Track KPIs That Matter Most
Transform your sales data into actionable insights with Custom Metrics - a powerful new feature that lets you create custom 1-5 scoring frameworks tailored to your specific business needs. Go beyond standard deal analysis to track the metrics that matter most to your organization.🎯 What’s New
Custom Scoring Framework
Create unlimited custom metrics with 1-5 scoring scales:- Custom Rubrics: Define exactly what each score (1-5) means for your business
- Flexible Categories: Organize metrics using the same tags as Decision Drivers
- Smart Rules: Configure when metrics should be calculated based on deal criteria
- AI-Powered Scoring: Automatic analysis with manual override capabilities
Default Metrics Enhanced
Five powerful default metrics are now available with customizable scoring rubrics:- Sales Execution: Quality of sales process and rep performance
- Relationship: Strength of buyer relationships and champion development
- Pricing Fit: How well pricing aligned with buyer expectations
- Product Fit: How well product capabilities met buyer needs
- Competitive Performance: Effectiveness against competitive alternatives
Advanced Analytics Dashboard
View metric performance over time with powerful visualization tools:- Line Charts: Track metric trends across time periods
- Bar Charts: Compare metric performance across different segments
- Multi-Metric Analysis: Select and compare specific metrics side-by-side
- Filtering Options: Analyze by deal stage, owner, region, deal size, and more
🚀 Key Benefits
For Sales Leadership
- Data-Driven Coaching: Identify specific areas where reps need improvement
- Performance Trends: Track team performance across custom business dimensions
- Predictive Insights: Understand which metrics correlate with deal success
- Standardized Evaluation: Consistent scoring framework across all deals
For Sales Operations
- Custom Reporting: Create metrics that align with your specific sales methodology
- Process Optimization: Identify bottlenecks and improvement opportunities
- ROI Analysis: Measure effectiveness of sales initiatives over time
- Territory Planning: Compare performance across regions and segments
For Sales Reps
- Clear Feedback: Understand exactly where deals succeeded or struggled
- Skill Development: Focus improvement efforts on specific competency areas
- Deal Insights: Rich context for post-deal analysis and learning
- Performance Tracking: Monitor personal improvement across custom metrics
📊 Analytics & Visualization
Win-Loss Dashboard Integration
Custom metrics seamlessly integrate with your existing win-loss analytics: Chart Types:- Line Charts: Perfect for tracking metric trends over time (monthly, quarterly, yearly)
- Bar Charts: Ideal for comparing performance across categories (teams, regions, deal types)
- Combined Views: Overlay multiple metrics to identify correlations and patterns
- Multi-Select Interface: Choose specific metrics to display and compare
- Save Views: Create saved dashboard configurations for quick access
- Export Options: Generate reports with custom metric data for stakeholders
- Date Ranges: Analyze performance across specific time periods
- Deal Segments: Filter by stage, owner, region, deal size, or custom criteria
- Comparative Analysis: Compare won vs. lost deals across custom metrics
- Trend Analysis: Identify improving or declining performance areas
Individual Deal Analysis
Every deal now includes custom metric scores with detailed context:- Score Cards: Visual 1-5 badges with color coding for quick assessment
- Detailed Explanations: AI-generated reasoning for each metric score
- Historical Context: See how scores compare to similar deals
- Edit Capabilities: Manual override for scores with audit trail
🛠️ Setup & Configuration
Creating Custom Metrics
Navigate to Settings > Deal Analysis > Custom Metrics:- Define Your Metric: Name and describe what you’re measuring
- Set Scoring Guidelines: Define what each score (1-5) means
- Choose Category: Organize using existing Decision Driver tags
- Configure Rules: Set when the metric should be calculated (deal size, stage, owner, etc.)
- Test & Deploy: Metrics automatically apply to new deals matching your rules
Example Custom Metrics
Technical Fit (Product & Features):- 1: Major technical gaps, multiple unmet requirements
- 3: Adequate technical fit, minor gaps
- 5: Perfect technical match, exceeds requirements
- 1: No clear champion, limited internal support
- 3: Identified champion with moderate influence
- 5: Strong champion actively advocating internally
- 1: Significantly disadvantaged vs. competitors
- 3: Competitive parity, neutral positioning
- 5: Clear competitive advantage, preferred vendor
Rule Configuration
Use familiar filtering options to control when metrics are calculated:- Deal Criteria: Amount, stage, region, deal type
- Owner Rules: Specific reps, teams, or roles
- Time Filters: Apply to deals within certain date ranges
- Custom Combinations: Mix and match criteria with AND/OR logic
📈 Getting Started
Quick Setup (10 minutes)
- Navigate to Settings > Deal Analysis > Custom Metrics
- Start with Defaults: Review and customize the 5 default metrics
- Create Your First Custom Metric: Focus on one key business dimension
- Set Rules: Configure when the metric should be calculated
- Test on Recent Deals: See how scoring works with your data
Best Practices
- Start Simple: Begin with 2-3 metrics before expanding
- Clear Guidelines: Make scoring criteria specific and measurable
- Team Alignment: Involve sales team in defining what each score means
- Regular Review: Refine metrics based on actual usage and insights
Viewing Your Data
- Individual Deals: Scores appear automatically on deal pages
- Analytics Dashboard: Navigate to Win-Loss Analytics for trend analysis
- Chart Selection: Use the metric selector to choose which scores to display
- Time Analysis: Toggle between line charts (trends) and bar charts (comparisons)
🎨 Analytics Examples
Performance Tracking
- Sales Execution Trends: Track coaching effectiveness over time
- Regional Comparisons: Compare product fit scores across territories
- Rep Development: Monitor individual improvement in relationship building
- Competitive Analysis: Identify where you consistently lose to specific competitors
Business Insights
- Metric Correlations: Discover which scores predict deal success
- Process Gaps: Identify stages where performance consistently drops
- Training Needs: Spot organization-wide weaknesses requiring attention
- Success Patterns: Understand what high-performing deals have in common
🔮 What’s Coming
Future Enhancements
- CRM Integration: Push custom metric scores to Salesforce/HubSpot custom fields
- Predictive Analytics: Use metric patterns to predict deal outcomes
- Team Benchmarking: Compare performance against industry standards
- Automated Coaching: AI-generated improvement recommendations based on metric scores
Advanced Analytics
- Correlation Analysis: Statistical relationships between metrics and outcomes
- Cohort Analysis: Track metric improvements over time for specific groups
- Forecasting: Predict future performance based on metric trends
- Custom Reports: Generate executive summaries with metric insights
🎓 Learn More
Ready to start measuring what matters most to your business?- Setup Guide: Navigate to Settings > Deal Analysis > Custom Metrics
- Analytics Dashboard: Visit Win-Loss Analytics to view metric trends
- Best Practices: Review our guide on effective metric design
- Support: Contact your success team for metric strategy consulting
Custom Metrics puts the power of tailored deal analysis in your hands. Start measuring success the way your business defines it.