Manager View
The new Manager View in Bookbuilder provides limited access to Bookbuilder reporting for sales managers.
New Manager View reporting allows sales managers to see how their team is creating new opps and where each rep might need support, including:
Top-of-funnel pipeline metrics overview
Rep leaderboard
Individual rep analysis
Account-level engagement detail
Team-wide comparison view
Pipeline Overview
The Pipeline Overview includes high-level reporting on recent pipeline creation. That includes the following sections.
The top-of-funnel pipeline metrics overview displays aggregate metrics to evaluate team performance. You can select from a variety of time range filters to review and compare historical performance.
Total opps created
Pipeline generated
Opp creation rate (efficiency of converting accounts into opportunities, calculated as number of accounts engaged divided by opps created in a specific time frame)
Average opps per rep
The opps created chart shows new opps created over time. You can show opp counts or pipeline dollar amounts.
The accounts engaged chart shows a high-level comparison of reps' activity over the time period compared to the previous period.
The rep leaderboard compares reps side-by-side for quick comparisons across key pipeline creation metrics. Managers can drill down into an individual rep's data for detailed metrics, which can be used in coaching.
Rep Reports
Managers can drill down into any rep on their team for detailed information on that rep's activity and opp creation.
For each rep, managers can see:
Pipeline created, in both opp counts and total pipeline value
Op creation rate
Engagement rate (how many accounts a rep is actively working out of the accounts they currently own)
Average activities per account, and activities over time
Multi-threading (average number of contacts engaged per account)
Finally, there's a table of engaged and unengaged accounts so managers can see exactly where reps are spending their time. The data in this table is exportable if you'd like to download it for further analysis.
This reporting supports identification of issues like low engagement depth or poor conversion, so managers can provide targeted 1:1 coaching to their reps.
Coverage Reports
Managers can also access coverage reports (for more on creating those reports, read this). Coverage reports include the same kind of pipeline creation analytics as the other reports, and are focused on a specific segment of accounts or reps. This reporting lets managers filter based on account attributes (e.g., industry: Financial Services), track how reps are performing within a specific ICP or campaign play, and are useful for reviewing performance in focused initiatives or plays.
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