13th of March.

we could get a quick overview of this here if you wanted to. Does this make sense? Do you think you would use this or is this too detailed or?

Oh, I think it makes sense. Yeah, we are also instructing the head of sales to use the deal score for pipeline reviews.

So when they do a pipeline review with their colleagues, they can see scores of all the deals. It's actually a pretty good metric to kind of lead by or use.

Perfect. I'll go back. Yes, but here you can see. Can I ask a question?

@19:54 - Rasmus Grönstedt (Assessio)

When looking at all of this, is this a mix of, of course, it looks like the MRR and one of the

@20:01 - Jonathan Riis Gilmartin (sunrise.dk)

Yes, this you can see this in this section we have, yeah, exactly amount is a right now it's a mix until we've gotten people used to putting the same thing in amount.

So that's why we also have MR and non-recurring as well for values.

@20:25 - Rasmus Grönstedt (Assessio)

No, maybe I'm not following, but you go up a little bit, you have your close here.

@20:34 - Jonathan Riis Gilmartin (sunrise.dk)

these are of course only MRR at the top, but MRR focusing here's also just MRR.

@20:42 - Rasmus Grönstedt (Assessio)

It's dependent on that you add those fields to qualify it or is it product based? It is product based.

@20:52 - Jonathan Riis Gilmartin (sunrise.dk)

When you create the opportunity, you have the option to do a manual input if you don't know exactly the product you would like to add.

But when you gradually move through the pipeline and you add a product, it gets automated, auto-populated. Okay. And we've moved all the products that you had on the deals in Opsales, we've moved that into HubSpot.

So all of the existing pipeline would have a, it's called a line item in HubSpot. But it's products, it's the same.

And pipeline conversion, this is not MRR specific or is it?

@21:24 - Rasmus Grönstedt (Assessio)

This is not MRR specific, this is in total. you could do both if you wanted to see both. Yes.

Cool.

@21:30 - Jonathan Riis Gilmartin (sunrise.dk)

And below here is just a mountain and some are MRR, some are not.

@21:34 - Rasmus Grönstedt (Assessio)

And all of these you will make country specific in our own reports when we have the structure correct. Yes, exactly.

@21:42 - Jonathan Riis Gilmartin (sunrise.dk)

Excellent. Exactly. So you, right now you're seeing a lot of DK, I think, but also NO, I can see a little as well.

So, and a couple actually. So yeah, I will make the versions, but just to show you that you, so you can then see, you know,

what is the amount, the MR, the non-recurring, what's the forecast category? So a lot of this is in this case, which is good, it's progressing, right?

Then you have the closed dates that you can filter by, and the updates if they are filled out, and then the deal stages, the owners, the team and the score.

So you can see the deal score as well.

@22:22 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

And the country pages then will be in the local currency, right? Yes, You will have it in euros, Panilla will have it in knock, Marie in decay, and Rasmus in sick.

Because in this one, in this view, we can't change to our local currency.

@22:43 - Jonathan Riis Gilmartin (sunrise.dk)

Well, if you filter your deals, it will then show you in your currency, because your deals are in euros, for example.

So if you only look at your deals, that will be in euros. Well, if Rasmus looks at his, maybe it's going to be a mix, actually, because you have both sick and

right? And maybe it's the same for Ann-Marie and Penelope. But when I make the country specific versions for you, I think it will make sense.

Thank you for the thumbs up, Penelope. And then we have also a non-recurring because I know it's important for you to also know the non-recurring that's forecasted by closed state.

And here I have the same report, just only with non-recurring values. a deal can still be both. And it will then sit in both reports.

I hope that's okay for you to have. I just expanded it out. So you have MRR forecast, non-recurring forecast.

But the deal can be the same. It's just one important note because you can have both on some deals, right?

@23:51 - Rasmus Grönstedt (Assessio)

It's sometimes just easier to split it out, I think.

@23:56 - Jonathan Riis Gilmartin (sunrise.dk)

I don't know if you have feel the same way, of course, but I hope I can have. How come a lot of the values are zero on this, what has gone wrong then?

