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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.

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🎯 What’s New

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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

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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

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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

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🚀 Key Benefits

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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

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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

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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

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📊 Analytics & Visualization

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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
Metric Selection:
  • 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
Advanced Filtering:
  • 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

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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

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🛠️ Setup & Configuration

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Creating Custom Metrics

Navigate to Settings > Deal Analysis > Custom Metrics:
  1. Define Your Metric: Name and describe what you’re measuring
  2. Set Scoring Guidelines: Define what each score (1-5) means
  3. Choose Category: Organize using existing Decision Driver tags
  4. Configure Rules: Set when the metric should be calculated (deal size, stage, owner, etc.)
  5. Test & Deploy: Metrics automatically apply to new deals matching your rules

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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
Champion Strength (Relationship):
  • 1: No clear champion, limited internal support
  • 3: Identified champion with moderate influence
  • 5: Strong champion actively advocating internally
Competitive Position (Sales Execution):
  • 1: Significantly disadvantaged vs. competitors
  • 3: Competitive parity, neutral positioning
  • 5: Clear competitive advantage, preferred vendor

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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

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📈 Getting Started

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Quick Setup (10 minutes)

  1. Navigate to Settings > Deal Analysis > Custom Metrics
  2. Start with Defaults: Review and customize the 5 default metrics
  3. Create Your First Custom Metric: Focus on one key business dimension
  4. Set Rules: Configure when the metric should be calculated
  5. Test on Recent Deals: See how scoring works with your data

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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

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Viewing Your Data

  1. Individual Deals: Scores appear automatically on deal pages
  2. Analytics Dashboard: Navigate to Win-Loss Analytics for trend analysis
  3. Chart Selection: Use the metric selector to choose which scores to display
  4. Time Analysis: Toggle between line charts (trends) and bar charts (comparisons)

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🎨 Analytics Examples

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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

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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

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🔮 What’s Coming

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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

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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

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🎓 Learn More

Ready to start measuring what matters most to your business?
  1. Setup Guide: Navigate to Settings > Deal Analysis > Custom Metrics
  2. Analytics Dashboard: Visit Win-Loss Analytics to view metric trends
  3. Best Practices: Review our guide on effective metric design
  4. 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.