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Description

Sales Dashboards: Selecting Indicators, Building the Dashboard and Steering Activity

Two days to build a dashboard that supports decisions rather than simply reporting results

  • 2 days — 14 h
  • In-person or virtual
  • Intermediate
  • Up to 6 participants

Many sales dashboards pile up figures that nobody uses. They arrive late, cover results that are already locked in and say nothing about what should be done next. Managers carry on steering by instinct and team meetings turn into commentary on past performance.

These 14 hours of training focus on the design and the practical use of a sales dashboard. Participants select activity and result indicators, build the layout of their own dashboard and define the reporting and review rhythm. Using the dashboard in team meetings and one-to-one reviews is covered at the end of the programme.

Learning objectives

  • Distinguish activity indicators from result indicators
  • Select a limited number of indicators aligned with the objectives pursued
  • Build a dashboard layout that is readable by its intended audience
  • Define the rhythm for producing and reviewing indicators
  • Use observed variances in team meetings and one-to-one reviews

What makes this programme different

A dashboard layout built on each participant's actual sales activity
A reasoned review of existing indicators and the removal of those that drive no decision
A performance review meeting run from the variances shown in a dashboard

Programme

1From Steering to Indicators

Measuring what drives a decision

  • Sales objectives and the measures to track
  • Activity, conversion and result indicators
  • Identifying indicators that have no effect on decisions
  • Levels of steering and dashboard audiences

2Building the Dashboard

From data to layout

  • Available data sources and their reliability
  • Precise definition of each indicator
  • Choice of visual formats and alert thresholds
  • Layout and reading hierarchy

3Pipeline Tracking and Forecasting

Anticipating rather than recording

  • Tracking live opportunities by sales cycle stage
  • Conversion rates and observed lead times
  • Building a year-end landing forecast
  • Identifying opportunities that have stalled

4Managerial Use of the Dashboard

Making variances speak

  • Preparing the performance review meeting
  • Analysing a variance and investigating its causes
  • Using the dashboard in one-to-one reviews
  • Sharing figures with the sales team and the effects on their behaviour

Who is it for

Sales managers · sales directors · sales administration managers and sales performance controllers.

Prerequisites

Managing a sales activity or being responsible for monitoring it.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.