@24:06 - Rasmus Grönstedt (Assessio)

If you just click the pipeline there, for example. Yes.

@24:14 - Jonathan Riis Gilmartin (sunrise.dk)

You mean some of this? I think so. One important thing to note is that when you do a report in Hopspot, and I say, for example, you could see, actually, this is one of the things I want to show you today as well.

So I'll take a step back. I'll do this a little bit more slow. All reports I've created here has a filter.

You can change that filter if you want, or you can make adjustments to it if you want to see the numbers differently, or by a different time period or something.

And you can do that by clicking here, the view and filter. And then you can see most of the reports you will have to go to advance filters here, and then it pops up in the side.

So you can see the filter for this is. at the closed state is this year. The pipeline is the new logo pipeline.

The deals forecast category is basically all of the categories, but let's say you only wanted to see, I don't want to see pipeline, just show me commit in best case.

You can just make the adjustment and the report will change for you, so you only see that. What you are asking Rasmus is basically why is there a lot of deals with no value.

I have not put in, I haven't said in the filter that you should only show something with a non-recurring value, but I'm just inputting so that the non-recurring value is shown.

that makes sense, I don't know. Yes, so when you click on it, it can show you a lot of deals that has a non-recurring value, but it's only showing you the recurring value of all deals.

Does that make sense?

@26:00 - Rasmus Grönstedt (Assessio)

means we have an opportunity with some MRR in it but zero on the non-recurring. So you have a product which is non-recurring but you have a zero value on it.

Yes.

@26:13 - Jonathan Riis Gilmartin (sunrise.dk)

Okay. That's uh that yeah exactly.

@26:15 - Rasmus Grönstedt (Assessio)

So why would I add it to my opportunity if it's a zero value?

@26:20 - Jonathan Riis Gilmartin (sunrise.dk)

That's a good question. I can have a look at some of them and see if it's something but actually sorry no it's also it will also be deals that not necessarily even has a non-recurring product on them.

So what I can do is just I can add a filter saying only show someone that has a non-recurring value and they would then be gone but the number would not change if that makes sense.

So you can see my filter here if I say non-recurring this here and I say So, the report is the same, the numbers will be the same, but when you click on it and just show you the difference, when you click on it, you should, yeah, so now you only see four percent here.

So, I mean, that makes more sense, which are we trying to close, basically?

@27:28 - Rasmus Grönstedt (Assessio)

Yeah, exactly.

@27:30 - Jonathan Riis Gilmartin (sunrise.dk)

I will change the other reports. yeah, of course, you only see when you double, because you can double click on a double click, but you can click on all reports to see what are the deals we are looking to close.

I will make sure to do that. I think that would be great.

@27:44 - Rasmus Grönstedt (Assessio)

This is one of the things that has confused me a lot, know, if they missing values or, or yeah, I can fully understand actually.

@27:52 - Jonathan Riis Gilmartin (sunrise.dk)

So, I will make sure to add that to all your reports so that when you double click on something, we only show you the deals that are important.

And then I have a report here for new MRR sold just as a something that you can filter, but also something we can set for a certain period or certain time.

And this is one of the reports where, you know, I'm really going to be, I can do the of course, the new MRR sold, but I know what you are looking at.

would also of course like to see, you know, everything that is coming here from Soora. So this is what I will be looking to add to this report so that we have and say the exact number on the new MRR sold as well, also for historical data purposes, of course.

Because right now it's just showing what we have in HubSpot, but because people have been doing changes in op sales this period, we will have to just have that data

moved into hospital as well, so we can give you the correct numbers. Mathias, not for you, you should have the correct numbers, but for the rest of the team here today.

@29:09 - Pernille Husebye (Assessio Norge AS)

And this is per month, a quarter, or...?

@29:13 - Jonathan Riis Gilmartin (sunrise.dk)

This is a close date for this one, but the thing with this report was I thought I made one, and then you can change it yourself when you wanted to look at something.

