# Sales Manager Training

> Pipeline visibility, deal velocity, and campaign health metrics

Source: https://docs.graph8.com/training/sales-managers/

Your role: Maintain visibility into team pipeline health, deal velocity, and campaign effectiveness without micromanaging.

> **Tip: Key Value**
> **Real-time aggregate metrics** across all AEs with actionable insights

## Core Capabilities

| Capability | What It Provides | Access |
|------------|------------------|--------|
| Team Dashboard | Aggregate metrics across AEs | Companies → Team Dashboard |
| Deal Pipeline | Stage-based tracking with velocity | Companies → 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 **Companies → 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)

1. **Review Pipeline Summary**
   
   Check total value vs. quota coverage. Stage distribution should show more in Qualified/Proposal than Discovery (healthy).

2. **Check Deal Velocity**
   
   Review average days in each stage. Compare to team benchmarks. Flag deals significantly above average.

3. **Identify Stuck Deals**
   
   Filter deals where days_in_stage > 14. Cross-reference with activity log. Schedule 1:1 with AE if no recent activity.

4. **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` | Company 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

1. Pull deal details from pipeline
2. Check days_in_stage
3. Review activity log for that deal
4. Ask AE: "What's blocking [deal name]?"
5. Identify if issue is:
   - Stakeholder access
   - Objection handling
   - Pricing/commercial
   - Technical validation

### For Low Activity

1. Review activity counts in Team Dashboard
2. Compare to team averages
3. Check if pipeline is healthy despite low activity
4. If pipeline also weak, address prospecting habits

### For Poor Campaign Performance

1. Review campaign readiness scores
2. Check document health scores
3. Identify weak proof_analysis areas
4. 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

1. **Review dashboard daily** — Catch issues early
2. **Use data in 1:1s** — Let metrics guide coaching
3. **Set velocity benchmarks** — Team needs targets
4. **Monitor activity patterns** — Leading indicator of results
5. **Address stuck deals weekly** — Don't let them age

---

## What's Next?

**Deals**

    [Pipeline management](https://docs.graph8.com/studio/accounts/)

**Campaigns**

    [Campaign overview](https://docs.graph8.com/studio/campaigns/)

**Global Context**

    [Studio setup](https://docs.graph8.com/studio/global/)