Feature Overview

The Action Priority Matrix is a powerful visualization tool within GTM Engine's Sales Engine that helps you prioritize your sales opportunities based on two critical factors: deal health and probability of closing this quarter. The matrix organizes your deals into four strategic quadrants, allowing you to quickly identify which opportunities need immediate attention and which are on track to close as expected.

Benefits to the User

• Strategic Focus: Instantly see where to direct your selling efforts for maximum impact
• Time Optimization: Quickly identify which deals deserve your immediate attention
• Visual Deal Assessment: Understand deal health across your entire pipeline at a glance
• Deal Size Awareness: Bubble sizes represent deal amounts, helping you prioritize high-value opportunities
• Informed Decision-Making: Make data-driven decisions about which deals to pursue or deprioritize

Accessing the Feature

1. Navigate to the "Sales Engine" section in the main nav
2. Click on the "Forecast" page
3. The Action Priority Matrix will be displayed in the middle of this dashboard

Step-by-Step Usage Guide

Interpreting the Matrix Axes

• X-axis (Horizontal): Deal health score, increasing from left to right
  • This score is calculated by GTM Engine based on analysis of all digital touchpoints
  • A higher score indicates a healthier deal with more positive signals
• Y-axis (Vertical): Probability of closing this quarter, increasing from bottom to top
  • Higher positioning indicates greater likelihood of closing in the current quarter

Understanding the Matrix Quadrants

The Action Priority Matrix is organized into four quadrants, each representing a different combination of deal health and probability:

1. Urgent Attention (Top Left - Yellow)
   • Low health score but high probability of closing this quarter
   • These deals need immediate action to improve their health
   • Focus here to rescue high-probability deals at risk
2. Safe Bets (Top Right - Green)
   • High health score and high probability of closing
   • Your most reliable opportunities likely to close as expected
   • Monitor these deals to ensure they stay on track
3. Acceleration Opportunities (Bottom Right - Blue)
   • High health score but lower probability of closing this quarter
   • These deals have good foundations and could be accelerated with the right focus
   • Look for ways to move these deals forward in your pipeline
4. Deprioritize (Bottom Left - Red)
   • Low health score and low probability of closing
   • Consider deprioritizing or postponing these opportunities
   • Redirect your efforts to more promising deals

Working with Deal Bubbles

• Each bubble in the matrix represents an individual deal
• Bubble Size: Indicates the deal amount - larger bubbles represent higher-value deals
• Viewing Deal Details:
  1. Click on any bubble to see more information about that specific opportunity
  2. You'll see details including dollar amount, health score, close date, predicted close date, forecast category, and owner
  3. You can access the full opportunity details by clicking the link to view in the pipeline view

Exploring Specific Quadrants

1. Click on any quadrant to zoom in and focus on that specific category of deals
2. Once zoomed in:
   • Look for the link in the top left to return to all quadrants
   • The quadrant name will be displayed in the top right
   • Review the deals within that quadrant to inform your sales strategy
3. Click the "Back to all quadrants" link to return to the full matrix view

Tips and Best Practices

• Start your day by checking the "Urgent Attention" quadrant to identify deals that need immediate action
• Regularly review the "Safe Bets" to ensure nothing has changed that might affect their status
• Look for opportunities in the "Acceleration" quadrant that could be moved up with targeted effort
• Consider reallocating time away from deals in the "Deprioritize" quadrant unless there are strategic reasons to pursue them
• Pay special attention to larger bubbles (higher-value deals) in each quadrant when prioritizing your time
• Use the matrix during team meetings to align on priorities and discuss strategies for moving deals forward
• Check the matrix before forecasting calls to have a clear picture of your pipeline health

The Action Priority Matrix eliminates the need for manual pipeline analysis and guesswork, giving you a data-driven view of where to focus your selling efforts. By leveraging GTM Engine's automatic analysis of all digital touchpoints, you can make more informed decisions about deal prioritization and resource allocation, ultimately leading to improved win rates and more accurate forecasting.