But the other scenario, which I can also do, is the same as I did in the forecast. So I could have these three next to each other, so you could have new MR forecasted, and then underneath you can have closed month, quarter, year, if you would want that as a fixed report just sitting there.

I can do that as well. And these filters, if we use the filters, do they impact other people's views, or is it my own, and does it reset when I reload?

@29:53 - Rasmus Grönstedt (Assessio)

Yes, good question.

@29:55 - Jonathan Riis Gilmartin (sunrise.dk)

So if you go in here and you save you and filter, and you then say, and make a change.

That will also impact someone else's view, but because we are doing a version for each country, but the reports are the same, you are okay to change the filters.

But as Penille mentioned, if you do, just remember you will then look at a little different filter between countries, so you just need to be aware that.

And this stays until I change it again. Yes, exactly. Yes, so I think the last report I had was also something I thought maybe made sense to have for you guys as well, but a new customers by month closed and a segment so that we can see the segments of the customers, but also the value.

So what is the value of the star customers, for example, that we closed in January? What is the value of the

public companies and so on. Yeah, makes sense.

@31:06 - Rasmus Grönstedt (Assessio)

That's interesting.

@31:08 - Pernille Husebye (Assessio Norge AS)

Yeah, so here you can see and that will be auto populated.

@31:12 - Jonathan Riis Gilmartin (sunrise.dk)

You can see you've closed more in March but everything you've been closing has this, a lot of that has been closing in up sales and of course something has been closing in HubSpot which is great but a lot of some of the things has also been done in up sales so when we move the data here in March from your auto pipeline in up sales this will be higher of us and you can also click.

You can see the different customers that we are talking about here. I also had a plan to do some activity reports but I'm just doing a as I talk with Rasmus about

the just before the rest of you joined I'm just doing a with together with the head of sales doing a sales rep template which will have some some follow-ups on goals for activities like calls and meetings and and and so on and I was I was thinking that maybe some of those reports could be added here but it will also be on the sales rep template so as soon as that is ready we will we will share that with with the group here so you can see that template and you can give input to it but then that will be used for all the different reps across the group so that they can have individual goals for different activities but of course also on MR sold and forecasted and so on but I'm trying to keep this clean as clean as we can so not adding too many reports and we already have a bunch so we might keep it

on a separate dashboard. Does that sound OK for you? Or would you like to have activity on this port as well?

@33:08 - Rasmus Grönstedt (Assessio)

I think one thing I would like to add here are some aggregated, maybe, key metrics, like created pipeline, for example.

Yes. So maybe we don't need the sales rep view or the sales team view, but we can put a few of the more important leading KPIs in here.

Nice. So meeting, conducted meeting, new pipeline. Yes. I think that would make sense to just have an overview and get a feel for it.

And then you can deep dive into the sales team report and sales rep reports or scorecards. Yeah.

@33:53 - Jonathan Riis Gilmartin (sunrise.dk)

I think that also I'm trying to propose is basically let's have a sales rep template that you can always look at.

for an individual rep. that's another dashboard, right? Yes. Yeah. So when you say new pipeline generated, it kind of like a new pipeline generated since last time kind of metric like since last 30 days we did, we generated 1 million in new pipeline.

Is that kind of report you're looking for? Monthly, maybe.

@34:19 - Rasmus Grönstedt (Assessio)

know, how much new have we created this month? Yeah.

@34:24 - Jonathan Riis Gilmartin (sunrise.dk)

And would you want it to be stacked or just per month, if my question makes sense? Per month.

@34:31 - Rasmus Grönstedt (Assessio)

Per month. Yeah. So in May, you did 1 million. In June, you did one and a half extra.

@34:42 - Pernille Husebye (Assessio Norge AS)

And Jonathan, are we also going to send you the different budgets through sales and through customer success manager? Because mine made it ready.

So this you will also bring into the system. so that every person can see how he or she is doing.

Yes, that would be great if you could do that.

@35:09 - Jonathan Riis Gilmartin (sunrise.dk)

then we would input it into the system.

