Analytics

The Analytics area brings together executive-level reports that help leadership understand where sales performance is strong, where forecast quality needs attention, and which parts of the pipeline need follow-up.

The main /analytics page opens to Rep Benchmarking for executive seats. Manager and rep seats do not have access to that landing page. Executive users also see an Analytics navigation bar with these reports:

• Forecast Accuracy
• Acquisition Funnel
• Pipeline Flow
• Rep Benchmarking
• Coaching Impact
• Risk-Adjusted Forecast

Rep Benchmarking

Rep Benchmarking is the default Analytics report. It shows a productivity scorecard across reps, with summary cards and a sortable table.

Summary Cards

The top cards summarize the currently filtered set:

• Median Attainment — median quota attainment for reps with quota data
• Top Attainment — highest quota attainment in the filtered set
• Avg Win Rate — average win rate for reps with win-rate data

Rep Scorecard Table

The table can be sorted by:

• Rep
• Manager
• Pipeline
• Won deals
• Win rate
• Average deal size
• Quota percentage

Use the manager filter to narrow the report to reps under a specific manager. If a rep has no quota data, the quota column shows that instead of inventing a percentage.

Forecast Accuracy

Forecast Accuracy compares committed forecast values with actual closed-won results over the recent forecast period. It is designed to show both overall forecast quality and the specific reps or deals causing drift.

This report includes:

• Forecast vs Actual — commit forecast, actual closed value, and accuracy percentage by month
• Forecast Category Flow — over-forecasted value and under-forecasted value
• Forecast Integrity Alerts — deal-level alerts such as forecast downgrades, signal mismatches, and forecast category changes
• Rep Forecast Accuracy — commit counts, won and lost commits, accuracy percentage, and pattern labels such as accurate, optimistic, or sandbagging

Use this report when you need to inspect whether the forecast is reliable, where commit deals missed, and which reps need coaching on forecast discipline.

Acquisition Funnel

Acquisition Funnel shows lead, contact, and deal conversion across a selected acquisition window. It uses the same funnel analytics source as the pipeline velocity experience.

The report includes:

• Total leads in the trailing acquisition window
• Lead-to-contact conversion rate
• Lead-to-deal conversion rate
• Contact-to-deal conversion rate
• Average days from lead to conversion

You can filter by time window and team member. Supported windows are 30, 60, 90, 180, and 365 days. The default window is 90 days. Filters are reflected in the page URL, so the current view can be shared or restored.

The main funnel card shows lead-to-deal movement, including current lead, contact, and deal counts for the selected scope. The report also has drilldowns for:

• Lead source breakdown — which sources create the most leads and which convert best
• Cohort conversion — how lead-created cohorts move through the funnel
• Lead aging — which timing buckets convert fastest and which linger

Partner client organizations do not see the Acquisition Funnel page.

Pipeline Flow

Pipeline Flow Analysis shows how pipeline changes over time and where deals are moving or stalling.

This report includes:

• Pipeline Waterfall — monthly starting pipeline, created value, won value, lost value, ending pipeline, and net change
• Pipeline Generation Rate — how much new pipeline is created for every dollar closed, with a warning when the current ratio is below 3x
• Pipeline Aging Distribution — open pipeline value and deal counts by aging bucket, including aging deal count and value
• Stage-to-Stage Conversion Funnel — entered and advanced counts by stage, with conversion percentages for the last six months

Use this report to answer questions like whether enough new pipeline is being created, where existing pipeline is aging, and which stages are converting or getting stuck.

Coaching Impact

Coaching Impact connects manager coaching activity with rep performance. It can be viewed for the last 1, 3, 6, or 12 months.

The report includes:

• Avg Coaching Score — average manager coaching score
• Avg Attainment — average quota attainment for reps with coaching data
• Reps Tracked — number of reps and managers represented in the report
• Managers Improving — managers whose coaching trend is improving
• Coaching vs Performance Correlation — scatter plot of coaching score against quota attainment
• Manager Coaching ROI — manager-level coaching score, coaching trend, team attainment, attainment delta, reps improved, and reps declined
• Coaching Dimension Effectiveness — which coaching dimensions correlate with performance improvement

The scatter plot groups reps into quadrants such as Ideal, Natural Talent, Wrong Approach?, and Neglected. Use the quadrants to spot where coaching is working, where reps may need different support, and where managers may need help applying coaching time effectively.

Risk-Adjusted Forecast

Risk-Adjusted Forecast compares raw forecast totals with expected value after deal risk is applied.

The report includes:

• Total Pipeline — total open pipeline and open deal count
• Expected Value — forecast expected value after calibration bands
• Quota Remaining — remaining quota alongside closed and target amounts
• EV vs Remaining — expected surplus or remaining opportunity to close
• Forecast Risk Adjustment — raw rep commit versus risk-adjusted commit, plus raw and adjusted best case
• Monthly Projection — raw forecast versus expected value by close month
• Per-Deal Risk Adjustment — deal-level amount, rep, forecast category, risk bucket or score, close confidence, slip risk when available, risk-adjusted value, adjustment, and risk factors

When hazard data is available, the table can show likely-slip deals and offers an Exclude likely-slip toggle. That toggle filters the table, KPI summary, and monthly projection together for the current view.

Loading, Empty, and Error States

Analytics reports load from the current workspace data. If the underlying data is not available yet, the page shows an empty state such as no reps found, no forecast data available, no stage transition data, or no open deals found. If a request fails, the report shows an error state, and some reports include a retry action.

Best Practices

Start with Rep Benchmarking

Use Rep Benchmarking to identify the reps or managers that need the most attention, then open the more specific reports to understand why.

Use Forecast Accuracy Before Forecast Meetings

Review forecast integrity alerts and rep forecast patterns before forecast calls. Focus coaching on specific commit misses, category changes, and signal mismatches.

Use Pipeline Flow for Pipeline Creation and Aging

Check generation rate and aging distribution before deciding whether the team needs more creation activity, cleanup of stale deals, or stage-specific coaching.

Use Coaching Impact to Inspect Manager Effectiveness

Use the timeframe selector to compare coaching patterns over time. A high coaching score with low attainment may mean the manager is investing time but needs a different coaching approach.

Treat Risk-Adjusted Forecast as a Planning View

Risk-adjusted forecast is useful for understanding risk and expected value. It should be used alongside the underlying deal details and forecast category context, not as a replacement for manager judgment.

Troubleshooting

I Do Not See Analytics

The /analytics landing page is limited to executive seats. If you are a manager or rep and expected access, contact your admin or support.

Acquisition Funnel Is Missing

Acquisition Funnel is hidden for partner client organizations. If you are not in a partner client organization and still cannot see it, contact support.

A Report Is Empty

Empty states usually mean the workspace does not yet have the required data for that report. Depending on the report, this may require synced CRM deals, quota targets, forecast categories, pipeline snapshots, coaching data, or lead and contact conversion data.

Metrics Look Out of Date

Analytics depends on the latest synced CRM and workspace data. Check your CRM sync status in Settings > Integrations and refresh the page after sync completes.

Related Features

• Dashboard — Start with the daily operating view before drilling into analytics
• Deals & Pipeline — Review deal-level pipeline details and risk signals
• Coaching — Understand the coaching data that feeds Coaching Impact
• Acquisition — Review lead and contact acquisition workflows

Need Help?

Questions about Analytics? Contact support@smvue.com or use in-app chat.