View deal drivers

Sales manager, RevOps

Forecast Essentials*

Deal drivers deliver a broad view of how well each rep is doing on their pipeline deals, in order to facilitate effective coaching on the areas that need the most attention.

The metrics are created using an aggregation of all the warnings from the chosen deal board, for each individual. This highlights whether there's a bigger issue at hand with either one person or the entire team. You’ll have the tools needed to coach a particular rep who needs more support, or to organize team training where necessary.

How to view deal drivers for a particular team

Deals > Analytics > Drivers

Set up your deal driver metrics by selecting the right filters. Here’s how:

1. Team. Search for and select the manager whose team you want to view.

2. Show risk for. Use trends to see whether coaching has helped to improve an individual's scores. Select a time period to view trends over:

   1. Now – a snapshot of the current state.

   2. Last 30 days - data from the last month.

   3. Last 90 days – data from the last quarter.

3. Based on deal board. Select the deal board usually used to see the team's pipeline.

A set of metrics for the selected team will be displayed, 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.

Note:

No next call indicates no scheduled calls in the next 12 weeks.

Understanding the metrics:

• The warnings and their threshold settings make up the table columns.

• In each column, the 3 scores with the highest percentage will be highlighted yellow, and show where more attention is needed. For example, if a large proportion of an individual's deals only have one contact engaged on the prospect side, it’s probably a good time for some reinforcement on approaches for multi-threading.

• The highest percentage will appear in the brightest yellow, and means that warning was triggered on more deals for that individual.

• If more than 3 individuals have a high percentage, it suggests that the entire team needs training on that factor.

• Click in a cell to see the deals where the warning was flagged. Then click VIEW DEAL to go to the account page.

• The scores are specific to all deals on the selected deal board, its relevant warnings and their set thresholds. To change the metrics shown for the selected deal board, either edit it or create a new deal board with the warnings and filters you want to see. For example, to focus your coaching efforts on how reps are handling late stage deals.

*The features available to you depend on your company’s plan and your assigned seats.