Outreach Commit Metrics Overview

Purpose

The purpose of this article is to provide Outreach Users information about the metrics used within Outreach Commit.

Intended Audience

• Outreach Admins

Outreach Commit Metrics Overview

12 Month Rolling Funnel

The 12 Month Rolling Funnel metric gives you a view into how each of your lead sources and their associated pipeline looks coming into each month.

For each of the last 12 months, the amount of pipeline on the first day of each month that was set to close in that same month is shown broken down by your lead sources. The total amount of pipeline for that month that was open on the first day of the month is displayed at the top of each bar.

Average Discount Rate

Average Discount Rate analyzes the average discount amount month over month. This is a major driver behind increasing ACV. Utilize this key metric to determine if your team is increasingly improving or staying stagnant when discounting.

Closed Lost Reason

The Closed Lost Reason metric breaks down the various lost reasons you have in your CRM and helps you analyze where deals are getting lost, what the average value of those deals are and what the breakdown looks like.

Each of your Closed Lost Reasons is shown in the table view on the right side, keyed by color. For each of the averages, Commit looks at all closed lost deals within the last 12 months (by default).
For the percentage lost over the last 90 days and last year, Commit analyzes deals that were marked closed lost within that time period and shows you the percentage of lost deals that were for that given reason.

In the tooltip, you can see the number of deals in the last 90 days that were lost due to that particular reason and the total value of all of those deals.

Coverage to Date

Coverage to date is a metric pertaining to how much pipeline your business has compared to how much more pipeline is needed to hit quota. This metric highly depends on win rates, number of opportunities, and the value of these opportunities. Understanding if you have the coverage needed is critical to knowing where to focus time and increase pipeline.

Deal Pacing

The Deal Pacing metric provides the answer to the question "How many of the dollars in my pipeline are pacing per my normal win model?"

To provide this answer, the metric breaks down all the deals that are currently open which have a close date within the current sales period.

From those deals, Outreach Commit analyzes the pacing (time in each stage) and the time between now and the close date (time remaining to close).

Given the current remaining time in the sales period, the Deal Pacing metric shows the amount of pipeline likely to close based on historical pacing from the stage in which each deal currently resides.

Intra-Period Revenue

Intra-Month or Intra-Quarter Revenue Metric shows you where you are on new business during a sales period.

The Intra-Period Revenue Key Metric shows where you are with regard to current new business created and closed during your configured sales cycle.

To qualify for inclusion in the revenue numbers show, deals must:

• Have been newly created during the current sales period (either month or quarter, depending on your Outreach Commit configuration)
• Have been closed and won during the current sales period
• Be owned by the team or individual you are viewing

To generate the projection of where you're likely to finish on intra-period revenue, Commit looks back in time and determines how much intra-period business you closed from this point in the sales period until the end for past sales periods.

Commit generates a machine learning model to constantly adjust this prediction based on a number of factors like: seasonality, sales team size, opportunity creation trends and more.

Revenue Attainment Metric

The Revenue Attainment metric gives a view of how closed won revenue is trending for this sales period compared to the previous period and the same period last year.

This Metric is shown for all teams and individuals. By default, it will show for all deals that are tracked by Commit for that given team or individual. For historical team numbers, Commit uses the individual CRM users that are both active and inactive assigned to the same manager or group.

To be included in this metric, deals must have been marked closed and won within the given sales period, by the current number of calendar days into the sales period.

Pipeline by Source

Pipeline by source breaks down exactly where your pipeline is coming from, how quickly deals are won by that specific source, and at what rate your business is winning deals. Use this metric to analyze where the bulk of the pipeline comes from and what is most effective when building a winnable pipeline. Leveraging sales cycle and win rate data allows sales and marketing to understand what is truly working for your business.

Sales Cycle Over Time

The Sales Cycle Over Time metric gives a view into how your sales cycle is evolving month-to-month.

Each of your sales stages is shown as a different color in the chart. For each month shown, the deals that are included are those that closed and won in that given month, regardless of when they were created.

