Team Reporting - KPIs for Revenue Management & Leaders – Champify

Our Salesforce-native reporting module to give sales managers and leaders visibility into rep activity, created pipeline and the remaining opportunity set for the Champify channel.

To review our attribution definition, take a look at this article.

Customizing the data

If the standard fields we used for this module don’t represent your internal fields, you can update them via field mapping. Toggle to the “Field Mapping” tab and update the corresponding fields under the “AI/ML Mapping” section.

We use these fields by default:

“Created by” = rep who sourced the opportunity

“Amount” = contract value associated to the opportunity

“Last activity” = the last time a rep engaged with a prospect

To note:

If you map a field to “ARR” and it’s blank on an opportunity, we’ll keep it blank in the reporting module

If you map a field to “Sourced By” and it’s blank on an opportunity, we’ll default to “Created By”

Team View

Customizing to your team

Use the search bar at the top to add your ICs. Once added, the reports will adjust to reflect the entire cohort and we’ll save those names going forward (or until you update them again).

Report definitions

The reports use the “created by” opportunity field to attribute ownership to sales reps

“Closed won” — amount of closed won revenue that was sourced by members of your team

“Closed won opps” — number of closed won opportunities that were sourced by members of your team

“Created pipeline” — amount of open and closed pipeline sourced

“Created opportunities” — number of open and closed pipeline sourced

“Open pipeline” — amount of revenue in a stage excluding closed won and closed lost

“Open opportunities” — number of open opportunities (excludes opportunities in closed won and closed lost)

“Qualified job changes” — the total number of job changes that have had an ICP title and have been assigned to a member of your team during your time using Champify

“Engagement” — the percent of current Champifys that have activity logged on them. Best-in-class engagement is 60-70%.

“Champify activity by team member” — the number of champify records that have activity logged (looks at last activity date), have been “hidden” (within the Champify rep UI), or are unworked.

“Created opportunities by team member” — the number of opportunities created per rep

“Created pipeline by team member - the amount of pipeline created by rep

“Closed won revenue by opp creator” — the amount of revenue that has closed won and was sourced by members of your team

Company View

This tab consolidates all Champify activity, pipeline and revenue from across your company. See how your team is contributing to these totals.

Specific reports include,

“Closed won” — amount of closed won revenue

“Closed won opps” — number of closed won opportunities

“Created pipeline” — amount of open and closed pipeline sourced

“Created opportunities” — number of open and closed pipeline sourced

“Open pipeline” — amount of revenue in a stage excluding closed won and closed lost

“Open opportunities” — number of open opportunities (excludes opportunities in closed won and closed lost)

“Number of tracked contacts” — number of unique people we are monitoring (this often includes closed won opportunity contacts, primary post-sale stakeholders and product users)

“Qualified job changes” — the total number of job changes that have had an ICP title

“Engagement” — the percent of qualified job changes that have activity logged on them. Best-in-class engagement is 60-70%.