If you manage a sales team, you know the headache of tracking performance. Too many dashboards, not enough clarity. You're not alone if you've tried five tools, got lost in spreadsheets, and still don’t trust the numbers. This guide is for managers, ops folks, and founders who want to actually understand what’s going on with their sales teams—and do something about it.
We’ll look at how to use Solidroad to track and analyze the metrics that matter, cut through the noise, and keep things actionable. I’ll call out what’s useful, what’s a waste of your time, and where Solidroad’s got rough edges. Let’s get started.
Why Most Sales Metrics Are a Mess
Sales software loves to overwhelm you with options: charts, graphs, and KPIs—half of which you didn’t ask for. Here’s what I’ve found:
- Too many metrics = no focus. Most teams track way too much, then ignore it.
- Data’s only as good as what goes in. If your CRM’s a mess, don’t expect miracles.
- Analysis paralysis is real. If you can’t act on it, it’s just noise.
Solidroad tries to fix some of this by making setup and tracking simpler, but no tool solves everything. The good news: you don’t need perfect data to make better decisions.
Step 1: Figure Out What You Actually Need to Track
Before you even log in to Solidroad, get clear on your goals. Don’t just turn on every metric because it sounds impressive. Start with questions like:
- Where is the sales process breaking down? (e.g., not enough calls, deals stall late)
- What do I actually want to improve? (win rate, speed, pipeline health)
- What does the team care about?
Pro tip: Pick 3–5 core metrics. Here are the ones most teams should care about:
- Win rate: Percentage of deals closed/won.
- Average deal size: Revenue per deal.
- Sales cycle length: Days from first touch to close.
- Pipeline coverage: Value of pipeline vs. quota.
- Activity metrics: Calls, emails, meetings per rep.
Skip the rest unless you have a specific reason. Vanity metrics (e.g., “total emails sent”) rarely move the needle.
Step 2: Set Up Solidroad for Your Team
Alright, now open up Solidroad and get started.
2.1 Connect Your Data
Solidroad pulls from your CRM (Salesforce, HubSpot, Pipedrive, etc.). Here’s what matters:
- Connect the CRM your team actually uses. Don’t bother syncing every system “just in case.”
- Make sure your pipeline stages make sense. If your CRM stages are a mess, clean them up first—otherwise, your metrics will be garbage.
- Decide who sees what. Solidroad lets you set up views by team, role, or region. Don’t give everyone access to everything unless you like chaos.
What works: Setup is pretty straightforward, and the sync is fast.
What doesn’t: If your CRM data is inconsistent (e.g., reps skipping fields, duplicate deals), Solidroad can’t magically fix it. Garbage in, garbage out.
2.2 Define Your Metrics
Don’t let Solidroad’s “suggested KPIs” distract you. Go back to your list of 3–5. Set those up first:
- Custom fields: Solidroad lets you create custom metrics, but keep it simple at the start.
- Targets and alerts: Set realistic targets—not “stretch goals” that demotivate everyone. Use alerts for real issues, not every blip.
- Segmentation: Use filters to break down metrics by rep, team, or product—whatever fits your org.
Ignore: The temptation to track “everything just in case.” You’ll just drown in noise.
Step 3: Make Sense of the Data
Now, the fun (and sometimes frustrating) part: actually using the data.
3.1 Dashboards That Don’t Suck
Solidroad’s dashboards are clean, but you still have to choose what to show. Some advice:
- Pin your core metrics up top. Hide the rest.
- Compare periods: Month-over-month or quarter-over-quarter is usually enough.
- Watch for outliers: One rep crushing it? One dragging everyone down? Dig in.
What works: The “focus view” is genuinely helpful—lets you zero in on deals at risk or reps who need help.
What doesn’t: The “AI insights” sometimes state the obvious (“Your win rate is down”). Use them as a nudge, not gospel.
3.2 Dig Into the Pipeline
The pipeline view is where Solidroad shines a bit brighter:
- See stuck deals: Quickly spot deals stalled in a stage. Click in, see the history, and actually do something about it.
- Forecasting: It’s better than most, but don’t bet the farm. These are still just best guesses.
- Drill down: Look at specific reps or product lines—helps in 1:1s.
Beware: Forecasts are only as good as your inputs. If reps sandbag or overpromise, the numbers will lie.
Step 4: Use Insights to Drive Action (Not Just Reports)
Metrics are only useful if you do something with them. Here’s how to make Solidroad actually help your team, not just fill your inbox with charts.
4.1 Run Better 1:1s and Team Meetings
- Start with the metrics: Don’t let meetings drift into anecdotes.
- Focus on why, not just what: If someone’s behind on calls, ask what’s getting in their way—not just to “do more.”
- Spot coaching moments: Use the data to find patterns (e.g., deals stalling at proposal). That’s where you dig deeper.
Pro tip: Don’t weaponize the data. Use it to help, not shame.
4.2 Course-Correct in Real Time
Solidroad’s alerts can nudge you when numbers dip. But don’t overreact to every alert—look for trends, not blips.
- Weekly check-ins beat monthly fire drills.
- Adjust targets if reality changes: If your pipeline shrinks, don’t pretend you’ll magically hit quota.
4.3 Share Wins (and Losses) Transparently
- Highlight what’s working: If someone’s closing deals faster, let them share how.
- Talk about misses: Openly discuss what’s not working, too. The data’s there to help, not just congratulate.
Step 5: Don’t Let the Tool Run You
It’s easy to let any new tool—Solidroad included—take over. Here’s how to keep it under control:
- Review your metrics quarterly: What’s still useful? What’s just noise?
- Keep your CRM clean: No tool can help if reps don’t log data.
- Don’t chase perfection: Good-enough data beats “perfect” dashboards that never get used.
What to ignore: Fancy features you don’t need yet. Stick to basics until you’ve got them working.
Common Pitfalls (and How to Avoid Them)
- Chasing too many metrics: You’ll just confuse everyone.
- Blaming the tool: It’s not magic. If your process is broken, no dashboard will fix it.
- Ignoring the team: Ask for feedback. If reps hate the tool, adoption will tank—and so will your data quality.
- Letting it get stale: If you set it and forget it, you’ll end up back in spreadsheet hell.
Keep It Simple, Iterate, Repeat
Solidroad won’t fix bad sales processes, but it can help you see what’s working and what’s not—if you use it with intention. Pick a handful of metrics, review them regularly, and focus on action over dashboards. Adjust as you go. You’ll get better results (and fewer headaches) by keeping things simple and tweaking over time.
If you’re overwhelmed, just pick one metric and start there. You can always add more later. The goal isn’t to impress anyone—it’s to help your team actually sell more.