The Dashboard of Shame

Sales managers empower their reps to meet their goals and stay on task. Sometimes even your most trusted reps need a gentle nudge to connect with their accounts and move a deal forward.

The Dashboard of Shame highlights which accounts have no recent logged activity despite demonstrating buyers' intent in Qualified Signals. Create this dashboard for your leadership and sales reps alike to stay on track to meet quota. 

How to Build the Dashboard of Shame

With the steps below, your Salesforce admin can create a dashboard with the components and data that will motivate and enable your team best. 

1. Install the Signals Unmanaged Package

1. Reach out to your Qualified Success Architect for the password.
2. Go to the Signals package’s installation page.
3. Enter your username and password for your Salesforce organization and click Log In. The installation page will appear.
4. Enter the password provided by your Qualified Success Architect.
5. Select Rename conflicting components in package. 
6. Select Install for All Users.
7. Click Install.
8. Click Done.

2. Create a Salesforce Reports for Accounts without Recent Activity

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 “Hot and On Fire Accounts with No Activity.“ 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 Intent
   • Qualified Signals EngagementTrend
   • Days Since Last Activity
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
    Open Opportunity Count	less than	1
    Type	not equal to	Any types you don't want to include like "Customer" or "Partner"
    Last Activity	less than	LAST 15 DAYS (Create as a relative date filter.)

11. Click Run on the right.
12. Within the Qualified Signals Engagement Intent and sales rep owner columns, click the Arrow icon and select Group Rows by this Field.
13. Repeat steps 1-13 to create a second report titled “Surging and Warm Accounts with No Activity” that filters for surging and warm Engagement Trends.

3. Create a Salesforce Report for New Assigned Accounts without Recent Activity

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 “New Accounts with No Activity.“ When you’re done typing, click outside the textbox to save your update.
4. Select the following columns from the left panel:
   • Account Name
   • The field you use to manage rep ownership, like “Account Owner” or “BDR Owner”
   • Days Since Last Activity
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
    Open Opportunity Count	less than	1
    Last Activity	less than	LAST 15 DAYS

11. Click Run on the right.
12. Click the Arrow icon in the sales rep owner column and select Group Rows by this Field.

4. Create a Salesforce Dashboard From Your Reports 

1. From the Dashboards tab, click New Dashboard.
2. Enter a name and click Create.
3. Click + Componentto add and customize five components:
   • Create a Metric Chart and Stacked Horizontal Bar Chart from the “Hot and On Fire Accounts with No Activity” report.
   • Create a Metric Chart and Stacked Horizontal Bar Chart from the “Surging and Warm Accounts with No Activity” report.
   • Create a Lightning Table with the “New Accounts with No Activity” report.
4. Click Save.

Use Case

As Trove Robotic’s pipeline grows, sales reps and account executives are busy. While mistakes happen—we’re all human after all—their CRO and sales managers want a better way to prevent hot deals from slipping away. Admin Anna creates a few Salesforce reports and presents them within a single Salesforce dashboard.

Over their morning coffee, Manager Marco opens the new dashboard and sees that a newly assigned account received no outreach in the last 15 days. They let Rep Riley know that the account has surging Engagement and Research, who takes immediate action to engage the prospect.