Deal Prioritization Widgets

Overview

The Deal Prioritization Widget helps sales leaders identify the deals that are at risk and reprioritize deals depending on the level of activity and CRM Score. 📈 🥳

In the Deal Prioritization Widget, the top deals from a Saved View are plotted in a graph with the CRM Score on the x-axis and the Activity Score on the y-axis.

This article covers:

• Looking at Deal Size
• Looking at Forecast Categories
• Looking at Activity Score and CRM Score Status/Health
• How to Add a Deal Prioritization Widget
• How the Activity Score Works

Looking at Deal Size

You'll find the Deal Prioritization Widget in the Dashboards Module.

In the widget, each dot represents a deal. The size of the dot represents the size of the deal relative to other deals. For more details on a deal, hover over the dot in the graph.


 

Looking at Forecast Categories

If the Saved View has deals across more than one forecast category, then the widget will color code the deals by forecast category.

Users with Advanced Ops Admin permissions can check or uncheck the boxes at the bottom of the widget limit or expand the deals that appear in the graph.

Any checkbox changes the admin makes will affect the experience of every user who views the Deal Prioritization Widget.
 

Looking at Activity Score and CRM Score Status/Health

a. Top left quadrant: Deals with high activity but a low CRM Score. These might be deals that reps are spending a lot of time on—but they aren't spending that time effectively. They may need additional coaching or support to move the deal along

b. Bottom left quadrant: Deals with low activity and a low CRM Score. These are your deals that are at risk. Check if there are any committed deals here that aren't on track to close.

c. Top right quadrant: Deals with high activity with a high CRM Score. These deals are likely to close. Check if there are any Best Case or Pipeline deals here that should really be in Commit.

d. Bottom right quadrant: Deals with low activity but a high CRM Score. Check for any Committed deals here that aren't getting the activity they need. Make sure these deals don't slip! There may also be Best Case deals in this quadrant that can be pulled into the current quarter to help you backfill.
 

How to Add a Deal Prioritization Widget

1. Click Actions in the top right >  Add Widget 
2. Select Deal Prioritization
3. Select the Saved View that you want to pull top deals from

Setting Options

To adjust the widget's settings, hover your mouse over the 3 horizontal dots.

Remove: Remove the Widget from the Dashboard.

Send To Top: Move the Widget to the top of the Dashboard page.

Show Deal Size: Enable or disable a feature where the size of the dot represents the relative size of the deal.
 

How the Activity Score Works

The Activity Score stack ranks the deals in the Deal Prioritization Widget based on the level of activity of each deal relative to the other deals. To determine the Activity Score in the Deal Prioritization Widget, Clari considers 4 factors:
 

1. Emails sent
2. Emails received
3. Past meetings
4. Future meetings (up to 30 days in the future)

To determine the Activity Score for an opportunity, Clari first looks at the number of meetings and emails associated with each opportunity within the Saved View that powers the Deal Prioritization Widget.

Some activities are weighted more heavily than others — a meeting (past or future) is weighted more than an email received, and an email received is weighted more heavily than an email sent. More recent activities are also weighted greater. 🏋️

Then, Clari stack ranks the opportunities (i.e., from 0 to 99) based on the level of activity associated with each deal to determine the Activity Score. So the Activity Score is a relative score or a ranking compared to the other opportunities that Clari is scoring within a widget.

It is possible for an opportunity to have an Activity Score of 60 in 1 Deal Prioritization Widget and a score of 50 in another Deal Prioritization Widget—depending on which Saved View powers each of those widgets and where the opportunity falls in the ranking of those particular deals.