Deals
Sales Manager Training
Your role: Maintain visibility into team pipeline health, deal velocity, and campaign effectiveness without micromanaging.
Core Capabilities
| Capability | What It Provides | Access |
|---|---|---|
| Team Dashboard | Aggregate metrics across AEs | Accounts → Team Dashboard |
| Deal Pipeline | Stage-based tracking with velocity | Accounts → Deals |
| Deal Velocity Metrics | Days in stage, conversion rates | Team Dashboard |
| Campaign Readiness | AI-scored campaign health (0-100) | Campaigns → Dashboard |
| Activity Log | Chronological team activity | Team Dashboard |
Team Dashboard Overview
Navigate to Accounts → Team Dashboard to access:
Pipeline Summary
| Metric | Description |
|---|---|
| Total Pipeline Value | Sum of all active deals |
| Deal Count by Stage | Distribution across pipeline |
| Average Deal Size | Pipeline value / deal count |
| Deals Requiring Attention | Stuck deals, stale opportunities |
Deal Velocity
| Metric | Description |
|---|---|
| Average Days in Stage | Time in each pipeline stage |
| Stage Conversion Rate | % moving to next stage |
| Stuck Deals | >14 days in same stage |
| Velocity Trend | Improving or degrading |
Campaign Health
| Metric | Description |
|---|---|
| Active Campaigns | Currently running campaigns |
| Avg Readiness Score | Mean of campaign scores |
| Campaigns Needing Work | Readiness <75 |
Weekly Pipeline Review Workflow
Monday Morning (30 minutes)
-
Review Pipeline Summary
Check total value vs. quota coverage. Stage distribution should show more in Qualified/Proposal than Discovery (healthy).
-
Check Deal Velocity
Review average days in each stage. Compare to team benchmarks. Flag deals significantly above average.
-
Identify Stuck Deals
Filter deals where days_in_stage > 14. Cross-reference with activity log. Schedule 1:1 with AE if no recent activity.
-
Review Activity Trends
Check activity log for team engagement. Identify AEs with declining activity. Note high performers for recognition.
Campaign Oversight Workflow
Campaign Health Review
For each active campaign, check:
| Section | What to Review |
|---|---|
| Readiness Score | Target: 75+ |
| Launch Readiness | ”ready” / “needs_work” / “not_ready” |
| Strategic Assessment | Goal alignment, market positioning |
| Audience Profile | Persona and ICP targeting |
| Messaging Summary | Core hooks and value props |
| Channel Strategy | Distribution plan |
| Proof Analysis | Evidence strength (strong/adequate/weak) |
| Risk Assessment | Blockers and mitigation |
Campaign Quality Checkpoints
- Readiness score ≥75
- All 21 context documents generated
- Proof analysis shows “strong” or “adequate”
- Risk assessment has no “critical” items
- Target personas aligned with ICPs
Deal Velocity Metrics Deep Dive
Healthy Benchmarks
| Stage | Target Days | Warning Threshold |
|---|---|---|
| Discovery | 7-10 | >14 |
| Qualified | 10-14 | >21 |
| Proposal | 7-14 | >21 |
| Negotiation | 7-14 | >28 |
Warning Signs
| Pattern | Likely Issue |
|---|---|
| Many deals stuck in Discovery | Weak qualification criteria |
| Long Proposal stage | Pricing/objection issues |
| Negotiation stalls | Legal/procurement blockers |
| Uniform stuck stage | Process bottleneck |
Activity Log Analysis
Activity Types Tracked
| Type | What It Indicates |
|---|---|
deal_created | New opportunity |
deal_updated | Pipeline movement |
contact_added | Stakeholder mapping |
account_viewed | Research activity |
intelligence_run | Account prep |
Patterns to Watch
| Healthy Pattern | Concerning Pattern |
|---|---|
| Regular deal updates | No updates for days |
| New contacts added | Same contacts only |
| Intelligence runs | No research before calls |
| Consistent daily activity | Sporadic bursts only |
Coaching Conversations Using Data
For Stuck Deals
- Pull deal details from pipeline
- Check days_in_stage
- Review activity log for that deal
- Ask AE: “What’s blocking [deal name]?”
- Identify if issue is:
- Stakeholder access
- Objection handling
- Pricing/commercial
- Technical validation
For Low Activity
- Review activity counts in Team Dashboard
- Compare to team averages
- Check if pipeline is healthy despite low activity
- If pipeline also weak, address prospecting habits
For Poor Campaign Performance
- Review campaign readiness scores
- Check document health scores
- Identify weak proof_analysis areas
- Coach on content improvement
Key Metrics for 1:1s
Per AE Review
| Metric | Target |
|---|---|
| Pipeline coverage | 3x quota |
| Deal velocity | Within benchmarks |
| Win rate | >25% |
| Activity level | Daily engagement |
| Stakeholder depth | 3+ per opportunity |
Team Aggregate
| Metric | Target |
|---|---|
| Total pipeline | Quota × team size × 3 |
| Stage conversion | >50% per stage |
| Campaign readiness | Avg >75 |
Weekly Manager Checklist
- Review Team Dashboard metrics
- Identify stuck deals (>14 days in stage)
- Check campaign readiness scores
- Review activity log for engagement
- Prepare coaching points for 1:1s
- Update forecast based on velocity data
- Flag at-risk deals for intervention
Troubleshooting
| Issue | Solution |
|---|---|
| Dashboard not loading | Check org filter; refresh page |
| Missing deal velocity | Verify deals have stage_entry_date |
| Activity log empty | Check date range filter |
| Campaign scores not showing | Ensure dashboard has been generated |
Best Practices
- Review dashboard daily — Catch issues early
- Use data in 1:1s — Let metrics guide coaching
- Set velocity benchmarks — Team needs targets
- Monitor activity patterns — Leading indicator of results
- Address stuck deals weekly — Don’t let them age