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

Pipeline

The pipeline metric appears at the top of the Team Summary and Rep Performance pages.  This metric shows deal movement by stage or by forecast category and is helpful for inspecting pipeline movement over the last week. Additionally, the user can inspect goal performance such as progress toward their quota.

In the example shown below, the user is hovering their cursor over the Pipeline forecast category bar. This view shows the weekly movement of the cumulative value of deals in out and out of sales stages or forecast categories:

• Progressed: deals originally in this stage that progressed to a later stage
• Added: deals added to this stage
• Pushed: deals pushed to a later period
• Lost: deals marked closed lost in this stage
  

Total Projected Finish

The total projected finish metric displays a single call for your organization’s sales period based on actuals and typical close rates for your specific business. It is comprised of four components:

• Currently Won: deals marked closed-won in this sales period
• Remaining Weighted Pipeline: the value of the deals expected to close based on your organization’s average win rates by stage and days remaining in the sales period
• Projected Remaining Intra-Quarter: typically high sales velocity deals that do not exist in your pipeline, but are expected to be opened and marked closed-won within the sales period
• Projected Remaining Pulled-In: Expected pipeline for a future period that is pulled into the current sales period

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.

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

 

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.

 

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 is, 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.

Deal Pacing

The Deal Pacing metric answers 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 where each deal currently resides.

Revenue Attainment

The Revenue Attainment metric shows 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 works for your business.

Sales Cycle Over Time

The Sales Cycle Over Time metric shows 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.

Scorecard

Scorecards allow leaders and managers to analyze true team and rep productivity by tracking progress toward their goals week over week. 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. 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.

For a deeper dive intoon how Commit calculates the weighted percentages for each stage or forecast category, keep reading:

• 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 of your sales process. Primarily, it's a powerful tool for analyzing the 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 between 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.

Next Period Coverage

Next-period coverage shows the weekly changes for how your next-period (monthly or quarterly) pipeline is trending. This metric unpacks the deal contents into 5 subsets Created, Existing, Moved out, Won, and Lost.

For organizations that track quota, Next Period Coverage calculates the amount of pipeline you need to attain your quota. Outreach Commit does this by applying your historical coverage ratio over the past 4 periods.

You will notice that the legend includes “Won” and “Lost” amounts.  These types of amounts will appear if an opportunity is won or lost, but the close date remains in the next period.  Generally, we recommend moving the close date to the current period when this occurs.

Historical Coverage

The historical coverage metric calculates your average coverage needed at the beginning of the period based on your last 4 periods with quota.

Included in the metrics is your starting pipeline amount, ending Closed Won amount, quota, and any gap that remained to quota at the end of the period. If quota was missed, the coverage that would have been required to achieve quota is shown. In the case of overachievement, the coverage overage is shown on the coverage bar tooltip.

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 the team average and you use 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.

Frequently Asked Questions

How Much History is Required to Display Key Metrics?

Most of Commit’s key metrics require 3-4 months of history to provide meaningful results.  When a customer does not have enough history or the dataset is too small, then Commit will display an error indicating that it does not have enough data to produce a meaningful metric.

Will Metrics Appear for Newly Created Teams?

Commit utilizes averages based on team-level performance to construct its metrics.  If a team has just been created, the metric will not appear in the feed until there is at least one previous quarter’s historical data for the individuals on the new team.

What Logic is Used to Sequence ‘Deals to Review’?

The deals to review shown on the Team Summary page are sequenced based on an evaluation of proximity to the close date, a count of Commit’s signals, the size of the deal, and the activity count.

How to Apply Filters to Metrics?

All metrics start with the same baseline filters that existed before the release of this feature.  Users may experience faster load times for their metrics because they are now loading from the nearline analytics tier, enabled by SingleStore.

Who can use real-time metric filters?

Real-time metric filters are enabled for any user with access to the Team Summary or Rep Performance pages.  Shared filters for each metric are created and managed by users with the Admin role type.  User-specific filters are unique to each individual and are not dependent upon any specific role type.

How do I add new filters to a metric?

Users can click the filters icon in the top right corner of any metric. Clicking this will open a modal that allows users to edit existing filters or create new ones from scratch.  

How do I add filters to the shared filter list?

Users with the admin role type applied to their user account can add filters to the shared list.  First, click the 3-dot menu to the right of the Save button, and then click “Share” to add the current filter to your organization’s shared filter list for that specific metric (e.g., Revenue Attainment).

How do I add/remove filterable fields?

Filterable fields are added to the filters listed based on the fields synced through the opportunity CRM object.  To add or remove these fields, an admin user can manage this in the Data Sync page with Outreach Commit.

How do I add new filters to a metric?

Filters can be added from scratch (Create New Filter) or duplicated from existing filters within the Filter your Data modal.

Can I Add/Remove Metrics on the Team Summary and Rep Performance pages?

All organizations start with the complete list of metrics by default.  If an organization wishes to remove any metric, then this can be handled through a support ticket.

Can I create a filter that applies to all metrics?

No, custom filters cannot be applied to all metrics at this time.