Rep Detail Report
The newly updated rep detail report allows you to view the coverage information in detail for particular rep.
Use the "Viewing" filter in the top left of the header to change the date range for the report. You can also quickly jump from one rep to another by using the "Rep" filter in the right of the overview section.
Pipeline Overview section
This section provides a summary of how much pipeline the rep has created, and how efficiently they're creating it. Here are the metrics included:
Pipeline Created
The amount of pipeline the rep created, in dollars, in the report period
Opps Created
The number of new opportunities that rep has created in the report period. You can click on this metric for details on the opps included in that number.
Opp Creation Rate
The ratio of opps created to accounts worked (X opps / Y accounts) for the report period
Open Pipeline
The total amount of open pipeline currently under ownership by this rep (the opp creation date could be before this report period, as long as the opp is still open during the report period).
Open Opps
The total number of open opps owned by this rep. You can click this number for details on the opps.
If you're seeing 0s in any of these metrics, you may need to update your configuration. Click the "Configure" link and make sure you've configured all 3 settings:
Included Opportunities: Any criteria an opp has to meet to be included in opp creation metrics
Opp Value Field: The field we should use for calculating the monetary value of an opp
Opp Creator Field: The field we should use for determining who created an opp
Engagement Overview section
This section provides a summary of the rep's account coverage activities across their book.
Success tip
Ensure reps routinely engage with a large percentage of their book. We recommend at least 75% every 30 days. Hold reps accountable for both activities per account and a number of contacts reached. Minimal activity levels or single-threaded outreach are rarely successful at generating pipeline.
Total Owned
The number of accounts the rep owns based on their associated target book's ownership field.
Engaged Accounts
The number of accounts the rep has engaged over the report period.
Engagement Rate
The percentage of owned accounts where the rep has logged at least one working activity during the time range of the report.
Average Completed
The average number of activities the rep has logged per engaged account.
Average Contacts Reached
The average number of contacts the rep has logged an activity for on engaged accounts.
You can configure what counts as "engagement" in your working activities. Click "Configure" next to the Engagement heading. Read more about Working Activities here.
Activities section
This section includes a chart showing activity and opp creation over time. You can hover over any column for more details.
Currently Owned Accounts section
This section provides a view of rep engagement across all their owned accounts. There are two views: one for Engaged accounts and one for Unengaged accounts. You can click on any account name for further detail.
In the Engaged accounts view, you'll see a list of every account the rep has engaged with (per your currently Working Activities configuration). By default, that means they've logged at least one activity with that account during the report period.
The Unengaged accounts view shows you a list of any accounts the rep didn't engage with during the time period.
Success tip
Use the Unengaged accounts view for 1:1 coaching with the rep. Understand why they haven't engaged these accounts, make recommendations for which accounts they should engage. You may also identify accounts that shouldn't be worked at all from this view. Click the Create Retrieval button to remove those accounts from the rep's book.
You can customize these views (see below) to display data that's most relevant for your sales motion. You can sort the columns by clicking on the column heading. You can also export this data to an Excel file for further analysis.
Finally you can create a retrieval for any accounts you select in this table. Simply click the checkbox next to any accounts you want to retrieve, then click the "Create Retrieval" button, select a destination and Bookbuilder will remove those accounts from that rep's book.
Changing Owned Account columns
You can change the fields displayed in the "Account Summary" table of the report by clicking "Customize Columns". This will open the "Customize Columns" dialog.
Select the fields you would like to include in the report from "All Account Fields" on the left, moving them to the "Fields to Display" section on the right. You may choose any field on the account object as well as any working activities category to display.
Success tip
Customize your columns to show your key account prioritization fields (e.g. score, tier or buying stage) alongside the engagement metrics. Sort the list by your priority metrics and discuss it with reps if they're not fully engaging those accounts. We recommend that you coach reps to spend more energy engaging with high-value activities and multi-threading with their top accounts.
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