@35:11 - Pernille Husebye (Assessio Norge AS)

Yeah, and Erasmus and Anna Maria, are you doing the same? Just asking you, so because the people are talking to the getter about this, you know.

@35:22 - Rasmus Grönstedt (Assessio)

Yeah, yeah, yeah, I think I'd like to have the budget in for both new sales, upgrades, non-recurring, but also then, yeah, you know, individual level, of course.

@35:38 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, that would be great if you could also help me with that. I'm guessing you, Erasmus, you sent me the overall budget, but if you also have them on a team level, were they in the sheet you sent me?

I'm not sure.

@35:52 - Rasmus Grönstedt (Assessio)

No, yes, yeah, sort of, but I can help you, of course. I think it's not extremely clear.

@36:00 - Jonathan Riis Gilmartin (sunrise.dk)

if you could help me just clarify, so I know why I'm putting in the right stuff, that would be great.

I know for the Netherlands we are also doing the same with team and personal goals as well. So that would be great.

And Matthias, I don't know if you want the same, but...

@36:18 - Rasmus Grönstedt (Assessio)

Maybe just a question to Penelope and Anna-Marie. I guess we need some, of course, budgets, but we also need some KPIs for our different stock categories.

Can I make a suggestion? know, six meetings a week, we calculate some pipeline created to do two targets, and we can just align them, because I think...

I think that's a good idea.

@36:43 - Anne-Marie Friborg (Assessio)

I would agree.

@36:44 - Pernille Husebye (Assessio Norge AS)

I can...

@36:45 - Jonathan Riis Gilmartin (sunrise.dk)

And we want to see the ones that we have created so far. It's just a slide, just so maybe, because that would be aligned with the Netherlands instantly if...

Yeah, sure, perfect. I'm just going to find it. I have it as a task on my task list. if you just actually have it here, see if it's attached.

should be attached. Draft KPI, here it is. Oh, that zooms a little funny, doesn't it? I'll just download it real quick, draft KPI's.

OK, here we go. Yes, so this is the pipeline metrics. So we have outbound sales activities, meetings booked, conversion qualified to opportunity, conversion opportunity to proposal, and then number of target accounts.

think this is a very mellow specific thing. I'm not saying everyone should have that. But and then you have some revenue metrics.

pipeline coverage.

@37:53 - Rasmus Grönstedt (Assessio)

Can we just go through them?

@37:55 - Jonathan Riis Gilmartin (sunrise.dk)

So outbound meetings booked.

@37:58 - Rasmus Grönstedt (Assessio)

Is this per week or month?

@38:02 - Jonathan Riis Gilmartin (sunrise.dk)

It's a monthly target, as I understand it.

@38:06 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

No, we talked that through last week. Those are weekly targets. Is it weekly?

@38:11 - Jonathan Riis Gilmartin (sunrise.dk)

Okay. Perfect.

@38:13 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Thank you, Monsieur.

@38:14 - Jonathan Riis Gilmartin (sunrise.dk)

That's a lot.

@38:18 - Anne-Marie Friborg (Assessio)

That sounds like Milo targets to me.

@38:24 - Pernille Husebye (Assessio Norge AS)

I would really like to talk to the other country manager before we are putting these numbers in.

@38:32 - Jonathan Riis Gilmartin (sunrise.dk)

I don't think you should see the numbers and say that's the goals.

@38:38 - Pernille Husebye (Assessio Norge AS)

just think the way of thinking about it, I think, is monthly.

@38:42 - Jonathan Riis Gilmartin (sunrise.dk)

I think this also differs regarding to the pipeline.

@38:47 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

If you have to build a new pipeline, those numbers are different from working with an existing pipeline since one or two years.

I guess it also depends.

@39:00 - Anne-Marie Friborg (Assessio)

It's on the role if it's a BDR or if it's a salesperson. Yeah.

@39:05 - Jonathan Riis Gilmartin (sunrise.dk)

You have BDRs in Denmark, Anne-Marie?

@39:08 - Rasmus Grönstedt (Assessio)

Nope.

