Signals Account Prioritization Dashboard

Qualified helps you generate more pipeline by identifying which website visitors are worth your sales reps’ time. Provide your leadership team a single dashboard that showcases who’s visiting your site, which sales rep owns each account, and how intense their Qualified Signals are.

The Account Prioritization Dashboard offers a clear picture of account behavior across your site and know where to focus your outbound team. Customize it further to meet your exact needs based on your unique segments and go-to-market strategy. 

How to Build the Account Prioritization Dashboard

You can download our Signals unmanaged package for a ready-made dashboard. If you don't want to download it, however, follow the steps below to build the Account Prioritization Dashboard from scratch.

1. Create a Salesforce Reports for Accounts with their Signals Score

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. Click the Edit Report Name icon to enter a new report title, like “Signals Engagement Scores with Accounts.“ When you’re done typing, click outside the textbox to save your update.
4. Select the following columns from the left panel:
   • The field you use to manage rep ownership, like “Account Owner” or “BDR Owner”
   • Account Name
   • Open Opportunity Count
   • Qualified Signals Engagement Score
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagement Trend
   • Last Activity
   • Days Since Last Activity
   • Type
   • Last Modified Date
   • Your other applicable fields like “Business Segment” or “6sense Buying Stage”
5. Click Filters.
6. From the left panel, click Show Me.
7. Select All accounts and click Apply.
8. Click Created Date and select All Time.
9. Click Apply.
10. From the Add filter… search bar, build these filters using the drop-down menus:

    Salesforce Field	Operator	Value
    Qualified Signals Engagement Intent	contains	fire,hot,warm
    Open Opportunity Count	less than	1
    Type	not equal to	Any types you don't want to include, like "Customer or Partner"

11. Click Run on the right.
12. Within the Qualified Signals Engagement Score column, click the Arrow icon and select Group Rows by this Field.
13. Within the Qualified Signals Engagement Trend column, click the Arrow icon and select Group Columns by this Field.

2. Create Salesforce Reports for Accounts Based On their Signals Engagement Intent

1. Create a new report in Salesforce.
2. Select Accounts and click Continue.
3. Click the Edit Report Name icon to enter a new report title, like “On Fire Accounts by Rep.“ When you’re done typing, click outside the textbox to save your update.
4. Select the following columns from the left panel:
   • The field you use to manage rep ownership, like “Account Owner” or “BDR Owner”
   • Account Name
   • Open Opportunity Count
   • Qualified Signals Engagement Score
   • Qualified Signals Engagement Intent
   • Qualified Signals Engagement Trend
   • Last Activity
   • Days Since Last Activity
   • Type
   • Last Modified Date
   • Your other applicable fields like “Business Segment” or “6sense Buying Stage”
5. Click Filters.
6. From the left panel, click Show Me.
7. Select All accounts and click Apply.
8. Click Created Date and select All Time.
9. Click Apply.
10. From the Add filter… search bar, build these filters using the drop-down menus:

    Salesforce Field	Operator	Value
    Qualified Signals Engagement Intent	contains	fire
    Open Opportunity Count	less than	1
    Type	not equal to	Any types you don't want to include, like "Customer" or "Partner"

11. Click Run on the right.
12. Within the Qualified Signals Engagement Intent column, click the Arrow icon and select Group Rows by this Field.
13. Within the Qualified Signals Engagement Trend and Account or BDR Owner columns, click the Arrow icon and select Group Columns by this Field.
14. Click the Arrow icon in the sales rep owner column and select Group Rows by this Field.
15. Repeat steps 1-14 to create two more reports for different Signals Engagement intents. You can name them:
    • “Hot Accounts by Rep” that filters Qualified Signals Engagement Intent: Hot
    • “Warm Accounts by Rep” that filters Qualified Signals Engagement Intent: Warm

3. Create a Salesforce Dashboard From Your Reports 

1. From the Dashboards tab, click New Dashboard.
2. Enter a name and click Create.
3. Click + Component to add and customize these components based on the “Signals Scores with Account” report:

   Title	Type	Setup
   Accounts by Signal Engagement Intent: On Fire, Hot, & Warm	Donut Chart	Sliced By: Qualified Signals Engagement Intent Value: Record Count
   Accounts by Signal Engagement Intent & Trend	Stacked Vertical Bar Chart	X-Axis: Qualified Signals Engagement Intent Y-Axis: Record Count

4. Add these components once per the “On Fire Accounts by Reps,” “Hot Accounts by Reps,” and “Warm Accounts by Reps” reports: 
   

   Title	Type	Setup
   On Fire Accounts by Engagement Trend	Vertical Bar Chart	Sliced By: Qualified Signals Engagement Trend Value: Record Count
   On Fire Accounts by Owner	Stacked Vertical Bar Chart	X-Axis: Account or BDR Owner Y-Axis: Record Count
   On Fire Accounts by Rep & Last Activity	Lightning Table	Columns: Account Name, Account or BDR Owner, Qualified Signals, Days Since Last Activity Sort By: Qualified Signals Score (descending)

5. Click Save.

Use Case

The RevOps leader at Trove Robotics is fixated on converting accounts that match their ideal customer profile. For better insight into who’s visiting their site and ready to buy, Admin Anna creates a few Salesforce reports and aggregates them within a single Salesforce dashboard.

The RevOps and Sales team leadership monitor the new Account Prioritization Dashboard daily, staying apprised of who’s visiting their site and one of their target accounts. With this overview perspective, they realize that they need to hire more sales reps to handle the high traffic volume of key accounts and ensure that reps are best equipped to pounce on the right visitors, at the right time.