# Sales Rep Metrics: Reading Your Own Pipeline

> Sales rep metrics for your own pipeline: which deals need attention now, whether your pipeline covers the gap to target and where you stand in the team.

Canonical: https://funneleconomics.ai/solutions/sales-rep

Funnel Economics shows you as a sales rep where you stand with your pipeline, straight from Salesforce. You see which of your deals are too old for their stage and whether your pipeline covers the gap to target. Your win rate across all decided deals is set against the team. Every analysis leads to deals you can act on.

## Which questions do you ask as a sales rep?

The metrics are meant as self-help: they show steps you can take yourself in Salesforce. A deal that is too old for its stage, or a demotion, is feedback, and it protects your own forecast. It is not a reproach. Three questions can be answered with metrics drawn from your own opportunities, the fourth with a count for the whole funnel.

### Where do I stand?

The [win rate, the share of deals won](https://funneleconomics.ai/resources/glossary/win-rate), is, as the win rate across all decided deals, the share of deals won among the deals decided. [CIF, the share of the team's result](https://funneleconomics.ai/resources/glossary/cif), measures your share of the deals won and the revenue won by the team in one period. [PAS as a combined measure](https://funneleconomics.ai/resources/glossary/pas) multiplies your win rate across all your decided deals by your CIF.

A figure on its own does not say whether it is good. Your values are therefore set against the team: which quartile you are in by stage win rate and how far away the average of the top quarter is.

If the distance is so small that it does not show a real difference, that is the finding. The team then stands at one level, and the distance is not a personal gap.

A level is not a finding; a movement is. Read the series across several periods before calling a value high or low.

### What needs me today?

Your company sets two SLA values per stage and opportunity type. An SLA value is the time target of a stage; what is compared is the deal's total age. [SLA Health, a deal's age measured against the SLA](https://funneleconomics.ai/resources/glossary/sla-health), checks that total age for each opportunity in the funnel. That gives each deal its health band: HEALTHY, DELAYED or STALLED.

The deals that are too old for their stage form a prioritised list: the open deals that need your attention now.

The health band is a statement about a deal's total age, not about standstill in one stage. When the share of the DELAYED and STALLED bands rises against the funnel's own history, that is a pattern of its own. It is called [funnel calcification, when the conspicuous health bands grow](https://funneleconomics.ai/resources/patterns/funnel-calcification).

### Is my pipeline enough for my target?

Coverage belongs on the table as a pair: nominal beside risk-adjusted. Nominal coverage divides your open pipeline by the gap that is still to be closed in the window under review. Risk-adjusted coverage puts [rEFV, the risk-adjusted revenue expectation](https://funneleconomics.ai/resources/glossary/refv), in the place of the open pipeline.

[bEFV, the structural expected value](https://funneleconomics.ai/resources/glossary/befv), multiplies each opportunity's amount by its stage win rate. rEFV weights bEFV by SLA Health, with measured factors per band.

A low risk-adjusted value has two opposite causes. If nominal coverage is high, the pipeline is there but does not carry. If nominal coverage is low as well, there is too little pipeline. A clean-up is then the opposite of what helps.

For you, there is only an annual target, no planned target for a single quarter. The gap refers to the window under review and is derived from your annual target.

If your targets are missing from your organisation's plan, no ratio can be formed. That is a finding about planning, not about you.

At the level of the organisation and the region, where a planned target is the denominator, the risk-adjusted value is called [HACR, the Health-Adjusted Coverage Ratio](https://funneleconomics.ai/resources/glossary/hacr).

### Where do deals step back into the lead stages?

A demotion is a step back in the stage order. The analysis counts the steps back into the lead stages per stage and for the whole funnel, not per person and not per deal. It describes the field you work in. It is not a grade on your qualification.