@39:11 - Anne-Marie Friborg (Assessio)

Nope. So my people can't do eight outbounds in a week. No, no, but I think it's important that sell at the same time.

yeah, maybe we'll get a But that depends on, mean, because outbound meetings booked.

@39:25 - Rasmus Grönstedt (Assessio)

Are there those new opportunities? I think there are some definition questions here. Because I mean, booked eight meetings a week, that shouldn't be a problem for anyone.

I mean, that should happen just by being on meetings. meetings.

@39:39 - Anne-Marie Friborg (Assessio)

But don't want to measure on meetings booked.

@39:42 - Rasmus Grönstedt (Assessio)

want to measure new meetings.

@39:44 - Anne-Marie Friborg (Assessio)

Yeah, both, I think. Yeah.

@39:48 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, I mean, I can send you this as well, but I think it would be great, Rasmus, and it feels like you also have a pretty clear idea of what would make sense to have.

I'm, again, not saying the numbers. would be what you reach for. I'm just thinking that there, know, at least this is something this under just right target.

@40:08 - Rasmus Grönstedt (Assessio)

Is this something that that is then in a hub spot or is this something Milu has made up?

@40:16 - Jonathan Riis Gilmartin (sunrise.dk)

It's something Milu has made up, but we can do something similar. Okay.

@40:21 - Pernille Husebye (Assessio Norge AS)

Yeah, I just think it's also good if we just choose some of these because if we have too many targets, it's just like, you know, but if we have new meetings booked, it's like just maybe four targets, make it easy.

Yeah, I agree.

@40:40 - Jonathan Riis Gilmartin (sunrise.dk)

I would also say meetings booked, like meetings booked, maybe you do some kind of outbid. Yeah, exactly. Meetings booked, meetings held, conducted, whatever we can call it, and then pipeline coverage or something, know, we're saying it's two or three times.

@41:00 - Rasmus Grönstedt (Assessio)

Yes, I think that's great and it may be our first one because I think this also indicates, you know, the if we're Approaching the right type of client.

Yeah, true and that's average like a Average revenue yeah revenue.

@41:16 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, and would that be only the new accounts then or would you want to take in? Like no, no, I make sense.

Yeah, so you're closing new accounts.

@41:32 - Pernille Husebye (Assessio Norge AS)

What are what is the average revenue for that new account?

@41:35 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah, that makes sense Perfect I will be really impressed actually What sorry if Milo's representatives these targets, I would be really impressed Yeah, this is quite heavy, but but I think we need to I hope we can sit down and to find something realistic so we

@42:00 - Pernille Husebye (Assessio Norge AS)

also motivate our people.

@42:03 - Jonathan Riis Gilmartin (sunrise.dk)

Of course, I think I agree with you. Some people will be demotivated by seeing some of these things, I think.

Yeah, so for me, I was not necessarily saying the numbers were, but the way it's structured, I like that.

It's simple. But anyway, I'll go back to the report. So you mentioned new pipeline generated month over month. And then we also mentioned activities.

That's what we talked about.

@42:33 - Rasmus Grönstedt (Assessio)

Yeah, and I think for me, a lot of these activities that you know, you do 40 or 50 outreach, I mean, it's a lot is hard for me to evaluate.

I think new opportunities or book meetings with you. I think that's a metric, at least we should look at.

So what's the result of all these outreach activities? Yeah, I think that's granular enough for me.

@42:59 - Jonathan Riis Gilmartin (sunrise.dk)

Yeah.

@43:00 - Rasmus Grönstedt (Assessio)

That makes sense.

@43:01 - Jonathan Riis Gilmartin (sunrise.dk)

I have a report in another Hubspot that I was thinking. Maybe I should send it to you instead, so I don't derail this too much.

But I have another report in another Hubspot where I'm basically saying from first meeting booked until conversion, how long does that take?

Because it's a pretty interesting metric to see from the first time we talk in a meeting with the customer, how long does it take us to close them and what are the key steps between those?

Actually, I'll show it. I'm trying to explain to you something now that you can't see. That does not make sense.

