Understand what drives deals
- 1 minute read
- Contributors
Understand what drives deals
- 1 minute read
- Contributors
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Where to go? Deals > Analytics > Drivers
Get a pivoted view of how your team is doing overall on their pipeline deals - from a coaching perspective.
Based on your chosen deal board, see how each rep runs their end-to-end deals process in real-time data, and use these metrics to focus on the areas that your reps need coaching on.
Head into your next coaching conversation armed with what’s really going on in your pipeline, so that the whole team can up-level their game and crush their number.
Set your filters
Select your team: search for and select the manager whose team you want to see.
Select the time range: select the time range for the report:
Now - a snapshot of the current state
Last 30 days, Last 90 days - Aggregated data over the last month or quarter
Select a deal board: select the deal board that you usually use to see your team's pipeline. The board's filters are also displayed.
The board shows a set of metrics for the selected team, with the number of deals they had open (for at least 1 day in the selected time range), and the percentage of deals that had a warning for at least one day during the selected time period. The warnings and their threshold settings make up the table columns.
The shaded cells show where attention is needed. For example, if you see that a large proportion of a rep’s deals only have one contact engaged on the prospect side, it’s probably a good time for some reinforcement on tactics for multi-threading.
Note:
"No next call" indicates no scheduled calls in the next 12 weeks.
Click in a cell to open a side panel that enables you to drill into the deals behind the numbers, and see additional info on both the account and the deal warning.
Click a deal to go to the account page.
To change the metrics shown for the selected deal board, either edit or create a new deal board with the warnings and other settings you want to see.
For example, you might want to focus your coaching efforts on how reps are handling late stage deals.
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