Comparing revenue and LTV by sales representative

Comparing the revenue generated by each sales representative allows you to compare the performance of different members of your sales team.


You can do this by adding a custom attribute to your customers called Sales Rep.


This can also be helpful when looking at the LTV (Customer Lifetime value), as viewing the chart by sales representative allows you to judge the sales process and gives an indicator of the quality of the relationship established during the sales cycle.

 

Adding a Sales rep attribute

You can add a Sales rep attribute to your customers at any time, but adding it when a customer begins a trial or when they become a paying customer will be the most useful.

You can add Sales rep to your customers manually with the Google Sheets integration. You can also send custom attributes to ChartMogul automatically using Zapier or the Enrichment API.

Once you have succeeded importing the attribute, it will appear on a customer's profile: 

customatt_profile.png

 

Comparing MRR by sales representative 

Adding a custom Sales rep filter:

  1. Navigate to the MRR Chart
  2. Click on ADD FILTER  
  3. Scroll down to attributes and choose Sales_rep 
  4. You’ll see a drop-down of available options for Sales rep. The number in the brackets represents how many of your customers have that value for the attribute:

choosefilter.png

 

Let's have a look at how you can compare the performance of your sales team by using segments:

  1. Click on New Segment
  2. Click on ADD FILTER 
  3. Scroll down to attributes and choose Sales_rep 
  4. Choose another Sales rep
  5. Select Customer since is between and set to 2019-10-01&2019-12-31
  6. Repeat these steps for the whole team

You will now see a comparison of the MRR generated by each sales rep by month for all the customers that signed up in Q4 2019:  

Screenshot_2020-04-01_at_11.33.13_PM.jpg

We can see in the example above that the difference in performance is quite noticeable. Jane is consistently bringing in large accounts where Greg seems to be underperforming compared to other team members. 

 

Comparing LTV by sales representative

To calculate LTV we use the formula Average Revenue Per Account / Customer churn rate, we are getting a prediction of how much revenue the customer will provide before they churn. 

Screenshot_2020-04-01_at_11.22.23_PM.jpg

Other features to note:

  • For frequently used segments, choose Save Segment to name and save that segment. Segments can be applied to any of the charts, the dashboard, maps, and the customer list. The filters in that segment will be available on all of the charts by clicking the down arrow:

Segmentdropdown.png

 

  • For frequently used charts and segments, you can click Save Chart. This will make the chart and any applied filters available at the top left in the Charts list under Saved charts.
  • You can change the date range of the chart in the top right-hand corner of the page.
  • You can switch between a line chart and a bar chart, as well as stacked chart.

Screenshot_2020-04-01_at_11.22.41_PM.jpg

 

Do you have an interesting ChartMogul use case that you would like share with other users? Please send it to support@chartmogul.com.