I'll see if I can put it in here. I can find it. Oh, no, it's sitting somewhere else now.

That's true. moved it. Oh, here it is. So you can see this is, okay, this is from inbound lead to first meeting to in Danish, sorry for that.

So this says inbound lead, first meeting, send proposal, and then one. And we can see some of my colleagues are skipping a stage.

So that's why one is higher than send proposal. That's something we're working on. But still, it's kind of the same thing that I would add to your one.

So you can see on the first time we have a meeting, know, how long does it take until we actually close on what are the steps between first meeting and then closing.

that be of interest to look at, or is it?

@44:47 - Rasmus Grönstedt (Assessio)

I think for me, it's, I think it could be interesting, but also I'm not sure if it should be on that report.

It might be more.

@44:56 - Jonathan Riis Gilmartin (sunrise.dk)

Because I think there will be a lot of errors also. It's hard to make out something.

@45:01 - Rasmus Grönstedt (Assessio)

perhaps, I'm not sure.

@45:03 - Jonathan Riis Gilmartin (sunrise.dk)

Or what do you think, Canilla?

@45:04 - Rasmus Grönstedt (Assessio)

I think again that we should keep it simple at first.

@45:09 - Pernille Husebye (Assessio Norge AS)

And then we will see after one month, two months, three months, that's something missing. And we need to come back to you, Jonathan, to help us get more insight in the things that we really want to know or miss.

Yes.

@45:23 - Anne-Marie Friborg (Assessio)

And we also expect a lot of sales to take the deep dive into some of these things. And then we collaborate at MD level to head of sales or head of customer success on the details they see.

So for example, as you said, Penny Liv, if we see low performance one place, then we can start drill down what's going on here.

Or are they using the system wrongly or what is it? Also, for example, activities about how many phones, how many emails.

@45:53 - Pernille Husebye (Assessio Norge AS)

I think it's something that's good for head of sales to look at. Yeah.

@46:00 - Jonathan Riis Gilmartin (sunrise.dk)

And we do have a hit of sales dashboard as well. I'm not going to show it now, but we had a hit of sales dashboard that's more built out than what you have here.

And I am working with the different head of sales directly to make sure that it fits the need.

@46:14 - Pernille Husebye (Assessio Norge AS)

I have a call with Eric tomorrow.

@46:16 - Jonathan Riis Gilmartin (sunrise.dk)

I've been having calls with Hilo and I need to have a call with, who should I have to call with in our opinion actually?

Is it you or is it Mia? Yeah, at the time being it's...

@46:30 - Pernille Husebye (Assessio Norge AS)

It's good question.

@46:31 - Rasmus Grönstedt (Assessio)

It's me.

@46:32 - Pernille Husebye (Assessio Norge AS)

Oh, it's funny, let's start off. No, at the time being it's you can speak to Mia, but she is living in June, so but I'm getting a new head of sales.

He's starting at the end of April. Oh, Yeah, so we will get onboarding with Milo in the end of April and then we have to set up, yeah, the dashboards and help spot for him as well.

@47:00 - Jonathan Riis Gilmartin (sunrise.dk)

Perfect, but what actually then you know, but I'm just let I'll continue to work with Milo and Eric to perfect the head of sales dashboard And then he will just get that the newest version Better as my son Maria hear me out.

@47:13 - Pernille Husebye (Assessio Norge AS)

I'm getting ahead of It's fantastic Lady Milo I just said you you all just use Milo as the head of sales.

@47:39 - Anne-Marie Friborg (Assessio)

That's nice.

@47:40 - Jonathan Riis Gilmartin (sunrise.dk)

Uh, no And where did you find him panel?

@47:46 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

What where did you find him?

@47:49 - Pernille Husebye (Assessio Norge AS)

And he's working today in in Norway in right management Like he's working as strategic sales So you found them via a search agency.

@48:04 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Yes, I did.

@48:09 - Pernille Husebye (Assessio Norge AS)

Fantastic. Cool.

@48:12 - Jonathan Riis Gilmartin (sunrise.dk)

I will make some adjustments to this and then I will send you when the adjustments are finished I can send it to you so that you can just maybe have a look.

