> ## Documentation Index
> Fetch the complete documentation index at: https://docs.usehindsight.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Custom Metrics

> Create custom 1-5 scoring metrics to analyze deal performance across dimensions specific to your business

## 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

**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

### 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**:

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

### 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

### 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)

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

### 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

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)

## 🎨 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?

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.*