If you’ve ever stared at a sales dashboard, wondering what you’re supposed to do next, you’re not alone. Sales analytics tools promise “game-changing” insights, but most just drown you in charts. This guide is for anyone who wants to make sense of their sales data and actually do something useful with it—especially if you’re using Velaris. No buzzwords, no fluff—just a clear path to real, actionable insights.
Step 1: Know What "Actionable" Actually Means
Before you even open Velaris, get clear on what you need from your data. “Actionable” isn’t a fancy way to say “interesting.” It means you can look at a number or a trend and know exactly what to do next.
Ask yourself: - What decisions do you need to make this week? (e.g. Which deals need attention? Where are reps getting stuck?) - What’s costing you money or slowing you down right now? - Are you looking for quick wins, or systemic problems to fix?
Pro tip: Don’t let the tool define your questions. Start with what you actually care about, then see how Velaris can help.
Step 2: Get Your Data (Mostly) Clean
Garbage in, garbage out—no analytics tool can fix messy CRM data. Velaris pulls from your CRM, emails, notes, and more, but it can’t tell a duplicate from a real deal.
Here’s what’s worth your time: - Focus on key fields: Make sure deal stage, close date, owner, and value are up to date. Ignore fields nobody uses. - Ditch zombie deals: If it’s been untouched for months, close it out or mark it as lost. - Standardize stage names: “Proposal Sent” and “Proposal” shouldn’t be two different things.
You don’t need perfect data. Just enough to trust what you see on the dashboard.
Step 3: Find the Features That Matter (and Skip the Rest)
Velaris comes packed with analytics features, but not all of them are worth your attention. Here’s what actually helps:
1. Pipeline Health
- What to look for: Total pipeline value, deal stage breakdown, aging deals.
- Why it matters: You can spot bottlenecks and see if you have enough in the pipe to hit targets.
- What to ignore: Pie charts showing “won vs lost” deals over two years—they don’t help you today.
2. Deal Velocity
- What to look for: Average time in each stage, stalled deals.
- Why it matters: If deals are getting stuck, you know where to dig in (maybe your proposal process is clunky).
- What to ignore: Comparing your cycle to industry averages. Focus on improving your own numbers first.
3. Activity Tracking
- What to look for: Calls, emails, meetings per deal or per rep.
- Why it matters: Are your reps actually working the deals, or just updating fields? Low activity = low odds of closing.
- What to ignore: Vanity metrics like “emails sent” unless you know they correlate with wins.
4. Forecasting
- What to look for: Weighted pipeline, best-case/worst-case scenarios.
- Why it matters: Lets you spot gaps before they bite you in the end-of-quarter rush.
- What to ignore: Overly optimistic AI-driven forecasts—use them as a gut check, not gospel.
5. Custom Reports
- What to look for: Build reports around your process, not just what’s pre-built.
- Why it matters: If you run a pilot program or have a unique sales motion, tailor the analytics to match.
- What to ignore: Reports nobody reads. Kill them.
Step 4: Build a Simple Analytics Routine
If you only check analytics when the boss asks, you’re missing the point. Here’s a no-nonsense way to make it a habit:
- Monday: Review pipeline health. Are there red-flag deals?
- Midweek: Check activity and deal velocity. Who needs a nudge?
- Friday: Forecast review. Are you on track, or are there surprises?
Pro tip: Set up automated Velaris alerts for things you really care about (like deals stuck in “Negotiation” for 10+ days). Don’t go nuts—alerts should be rare, not background noise.
Step 5: Turn Insights Into Actions
Data’s only useful if you actually do something with it. Velaris can flag issues, but fixing them is up to you.
Here’s how to close the loop: - Spot the problem: Deal stuck in late stage for 30+ days. - Diagnose: Is it a pricing objection, a legal holdup, or just a lazy follow-up? - Act: Call the deal owner, clear the obstacle, or move it out of the pipeline. - Track if it worked: Did the deal move, or is it still stuck next week?
Don’t overthink it: If you see a trend (like deals always stalling after demo), don’t wait for a perfect solution. Try something quick—maybe a new follow-up template or a deal review session.
Step 6: Share What Matters (and Ignore the Rest)
Not everyone needs a 12-tab dashboard. Tailor what you share: - Sales reps: Give them their own pipeline and activity stats. Skip the company-wide charts. - Managers: Focus on pipeline health, forecast, and bottlenecks. - Execs: One-page summary with revenue, risk, and big wins/losses.
Pro tip: Use Velaris’ sharing features, but don’t send daily reports unless someone asks. Weekly or monthly is usually enough.
Step 7: Beware of the Analytics Rabbit Hole
It’s easy to waste hours slicing and dicing data. Remember: - Most “insights” are just noise. - If you can’t explain the takeaway in one sentence, move on. - Don’t chase tiny improvements. Get the basics right first.
Honesty Check: What Velaris Can and Can’t Do
What works: - Gives you a clear pipeline view without a lot of clicks. - Lets you customize reports to match your process. - Decent at spotting obvious bottlenecks and deal slippage.
What doesn’t: - Won’t magically make reps update CRM fields. - Can’t tell you why a deal is stuck—just that it is. - AI suggestions are hit or miss. Use your own judgment.
What to ignore: - Overly complex dashboards. - “Magic” AI-driven win predictions. - Any feature you have to Google three times to understand.
Keep It Simple and Keep Moving
Getting value from Velaris analytics isn’t about being a data scientist—it’s about asking the right questions and checking in regularly. Clean up your pipeline, focus on the features that actually answer your questions, and don’t get distracted by shiny charts. Start simple, act on what you find, and tweak your process as you go. That’s how you turn analytics into actual sales results.