## Which metrics matter for you?

| Metric | Answers the question | More |
|---|---|---|
| Win rate | How often do I win among all decided deals? | [Win rate in the glossary](https://funneleconomics.ai/resources/glossary/win-rate) |
| PAS | How do my win rate across all decided deals and my contribution stand together? | [PAS in the glossary](https://funneleconomics.ai/resources/glossary/pas) |
| CIF | What share of the team's result do I carry? | [CIF in the glossary](https://funneleconomics.ai/resources/glossary/cif) |
| bEFV | What is my open pipeline worth at your own stage win rates? | [bEFV in the glossary](https://funneleconomics.ai/resources/glossary/befv) |
| rEFV | What can be expected once SLA Health is factored in? | [rEFV in the glossary](https://funneleconomics.ai/resources/glossary/refv) |
| Coverage as a pair | Does my pipeline cover the gap to target, nominally and risk-adjusted? | [HACR in the glossary, for organisation and region](https://funneleconomics.ai/resources/glossary/hacr) |
| SLA Health | Which of my deals are too old for their stage? | [SLA Health in the glossary](https://funneleconomics.ai/resources/glossary/sla-health) |

:::merksatz
Low coverage has two causes: too little pipeline, or pipeline that does not carry. Nominal coverage beside it shows which one it is.
:::

## How to get started

Funnel Economics is entering its beta phase. During the beta, your company starts by running it against a Salesforce sandbox.

Funnel Economics Core is a managed package that runs in your Salesforce org. The prerequisite is Salesforce Enterprise Edition; Data Cloud is not required. There, Core calculates bEFV and a simplified rEFV by health status.

Core ships with dashboards. Among other things, they show how the open deals spread across HEALTHY, DELAYED and STALLED, as a share and as an amount. The dashboards include a personal pipeline view for sales reps.

For dashboard commentary, Core can call a language model. This AI data transfer is off by default and is enabled per org and per user; the package masks personal values before the call.

Funnel Economics Strategist is an optional add-on and not active by default. Strategist requires a per-user authorisation that your Salesforce administrator controls and can revoke. The prepared context then passes through a service we operate to your company's chosen language model, with the names of sales reps and opportunities and record links. That includes your name.

The language model processes the data under your company's agreement with the provider. We strongly recommend securing the use of Strategist with an enterprise agreement with that provider, including a data-processing agreement that excludes the use of the data for training. That is a recommendation, not a precondition.

The comparison with the team, coverage as a pair, the prioritised list and demotions per lead stage for the whole funnel are delivered by Strategist. For sales reps, Strategist is designed to end every analysis with a short, prioritised list of opportunities you can act on directly in Salesforce.

Discover is meant for trying Funnel Economics before any installation. It is built on a demo org.

## FAQ

### What are good metrics for a sales rep?

That depends on your question. Win rate across all decided deals, PAS and CIF, set against the team, show where you stand. SLA Health with its health bands shows which deals need attention now. Nominal and risk-adjusted coverage, as a pair, show whether your pipeline covers the gap to your target. All of these sales rep metrics are calculated from the opportunities in Salesforce.

### How can I tell which of my deals need attention now?

By the health band. Your company sets two SLA values per stage and opportunity type. An SLA value is the time target of a stage; what is compared is the deal's total age. SLA Health places each deal as HEALTHY, DELAYED or STALLED. The deals that are too old for their stage form a prioritised list. Such a deal is feedback, not a reproach.

### Is my pipeline enough to hit my quota?

Coverage as a pair shows that. Nominal coverage divides your open pipeline by the gap that remains in the window under review. Risk-adjusted coverage puts rEFV in the place of the open pipeline. If only the risk-adjusted value is low, the pipeline is there but does not carry. If both are low, there is too little pipeline. For you, there is only an annual target; the gap is derived from it for the window. If your targets are missing from your organisation's plan, no ratio can be formed.

### Where does Funnel Economics Core calculate, and what leaves Salesforce in the process?

Funnel Economics Core calculates in your Salesforce org. For dashboard commentary, Core can call a language model. This AI data transfer is off by default and is enabled per org and per user; the package masks personal values before the call.

### What leaves Salesforce when Strategist is active?

Strategist is an optional add-on. The prepared context passes through a service we operate to your company's chosen language model. Rep names, opportunity names and record links go along by design: an answer with placeholders would be useless. Our leg requires a data-processing agreement, which we are preparing. The language model processes the data under your company's agreement with its provider. There we strongly recommend an enterprise agreement with a data-processing agreement that excludes training use; a recommendation, not a precondition. Your Salesforce administrator controls and can revoke per-user authorisation.

### What does Core calculate, and what does Strategist calculate?

Funnel Economics Core calculates bEFV and a simplified rEFV by health status in your Salesforce org and shows both in the dashboards. Funnel Economics Strategist forms rEFV with measured factors per health band; further figures build on that, such as cEFV as the best case of the forecast range.