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Pipeline Generation Report Overview

Aye
Updated

Objective

The purpose of this article is to provide information to Outreach Users in using the Pipeline Generation Report within the Outreach reporting suite. The Pipeline Generation Report helps Outreach users see how their teams are pacing on the activities they need to generate enough pipeline in the current quarter.

Applies To

  • Outreach User

Overview

What is the Pipeline Generation Report?

The Pipeline Generation Report is a calculator and series of charts that capture the metrics and methodology that the Outreach sales team uses to generate new pipeline. It’s intended to help sales managers predict how much activity each rep needs to do each week in order to hit their end of quarter goals, and track progress across their team.

Calculator

The suggested targets calculator combines user input with Outreach data to recommend weekly per-rep activity targets.

Inputs:

  • Pipeline Quota: Amount of new pipeline the team needs to generate in the current quarter.
  • Average SQL Value: Average opportunity amount represented by the team’s SQLs.
  • SQL Conversion Rate: Percentage of SQLs that typically convert to an open opportunity.

Outputs:

  • Weekly Meetings Booked: The total number of meetings a rep should book per week.
  • Weekly Calls Outbound: Number of calls a rep should make each week to book enough meetings.
  • Weekly Prospects Sequenced: Number of prospects a rep should add to sequence each week to have enough call tasks on subsequent days.

Filter Definitions

Filter Definition
Date

View metrics on the page by Today, Yesterday, This Month, Last Month, This Quarter.


Note: Dates are defined according to the user’s local time per their browser settings.
Team

Displays metrics on the page according to the selected teams.
User Displays metrics on the page according to the selected users.

Metric Definitions

Metric Name Definition
Cumulative Meetings Booked Total number of calendar invites sent to at least 1 external guest, regardless of whether the invite was accepted. Includes meetings that are not tied to sequences.
Meetings Booked per Day Total number of calendar invites sent to at least 1 external guest on a given day, regardless of whether the invite was accepted. Includes meetings that are not tied to sequences.
Meetings Conversion Rate Percentage of unique prospects who were both called and invited to any meeting in the given timeframe, divided by all prospects who were called in the timeframe.
Meetings Held Total number of meetings held in a selected timeframe excluding: deleted, canceled, manually marked ‘no show’ and meetings where all attendees have declined.
  • Note this is a slight deviation from the Meetings Held logic used in the Sales Execution Report (SER), which is the following, “Total number of meetings held with ALL invited guests in attendance for the selected timeframe. This excludes meetings deleted, canceled, manually marked no show and where at least 1 external attendee has declined.”
  • Meetings Held in SER was updated in August to align with a new definition of ‘Meetings Held’, as seen in the Pipeline Generation Report.
Meetings Held Rate Percentage of booked meetings scheduled to take place in the given time period that wasn't canceled, deleted or marked as "no-show."
Cumulative Calls Total number of outbound calls attempted or logged through Outreach in the selected period.
Correct Connect Rate Percentage of outbound calls marked with an “answered” call disposition type.

 

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