I am new to Clari and wondering if anyone knows of a good way to look at historical pipeline conversion by sales rep.
E.g. Sales rep John had a pipeline of $1M in Q1 and closed $250k so he had a 25% conversion rate.
Also what is the simplest way to look at historical pipeline conversion for the whole company as of a certain date? I used the waterfall analysis to do this, but it seems very manual, as I have to manually select it for every month and can’t look at conversion rates over time.
E.g. As of Jan 1, our pipeline for Q2 was $9M and we closed $3M in Q2, so our pipeline conversion from 180 days out is 33%
As of Apr 1, our pipeline for Q2 was $6M and we closed $3M in Q2, so our pipeline conversion from 90 days out is 50%
Thanks!
Best answer by Kenna
Hi, @Stephen Archibald! I think a lot of what you’re looking for here can be found in Trend.
Trend allows you to compare the current day in the current quarter (a.k.a. today)—or any other day in your quarter—to the equivalent day in previous quarters. So, if it’s day 60 of your current quarter (with 30 days left until EoQ), then Trend can compare your closed deals + your inventory of open deals remaining in the current quarter to your closed deals and inventory at that same point in time over your past four quarters. Trend includes historical conversion rates as well as Clari’s projection for where you’re going to land at the end of the current quarter.
Specifically, you can use the Scope in Trend to narrow down your focus to any level of your hierarchy (including an individual sales rep):
Pulse also allows you to look at previous quarters, and also has the Scope so you can drill down to any level in your hierarchy. Pulse has the added benefit of showing you the rep’s forecast call, pipeline, and progress against their pacing goals week over week, but you have to select one quarter at a time in Pulse as it is a more detailed view.
You can learn all about Trend and Pulse in our Knowledge Base. Personally, I highly recommend our course on How to Run Revenue with Clari Analytics if you’re new to Clari and want to learn more about what kinds of questions you can ask Clari about your business, and when in your quarter to ask them, and how. We have a whole 13 week framework in there, but you can poke around and pick and choose whichever questions are most interesting to you.
Hi, @Stephen Archibald! I think a lot of what you’re looking for here can be found in Trend.
Trend allows you to compare the current day in the current quarter (a.k.a. today)—or any other day in your quarter—to the equivalent day in previous quarters. So, if it’s day 60 of your current quarter (with 30 days left until EoQ), then Trend can compare your closed deals + your inventory of open deals remaining in the current quarter to your closed deals and inventory at that same point in time over your past four quarters. Trend includes historical conversion rates as well as Clari’s projection for where you’re going to land at the end of the current quarter.
Specifically, you can use the Scope in Trend to narrow down your focus to any level of your hierarchy (including an individual sales rep):
Pulse also allows you to look at previous quarters, and also has the Scope so you can drill down to any level in your hierarchy. Pulse has the added benefit of showing you the rep’s forecast call, pipeline, and progress against their pacing goals week over week, but you have to select one quarter at a time in Pulse as it is a more detailed view.
You can learn all about Trend and Pulse in our Knowledge Base. Personally, I highly recommend our course on How to Run Revenue with Clari Analytics if you’re new to Clari and want to learn more about what kinds of questions you can ask Clari about your business, and when in your quarter to ask them, and how. We have a whole 13 week framework in there, but you can poke around and pick and choose whichever questions are most interesting to you.
Sign up
Please create your account below.
Clari customers and employees with an app.clari.com login can click the first blue Log in button below.
Align, Copilot, or Groove customers, Clari Partners, or other guests can enter a username and password below to log in.
Please reach out at community@clari.com if you need any help to log in.