To be honest you probably won't have that much feedback until you see the data just with your specific country or entity.

I will make a version for you as well that is in your I'll just adjust your... Can you just adjust then Lady P?

@48:40 - Pernille Husebye (Assessio Norge AS)

Yeah, I will adjust Lady P.

@48:42 - Jonathan Riis Gilmartin (sunrise.dk)

I will make sure that you have a version that's with your data because I will cost very much like for you to the data you see and then we can have a separate call about that.

It.

@48:57 - Pernille Husebye (Assessio Norge AS)

Oh, I think this is good. You're awesome.

@48:59 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Perfect.

@49:00 - Jonathan Riis Gilmartin (sunrise.dk)

for stupid me can just show one more time how you get the dashboard up in the yes because I've started but then it's looking then it's lying in the other one but how do I yeah if you can click the if you can click the link I sent in the chat I just yeah okay perfect but then if you click actions here and you say how I have it as a default but you can see set as a default can okay there is okay yeah I was and he is just checking if you click the hop spot icon up here on the left on the do you now then get to the md template let me show you what what happens no I don't yeah okay please oh no Jonathan I actually wanted to as a bookmark up in the bookmark oh okay yeah yeah I'm getting there it is something with it there is something

@51:00 - Rasmus Grönstedt (Assessio)

You just have to scroll down.

@51:01 - Anne-Marie Friborg (Assessio)

I guess. Yeah.

@51:04 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

But is there somewhere a collection of all the bookmarks? There. There you go. Yeah, there it is.

@51:08 - Rasmus Grönstedt (Assessio)

There it says it's up.

@51:10 - Jonathan Riis Gilmartin (sunrise.dk)

OK.

@51:10 - Anne-Marie Friborg (Assessio)

sorry. It's this one.

@51:12 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

Oh, I get it. Yeah, OK.

@51:13 - Jonathan Riis Gilmartin (sunrise.dk)

But it sounds like we can ask Rasmus as well.

@51:16 - Matthias Kämper (HR Diagnostics AG) (HR Diagnostics)

No, no. It's yours.

@51:18 - Anne-Marie Friborg (Assessio)

I use it on you.

@51:19 - Rasmus Grönstedt (Assessio)

Just because I got this one right doesn't mean I know everything. Yes, it does.

@51:24 - Anne-Marie Friborg (Assessio)

I feel you You are now certified super user now.

@51:27 - Jonathan Riis Gilmartin (sunrise.dk)

And we need you as many as possible.

@51:33 - Anne-Marie Friborg (Assessio)

And the training page, you just got it from I just can go via the search. Yeah, I the search, but where does it actually sit?

If you click on the MD dashboard, like the name, you will see it drop down, and then you can search for training page.

And then it sits there.

@51:53 - Jonathan Riis Gilmartin (sunrise.dk)

OK, and then it's just, OK, because I would.

@51:55 - Anne-Marie Friborg (Assessio)

Yeah. Yeah, got it. Thank you. You are very much welcome. we will update the training page this week.

@52:01 - Jonathan Riis Gilmartin (sunrise.dk)

Again, we had some things that has been part of the trainings these last couple of weeks that we are like currently updating.

then I will also send out a status on the current duplicate management situation, where we are just merging a lot of duplicates, which should make the overview for everyone a lot easier.

Yeah, perfect.

@52:23 - Anne-Marie Friborg (Assessio)

Perfect. Thank you for your time.

@52:25 - Jonathan Riis Gilmartin (sunrise.dk)

And we could end half an hour before. I hope it works for everyone. I'm glad that you have, I know you're busy people.

So I hope that you got something out of this and something is a bit more clear now. as always, you know, just write me if you have anything you need, and I will help as good as I can.

Thank you.

@52:45 - Anne-Marie Friborg (Assessio)

you. a nice evening.

@52:57 - Rasmus Grönstedt (Assessio)

you

MD Training Dashboards - 20 March 2025

MD Training Dashboards - March 20