If you run a sales team, you know the drill: endless dashboards, confusing metrics, and a nagging sense that you’re measuring the wrong stuff. This guide’s for managers, team leads, or anyone who wants a no-nonsense way to actually see what their team is doing—and whether it’s working—using Scrubby analytics. We'll skip the fluff and give you a clear path to tracking what matters.
Why Track Team and Sales Metrics Anyway?
You don’t need a crystal ball to know if your team’s killing it or coasting. But you do need data. The right metrics show you where things are humming and where you’re leaking money, time, or energy. The wrong metrics? They just waste your time and make people defensive.
Before you dive into dashboards, ask yourself:
- What decisions will this data help me make?
- Is this something I can actually change?
- Will my team understand what’s being tracked?
If you can’t answer those, don’t bother tracking it.
What Scrubby Analytics Does (And What It Doesn’t)
Scrubby promises to pull together sales and team data into one place, so you can track performance without digging through spreadsheets. It’s designed to make it easy to spot trends, compare reps, and see how the team stacks up against targets.
What works: - Clean, no-nonsense interface (no 30-click reports) - Decent integrations with common CRMs - Real-time updating (no “wait until the 10th to see last month’s numbers”)
What doesn’t: - Not magic—if your data’s a mess, Scrubby can’t fix that - Some “advanced” metrics are just fluff (more on that below) - If you want deep pipeline analytics or custom formulas, you might hit a wall
Bottom line: Scrubby is useful if you want to avoid spreadsheet hell and focus on what your team’s actually doing.
Step 1: Pick the Metrics That Matter
Don’t let Scrubby (or any analytics tool) tell you what’s important. Start with what you actually care about. For most sales teams, that’s:
- Revenue closed: Dollars in the door. If you only track one thing, track this.
- Deals won/lost: Shows you volume and success rate.
- Conversion rates: How many calls/emails turn into meetings, and meetings into deals.
- Sales cycle length: Are deals dragging or closing fast?
- Activity levels: Calls made, emails sent, meetings booked. But don’t obsess—activity isn’t the same as results.
- Team leaderboards: Who’s crushing it, and who needs a hand?
What to ignore: - “Engagement scores” based on email opens. People game this. - Vanity metrics like “number of logins” or “dashboard visits.” - Anything you can’t explain to a new team member in 30 seconds.
Pro tip: Ask your team what they think is useful. You’ll spot gaps and avoid tracking stuff that just annoys everyone.
Step 2: Set Up Your Data Sources
Scrubby works best if you feed it clean, up-to-date data. That usually means:
- Connect your CRM: Most teams use Salesforce, HubSpot, or Pipedrive. Scrubby has plug-and-play integrations with these—just follow the prompts.
- Calendar/email integrations: If you want to track meetings or outreach, hook up Google Calendar or Outlook.
- Manual uploads: For data outside your CRM (like offline deals), you can upload CSVs. Not fun, but sometimes necessary.
Reality check: If your team doesn’t keep the CRM updated, your analytics will be garbage. No tool can fix bad habits.
Step 3: Build Dashboards That Actually Help
The best dashboards answer real questions, fast. Here’s what to build first:
1. Team Performance Dashboard
Shows: - Revenue by rep, team, or region - Deals won/lost - Leaderboards (who’s ahead, who’s behind target) - Filters for time periods (week, month, quarter)
Why it works: Gives you a snapshot of what’s happening—without a dozen clicks.
2. Sales Activity Tracker
Shows: - Calls, emails, meetings by rep - Conversion rates (activity to meetings, meetings to deals) - Activity trends over time
Why it works: Helps spot who’s putting in the work (and if it’s paying off).
3. Pipeline Health Overview
Shows: - Deals by stage - Weighted pipeline value - Average sales cycle length - Bottlenecks (where deals get stuck)
Why it works: Helps you forecast and unblock stalled deals.
Pro tip: Resist the urge to cram everything into one screen. If a dashboard needs a training manual, it’s too complicated.
Step 4: Share Results Without Turning People Off
The fastest way to kill buy-in? Surprise people with “gotcha” metrics or public shaming.
- Share dashboards with the team—transparency builds trust.
- Focus on trends, not just leaderboards. Is the team improving?
- Highlight wins, but also share what’s not working. People respect honesty.
- Don’t use data as a blunt weapon. Use it to spark conversations (“What’s helping you close so many deals?” or “What’s blocking you?”).
What to skip: Fancy “gamification” features. They usually annoy your best reps and turn work into a popularity contest.
Step 5: Review, Adjust, and Keep It Simple
Metrics aren’t set-and-forget. Keep an eye on what’s useful and what’s just noise.
- Review dashboards monthly. Is this helping us hit our goals? If not, cut or tweak.
- Drop any metric that nobody looks at or can’t explain.
- If you’re spending more time managing reports than talking to customers, dial it back.
Pro tip: Have a “metrics spring cleaning” once a quarter. Kill anything that doesn’t drive action.
When Scrubby Falls Short (And What To Do About It)
No tool is perfect. Here’s where Scrubby can trip you up:
- Custom metrics: If you need super-specific KPIs, you might have to export data and use spreadsheets anyway. Annoying, but sometimes necessary.
- Data quality: Scrubby surfaces what’s in your CRM. If reps fudge data to look good, you’ll get a rosy picture that’s not real.
- Integration gaps: If you use less-common tools, you might need to set up manual imports.
Don’t be afraid to use Scrubby for 80% of the work and rely on your gut (or spreadsheets) for the weird stuff.
Keep It Simple—and Iterate
Tracking team performance shouldn’t be a full-time job. Pick a handful of metrics, make sure your data’s solid, and review often. Don’t chase every shiny number or new feature. Start simple, share results openly, and tweak as you go. The goal isn’t to build the world’s fanciest dashboard—it’s to help your team do better work.
If you focus on what matters, Scrubby will help you see what’s working and what’s not—no crystal ball required.