Since you added the new Risk and Momentum Indicators, does your opportunity grid look like this?
Clear The Noise!
The indicators are intended to highlight opportunities that require attention or stand out for positive momentum. This, along with the CRM score, can give at-a-glance insight into where reps and managers should focus their efforts or adjust tactics. If every deal has an indicator, that may not be very helpful in decision-making. Here are a few reasons this might be happening and ways to address them.
- Is The Deal Owner Sharing Their Activity?
The Risk and Momentum Indicators use a connection between Clari and the user’s inbox and calendar to identify emails, meetings, and files exchanged between your reps and contacts on the opportunity. The most common reason the indicators show no activity, meetings, or files exchanged is that Activity Sharing is either disabled or disconnected.
Users can check and make sure they have Activity Sharing enabled by clicking on their initials in the upper right, clicking on Settings, and making sure the toggle next to “Share My Activity” is turned on.
Note: Administrators can use the User Management tool in Clari Studio to see which users have Activity Sharing disabled and export a list for follow-up.
- Do You Need To Adjust Your Activity Thresholds?
Another common reason is that the default thresholds don’t fit your organization. One example is “No Activity” indicators default to a timeframe of the last 3 weeks. For some organizations with long deal cycles, it may be normal to have gaps of this length. If that is the case, contact support or your CSM to adjust the time to something more appropriate for your organization.
In addition to email activity, a common indicator that may need to be adjusted is the “No Files Exchanged” indicator. In organizations that deal with sensitive information, 3rd-party tools are often used for exchanging files, so attachments are rarely used. In organizations with this type of policy, contact support or your CSM to have that particular indicator disabled. Other “too noisy” indicators can also be disabled if appropriate.
This page in the Knowledge Base lists all of the indicators supported and their default thresholds. Reviewing the thresholds with your sales team and leaders might be a good idea to ensure the indicators are set appropriately.
Adjusting the Risk indicator thresholds, ensures that users have connected inboxes and calendars, and disabling unneeded indicators will help reduce the noise and show your reps meaningful insights into their opportunities, as seen below. Tuning these settings will help you get the most out of Clari’s Risk and Momentum Indicators.
Once you’ve optimized your Risk & Momentum Indicators, your teams will have clear insight into which deals are at risk, and which deals have positive momentum. Your teams can use this information to hone their selling motion and your opportunity grid could look like the grid below with the right settings, actionable insights, and effective coaching and strategy!
Feel free to contact your CSM or the support team for more details!
