Feature Overview

The Team Performance Dashboard is a comprehensive analytics tool that provides sales leaders with real-time visibility into their team's performance. This feature visualizes key sales metrics and categorizes reps into performance quadrants, enabling targeted coaching and strategic decision-making. By identifying strengths and areas for improvement across your sales organization, you can optimize team performance and drive consistent revenue growth.

Benefits to the User

• At-a-glance Performance Metrics: View critical KPIs for your entire sales team in one centralized location
• Performance Segmentation: Easily identify which reps are excelling and which need additional support
• Targeted Coaching Opportunities: Pinpoint specific areas where reps need guidance based on their placement in the performance matrix
• Pipeline Health Analysis: Understand the sustainability of your team's sales pipeline beyond just quota attainment
• Data-Driven Management: Replace subjective assessments with objective performance indicators

Accessing the Feature

1. Navigate to the "Sales Engine" section in the main nav
2. Click on "Team Performance"

Step-by-Step Usage Guide

Understanding the Dashboard Layout

The Team Performance Dashboard consists of two main sections:

1. Sales Team Performance Overview (top section)
   • Displays key metrics for the current quarter across all active sales reps
   • Shows percentage of team hitting quota
   • Presents average pipeline health
   • Includes average deal size and duration
   • Displays win rate of opportunities
   • Shows pipeline coverage of quota
2. Sales Performance Matrix (bottom section)
   • A quadrant visualization that plots reps based on two critical metrics:
     • Vertical axis: Quota attainment (low to high from bottom to top)
     • Horizontal axis: Pipeline health (low to high from left to right)

Interpreting the Performance Quadrants

The Sales Performance Matrix divides your team into four distinct quadrants:

1. Inconsistent Performers (Top Left - Yellow)
   • High quota attainment + Low pipeline health
   • Reps hitting targets but needing help building sustainable pipeline
   • Often indicates reps who closed one big deal but lack pipeline for future success
2. Star Performers (Top Right - Green)
   • High quota attainment + High pipeline health
   • Your top performers with strong deal quality and execution
3. Consistent Builders (Bottom Right - Blue)
   • Low quota attainment + High pipeline health
   • Reps with quality pipeline and good habits who may need help with closing techniques
4. Coaching Needed (Bottom Left - Red)
   • Low quota attainment + Low pipeline health
   • Reps requiring comprehensive coaching and support to improve performance

Interacting with the Performance Matrix

1. View All Reps:
   • By default, you'll see all reps plotted across the four quadrants
   • The size of each rep's bubble represents their total deal volume
2. Focus on a Specific Quadrant:
   • Click on any quadrant to zoom in and view those reps in more detail
   • When zoomed in, click the "All Quadrants" button in the top left to return to the full view
   • The current quadrant label appears in the top right when zoomed in
3. View Individual Rep Details:
   • Click on any rep's bubble to open a detailed modal overlay
   • The modal displays:
     • Rep name
     • Quadrant category
     • Quota attainment percentage
     • Pipeline health score
     • Pipeline coverage
     • Closed won deals
     • Closed lost deals
     • Win rate

Tips and Best Practices

• Regular Review: Check the Team Performance Dashboard weekly to identify trends and changes in rep performance
• Coaching Prioritization: Focus initial coaching efforts on reps in the "Coaching Needed" quadrant (bottom left)
• Sustainability Planning: Work with "Inconsistent Performers" (top left) to develop better pipeline building habits
• Closing Techniques: Provide targeted closing support to "Consistent Builders" (bottom right) to help convert their healthy pipeline
• Knowledge Sharing: Have "Star Performers" (top right) share best practices with the rest of the team
• Context Matters: Consider the bubble size (deal volume) when evaluating performance - some reps may work fewer, larger deals
• New Rep Considerations: Remember that newer reps may naturally appear in the "Coaching Needed" quadrant as they build their pipeline

By leveraging the Team Performance Dashboard, you can transform your sales management approach from reactive to proactive. Rather than relying on manual data collection or anecdotal evidence, you'll have a data-driven view of your team's performance that enables precise coaching interventions and strategic resource allocation. This visibility helps ensure your entire team contributes consistently to revenue goals while developing sustainable sales practices.