Use the team performance dashboard

The Team Performance dashboard helps sales leaders compare performance across teams and reps. It combines quota attainment, pipeline coverage, win rate, deal volume, activity, and pipeline health into one coaching view.

Open Team Performance

Go to Close → Team Performance.

Use the team or rep selector to switch between a team-level view and an individual performance overview. Use Active only when you want to hide inactive sellers from the analysis.

Review summary metrics

Start with the summary cards to understand the team's current position.

Common metrics include:

• Quota attainment — closed-won revenue compared with quota.
• Pipeline coverage — open pipeline compared with quota.
• Pipeline health — health of current pipeline based on deal quality and risk signals.
• Win rate — won deals compared with won and lost deals.
• Activity levels — engagement signals that help explain performance.

If your workspace uses a non-default revenue field, the dashboard labels revenue metrics with that configured field.

Use the performance matrix

The Sales Performance Matrix plots reps or teams by pipeline health and quota attainment. Bubble size represents total deal volume.

Use the quadrants to identify where coaching may help:

• High health and high attainment indicates strong performance.
• High attainment with weaker pipeline health may need replenishment or risk review.
• Lower attainment with healthy pipeline may need execution support.
• Lower attainment with lower health should be reviewed first.

Click a rep or team to inspect details and performance history.

Review the breakdown table

Use the Account Executive Performance Breakdown table to sort by quota attainment, pipeline coverage, pipeline health, and win rate.

Use this view to find outliers, compare similar reps, and decide where to inspect pipeline details.

Inspect pipeline details

Pipeline details show how open and closed opportunities are distributed across stages. Use this to see whether pipeline is concentrated in early stages, stuck in late stages, or missing enough coverage for upcoming targets.