Analytics
Pipeline visibility before the forecast
Coverage reports and rep analytics show you how outbound activity becomes pipeline — while there is still time to do something about it.
01Overview
See exactly how pipeline gets created
By the time a coverage problem reaches the forecast, the quarter it affects is already over. The useful question is not “did we hit the number” but “are the accounts that could produce the number being worked right now”.
02Capabilities
What Analytics does
- Coverage Reports
Track every account in every segment. Find the parts of your market where nobody is working anything, before the quarter closes and it shows up as a gap in the number.
- Rep Reports
See who is engaging their book and who is not. Not activity counts for their own sake — how many of the accounts a rep owns they have actually touched.
- Pipeline Creation
Measure pipeline creation as it happens rather than reconstructing it after the fact. The forecast stops being the first time you learn something went wrong.
- Activity Thresholds
Set the bar for what "worked" means in your organisation, then hold the whole team to the same definition instead of arguing about it deal by deal.
03Who it’s for
Built for the whole revenue team
RevOps
One definition of coverage, applied consistently, instead of a different spreadsheet per manager.
Sales leaders
Know where pipeline is being created and where it is not, early enough to reallocate.
Managers
Coach on specifics. "You engaged 30 of your 200 accounts" is a conversation; "do more outbound" is not.
04In the platform
Where Analytics fits
Flows in
Rep activity and account ownership flow in.
Flows out
Coverage and pipeline creation reporting flows out.
05Proof
What customers say
I could pull all the data from Gradient Works from last year and tell you exactly how many accounts each rep actually engaged.
You can’t just tell reps something, you have to show them. Within a few months, I had people slacking me about how cool it was.
For a two-person team like ours, we can now do things at a level and scale that would usually take a 5, 6, or 7-person RevOps organization.
06Questions
Analytics FAQs
What does "coverage" mean here?
The share of accounts in a segment that someone is actually working, measured against your own activity thresholds — not the share of accounts that have an owner assigned.
Does this require the Salesforce managed package?
Yes. Pipeline coverage analytics, rep reports and segment coverage reports all read from the managed package.
How is this different from my CRM dashboards?
CRM dashboards report on the pipeline that exists. These reports show whether the accounts capable of producing pipeline are being worked at all, which is the leading indicator rather than the lagging one.
Can I get this data into an agent?
Yes — rep metrics are queryable through the Gradient Works MCP.
Learn about the MCPSpot pipeline risk before it hits your forecast
Rep activity and pipeline creation analytics are included on the free plan.