For all of those deals, the average days they spent in each stage is shown in the stacked bar representing that month.

Weekly Productivity

Scorecards allow frontline managers to analyze true rep productivity by combining any number of variables to track week over week. Commit allows you to set multiple goals for these different variables by assigning a weighting to each goal. Once these weightings have been established, Commit will generate a productivity score represented by the Red, Yellow, and Green stoplight scorecard.

Example: Manager Brian wants to track how many meetings his team sets per week. Each AE has a goal of setting 3 per week. We can then assign a weighting to this goal and track this week over week. If AE Matt sets 3 meetings that week, he has reached his goal. Thus a green score indicator.

Weighted Pipeline

The weighted pipeline in Commit answers the question: "Given my historical win rates from each stage (or forecast category), how much of my pipeline am I likely to win?"

On the left side of the metric you'll see:

• Your current Total Pipeline: the sum of all deal amounts which are currently open and set to close in the sales period.
• Your Remaining Quota: for the selected team or individual, if they have a quota goal set in Commit, this shows the quota minus the sum of all won deal amounts owned by that person or team.
• Your Weighted Pipeline value: The sum of each weighted stage or forecast category (depending on the version of the metric you have selected). Weighted is described in more detail below.
• Your Gap: which shows the difference between the Remaining Quota and the Weighted Pipeline. In other words, the amount the weighted pipeline falls short of hitting quota.

When it comes to how Commit calculates the weighted percentages for each stage or forecast category:

• Commit starts with the current point in the sales period. Our chance of closing deals usually changes as we progress through the month or quarter, so Commit always updates our statistical win rates based on the current point in the sales period.
• Then, for the given team or individual, Commit goes back 12 months and looks at this point in past sales periods to see what deals the team or individual had in their pipeline that were open and set to close in that sales period.
• Then, for each stage or forecast category represented, we do a win percentage calculation which is essentially a division formula.
• For each deal, if it was ultimately Won, it goes in the numerator. All deals which closed (won or lost) or failed to close (slipped) go in the denominator. These are broken down by stage or forecast category and provide an overall win percentage for each.
• The final weighted pipeline value is then calculated as a sum of all current deal values in the pipeline, multiplied by the win rate percentage of whatever stage or forecast category they are currently in.

Win/Loss Model

The Win/Loss Model gives a multi-faceted view on your sales process. Primarily, it's a powerful tool in analyzing efficiency of stages or forecast categories as it relates to conversion rates and pacing.

Each row of the Win/Loss Model shows a stage (or forecast category) and associated stats about winning deals and losing deals that have reached that stage.

The royal blue bars indicate the Win model. The length of the bar is determined by the number of days winning deals spend in that stage. Those days are also labeled just after the bar. The number of activities is also shown for winning deals.

The gray bars indicate the Loss model. By seeing both, you can analyze important differences about when you're winning versus losing.

Definitions

• Conversion Rate: for deals closing within the last 12 months, what percentage of deals that were at one point in the given stage later progressed to a stage further into the sales process.
• Win Rate: for deals closed within the last 12 months, what percentage of deals that were at one point in the given stage ultimately won.
• Days in stage: for deals closed in the last 12 months, for the given stage, what is the average number of days deals spend in that particular stage before being updated to a different stage.
• Activities: for deals closed in the last 12 months, what is the average number of emails, calls or meetings per deal. Commit classifies activities as any task or event associated with the deal and owned by the seller or team.

Open Pipeline by Source

Identify Open Pipeline by Source. Leverage Sales Cycle and Win Rate data to inform sales and marketing hiring and budget planning.

Signals

To view strengths and weaknesses, access a rep's summary page, and identify custom Signals on rep performance.

For example, you may discover a rep is closing more deals at a lower price than team average and use leverage a Signal to identify higher discount rates as the root cause.
You can leverage the Deals page and sort by "Closed Won" to identify rep strengths.