If you’ve ever stared at a sales dashboard wondering what matters and what’s just noise, you’re not alone. This guide is for sales managers, team leads, and sales ops folks who want to actually use data to get better results—not just fill out a report. We’ll walk through how to use the GetSales analytics dashboard to spot real trends, figure out what’s working, and avoid chasing useless metrics.
Let’s get practical about finding your winning sales strategies—no fluff.
Step 1: Get Your Data House in Order
Before you can trust any dashboard, make sure the data going in isn’t junk. GetSales pulls from your CRM and other sales tools, but it’s only as good as the inputs. Here’s what to check:
- Are your sales stages defined and up-to-date? If your team is logging calls in random stages or skipping steps, your funnel data won’t mean much.
- Are reps consistently logging activities? If only half the team logs meetings, you’ll never see what’s actually effective.
- Is duplicate or missing data a problem? Clean it up—or at least know where the holes are.
Pro tip: Do a quick “sanity check” on any dashboard widget that looks weird. If one rep’s numbers are way off, dig into their records before you jump to conclusions.
Step 2: Focus on Outcomes, Not Just Activity
It’s tempting to obsess over “calls made” and “emails sent,” but raw activity rarely tells you what’s moving the needle. In GetSales, steer your attention to outcome-based metrics:
- Conversion rates by stage: Are prospects getting stuck after the demo? That’s your bottleneck, not the number of demos booked.
- Time in stage: Are deals languishing in “Negotiation” forever? That’s a red flag.
- Win/loss rates: Which reps or teams are actually closing, and where are deals falling apart?
Ignore vanity metrics. Seeing 1000 emails sent looks impressive… until you realize only five got responses. Focus on what leads to closed deals.
Step 3: Break Down Performance by Segment
Not all customers, products, or reps behave the same. Use GetSales filters to slice your data:
- By rep: Who’s consistently beating quota? What are they doing differently?
- By product/service: Is one offering outselling the rest? Should you double down or adjust positioning?
- By customer segment: Are SMBs closing faster than enterprise? Are certain industries easier wins?
What works: Comparing segments side-by-side often highlights hidden patterns. Maybe you’re killing it with manufacturing leads but spinning your wheels with tech startups.
What doesn’t: Don’t fall for “best practice” decks that ignore your own data. Just because something worked for another industry doesn’t mean it’ll move the needle for you.
Step 4: Dig Into the Sales Funnel
The classic funnel view isn’t just for show. In GetSales, look for:
- Drop-off points: Where are most prospects bailing? Is it after the first call, demo, or proposal?
- Velocity: How quickly are deals moving from stage to stage? Slowdowns hint at friction (bad pricing, unclear value, too many approvals).
- Top-of-funnel vs. bottom-of-funnel: Are you generating enough pipeline, or is the problem closing deals?
Pro tip: Don’t just look at the funnel once a month. Trends matter more than snapshots. If conversion from “Demo” to “Proposal” suddenly drops, that’s worth a closer look.
Step 5: Study “Won” vs. “Lost” Deals
One of the most useful features in GetSales is the ability to compare closed-won and closed-lost opportunities. Here’s how to use it:
- Look for patterns: Do won deals share a common source, deal size, or timeline?
- Check activity logs: Are successful deals getting more touchpoints? Or just better-timed follow-ups?
- Read the notes: Sometimes the “why we lost” field is gold. If you see “pricing” pop up again and again, believe it.
What works: Actually reading through a few lost deal notes. There’s often more insight there than in any chart.
What doesn’t: Blaming losses on “bad leads” every time. If you’re losing for the same reasons, it’s not just the leads.
Step 6: Use Leaderboards—But Don’t Get Distracted
Leaderboards in GetSales are great for seeing who’s on top, but they can also create noise:
- Spot the outliers: If one rep is crushing it, dig into their deals. Are they focusing on a certain segment or using an approach others aren’t?
- Beware of sandbagging: Some reps hold off on closing deals until the next quarter. Look for weird end-of-month or end-of-quarter spikes.
- Don’t ignore steady performers: The quiet rep who always hits target is worth learning from, too.
Pro tip: Use leaderboards to spark useful conversations, not create rivalry. Ask top reps to walk through their process in a team meeting.
Step 7: Set Up Alerts and Reports—But Don’t Go Overboard
Automated alerts in GetSales can be a game-changer, if you pick the right ones:
- Trigger alerts for real problems: Like when conversion rates drop below a certain threshold or deals stall for weeks.
- Set up weekly digests: Get a summary of key metrics every Monday, so you spend less time clicking around.
- Skip the noise: Don’t set up alerts for every minor blip, or you’ll start ignoring them all.
What works: Reports that track trends, not just raw numbers. “Demo-to-close conversion rate over the last six months” is more useful than “number of calls last week.”
What doesn’t: Endless email notifications. If you’re deleting half your alerts, your setup needs work.
Step 8: Test, Tweak, and Repeat
No dashboard is a magic 8-ball. The real value comes from running small experiments:
- Try a new pitch, then watch conversion rates. Don’t wait months—look for early movement.
- Adjust your follow-up cadence. Does more/less contact help? The numbers will tell you, if you measure the right thing.
- Pilot new industries or products. See how they perform vs. your baseline.
Keep it simple: Too many changes at once, and you’ll never know what actually worked.
Step 9: Share Insights—Not Just Data
Don’t just screenshot a chart and call it a day. Use what you learn from GetSales to drive action:
- Highlight what’s actually working. “We win more deals when we send a recap email within 2 hours of a demo.” That’s actionable.
- Call out what to stop doing. If cold calls never convert, maybe it’s time to focus elsewhere.
- Get input from the team. Sometimes, the numbers miss the story behind a deal. Ask your reps for context.
Pro tip: Regularly sharing “what’s working, what’s not” keeps everyone focused on improvement, not just reporting.
Keep It Simple—and Iterate
GetSales is a powerful tool, but no dashboard will tell you what to do if you’re just hunting for a silver bullet. Keep your analysis focused on outcomes, watch for real trends, and don’t be afraid to change course if something isn’t working. The best sales strategies come from testing, learning, and repeating—one honest insight at a time.