Sales Tools – Heat Map Example

After posting Sales Tools – Keep Them Simple (e.g. A Heat Map) I got a couple of comments saying “show an example.” (Now that’s a great example of NOT keeping it simple – I’ll verbally describe things instead of graphically showing you the example – duh… sorry about that. I bet you wouldn’t believe me if I told you that I’ve read Tufte’s The Visual Display of Quantitative Information.)

The heat map above shows you that we have Company_1 and Company_3 as customers, we’ve pentrated Company_1 really well but have some work to do on Company_3, we should be making good progress on Company_2, and we’ve got a long way to go on Company_4 and Company_5. I also think MikeL should spend some time with JimR figuring out how to pentrate a Division_2 type customer and MaryB should probably spend some time with JimR also talking about Division_3 type customers, especially in Europe.

Now – envision this as 20 companies instead of 5 and 10 sales people instead of 3 and you can see how you could quickly see patterns that would be hard to otherwise see in a traditional sales pipeline report.

  • Great — thanks for the graphical example of the heat map. It really helps me to understand the tool and how powerful it could be.

  • James

    Thanks for sharing this. This is cool and agree the visual representation helps see the big picture quickly. Do the green and yellow colors mean anything (i.e., revenue, sales, etc)?

  • It may be a long standing obsession with topo maps, but I love this approach to representing data. One of the reports that I use daily shows a distribution of items across a scale of 1% – 100%.

    There’s a snip here for visualization purposes. The darker the color of the cell, the greater the number of items that have fallen into that slot. While it doesn’t completely eliminate the need to check the source data and other summaries that I run, it’s an excellent way to get a quick and (to me, at least) intuitively obvious view of how the data is falling out.

  • Blue: All existing customers.
    Green: Active sales activity.
    Yellow: No active sales activity.
    Red: Company told us to go away.

  • Thanks for sharing Brad

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