Current Quarter Dashboard Guide
Overview
This guide is meant to go along with the standard "Current Quarter Dashboard" available in Clari. You'll see a key question, a screenshot of the widget that can answer that question, and notes on the actions you may take based on the insights you see.
The goal of this particular dashboard is to arm our sales leaders with all of the insights they need to understand their progress so far in the current quarter and take action to close more deals!
How are we tracking this quarter?
With these high-level KPIs, we’re getting a sense of what we’ve closed so far, our full inventory of deals we have to work with, how many of those deals are in Commit, and how many are in Best Case. These KPIs give us a quick overview of where we stand and what we have to work with to hit our number.
How are we doing against our quota? How are my reps doing and what are they committing?
Before we dive deeper into the pipeline, we want to see how we’re tracking against our quota. As a sales leader, I can quickly see I’m at 27% of my quota. I can also see how my team is doing against their quotas and what they’re forecasting.
Since Obi-Wan Kenobi has not closed anything yet, and he’s forecasting only 25% of his quota, I may need to do a deep dive with him and figure out what’s going on and how I can help.
Which open deals do we need to focus our attention on based on the health of the deal?
The 2x2 deal prioritization widgets are an easy way for me to start to see where we’re on track and what’s at risk.
When I’m looking at the 2x2 widgets, I’m evaluating the following:
- Are the biggest deals (represented by the biggest circles) the deals that are in the top right quadrant? If not, why are we spending so much time focusing on the smallest deals?
- What are the deals in the lower left quadrant? Are they really going to close in the quarter?
- For the deals in the upper left quadrant, are the reps just spinning their wheels and working really hard on those deals that are just not progressing?
- For the deals in the bottom right quadrant, are we accidentally neglecting them?
I can click on any deal to dive into the details and start to answer those questions with the help of the CRM scores, activity, and the rest of the opportunity data.
Are our top deals on track? Where do we have risk?
Next, we’re focusing on the Commit deals and Upside deals. We can view the CRM Scores and Activity to see which deals have had recent activity and which deals have a next meeting scheduled.
This will also help us visualize what deals we need to be focusing our attention on. To dive deeper, we can click Expand Details to open the modal where we can look at the Insights and Details panel for each deal.
What are our key Accounts that will make or break our number this quarter?
This chart helps us visualize what our biggest accounts are for the quarter. These are the prospects (or customers if we’re driving upsell!) that we need to focus on and dedicate resources towards.
Where are our deals in the sales cycle?
Where we are in the quarter will determine what we expect this particular chart to look like. We can see how our deals are spread across each Forecast category and what stage they are in. If it’s the very beginning of the quarter, I would expect to have a lot of deals in Pipeline and Upside.
If it’s the end of the quarter, I would expect most of our deals to be in Commit, and if they’re not and we have a lot of Best Case deals with a few weeks to go, we need to dive in and understand if those deals are really in Best Case or if reps are afraid to put them in Commit.
How are we doing on linearity?
This chart gives me a quick look into how we’re doing in terms of linearity. If all of my deals are stacked in the last month, we need to work on pulling some of those in to mitigate the risk of running out of time and having a huge hockey stick curve.
You can also pin the Current Quarter View of Pulse to your Dashboard to track how your organization, region, team, or individual reps are performing against linearity targets.
Are there big elephant deals I should be paying attention to now?
Using the Waterfall widget we can see: What deals have slipped from this quarter? Are they still viable? Any chance of saves? How do we make sure they close early next quarter since time kills all deals?
We can also understand: Why has my pipeline changed? Any major changes I need to be aware of? What amounts have changed that might impact our close numbers? What is no longer forecasted?
How is next quarter shaping up?
In the spirit of leaving no stone left unturned in order to hit our number for the current quarter, we’re now looking at the pipeline for next quarter.
Are there deals with a high CRM score that we can accelerate into the current quarter if we need to? Also, are we setting ourselves up for success next quarter? Or is the pipeline pretty slim?
How’s our CRM hygiene?
Overdue deals are no good! It’s easy to spot deals with close dates in the past in this widget so you can get them cleaned up ASAP.
