Welcome to Tutorials
Learn how to harness the power of the agentic pipeline to gain real-time visibility into your sales performance, track deal trajectories, and make data-driven decisions.
In this guide:
Glossary
Before exploring the platform, it helps to understand the two core concepts that power everything you see.
Impact
Impact measures the effect of every action on every deal - in dollar terms. It captures the real value you created during a review period: how much your work moved deals forward (or backward).
Unlike quota, which measures an outcome, Impact measures contribution. It answers a fundamental question: where do I really stand, based on what I actually did?
Impact = Change in Momentum + Closed Deal Amounts
Momentum
Momentum is the speed of your deals. Like acceleration leads to speed, Impact accumulates into Momentum. It combines the dollar value of each opportunity with the AI's real-time assessment of deal health.
Momentum lets you see where energy is building and where it's fading - across a single deal, all your deals, or the entire team's pipeline. It answers: where are my deals heading?
Momentum = AI Score * Deal Amount
Review Period
The review period is the time window used for all metrics - typically the current week plus a configurable number of previous weeks. Every chart and metric you see reflects activity within this window, giving you a consistent, rolling view of performance.
Key insight
Impact and Momentum are the building blocks. From them, everything becomes visible: deal health, rep engagement, team performance, and where to focus next.
The Dashboard
The Dashboard is your personal performance cockpit. It answers three questions at a glance: how do I compare to others, where is my momentum heading, and which deals need my attention?
Weekly Winner &Team Momentum
At the top, you'll see this week's top performer by Impact and how you compare to him/her - along with their total impact amount and opportunity count. Next to it, the Team Momentum chart shows the overall pipeline momentum trend over time, including a forecasted projection. This gives you immediate context: is the team accelerating or slowing down?
My Momentum
This chart shows your personal momentum trend. The solid line shows your history; the dashed line shows the forecast. If your line is trending upward, your deals are gaining energy. If it's flattening or declining, it's a signal to re-engage your pipeline.
Best & Worst Opportunities
A split view showing your top 3 and bottom 3 opportunities, ranked by either Momentum or Impact (toggle between them). Each opportunity shows its name, momentum value, and impact value. Your best opportunities are where energy is building - protect and accelerate them. Your worst opportunities are stalling or losing value - decide whether to re-engage or let go.
My Daily Impact
A bar chart showing your daily impact across the review period. Blue bars represent positive impact (you moved deals forward), red bars represent negative impact (deals lost ground). Hover over any bar to see the date, impact amount, opportunity count, and the top activities that drove that day's result.
Key insight
Check the Dashboard at the start of each day. If your momentum is trending down , it's time to act -before stalled deals turn into lost ones.
Sales Cycle
The Sales Cycle page zooms out from individual performance to the team and process level. It gives you metrics about pipeline health, highlights stalled deals, and tracks the team's cumulative impact over time.
Key Metrics
Four summary cards at the top give you an instant health check: Pipeline Velocity (dollars per day flowing through your pipeline), Stalled Deals (number of opportunities that have gone quiet), Average Cycle Time (how many days deals take to close), and Win Rate (percentage of closed deals that were won).
Velocity & Stalled Deals
The Velocity History chart shows pipeline velocity week-over-week. A declining trend means deals are moving more slowly through your pipeline. The Stalled Deals table lists every opportunity that has gone inactive, showing the deal name, owner, and how many days it's been stalled. These are the deals most at risk of being lost to inaction & the single biggest source of pipeline leakage.
Team Impact History
Two charts show the team's aggregate impact over time: a daily view for spotting short-term patterns and a weekly view for tracking longer trends. Together they answer: is the team creating more value this week than last?
Stage Analysis
Length by Stage shows the average number of days deals spend in each stage of your sales cycle. If one stage takes significantly longer than others, it may be a bottleneck worth investigating.
Conversion by Stage shows the percentage of opportunities that successfully move from one stage to the next. Stages with low conversion rates are where deals are most likely to stall or drop off.
Key insight
The stalled deals list is your action list. If deals are stalling in the same stage repeatedly, it points to a process issue. If the team's weekly impact is declining, it's time to diagnose why & before it shows up in the forecast.
Opportunities
The Opportunities page is where you see every deal in one place. A leaderboard at the top shows who's driving the most impact, while a detailed table below lets you inspect, filter, and review every opportunity in the pipeline.
Leaderboard
A horizontal bar chart shows the top performers ranked by weekly Impact. Gold, silver, and bronze highlights for the top three make it easy to spot who's leading. This isn't based on quota attainment — it reflects real contribution, measured in dollars of value created.
Opportunities Table
The main table shows every opportunity with key metrics at a glance:
Stage: color-coded badge showing where the deal sits in your sales cycle
Amount: the deal's dollar value
Age: days since the opportunity was created
Impact: the deal's impact over the review period (green for positive, red for negative)
Time in Stage: how long the deal has been in its current stage relative to the baseline (green under 100%, yellow at 100-150%, red over 150%)
Activity Density: how much engagement is happening on this deal, shown with a colored indicator (green = high, yellow = medium, red = low)
Click on any opportunity name to open a detailed view with its full history and AI score trajectory.
Filtering & Reviewing
Use the filter panel to narrow down by owner, stage, review status, or impact direction. Mark opportunities as reviewed using the checkboxes - this helps you track which deals you've already looked at during your pipeline review. Use "Clear All Reviewed" to quickly clear your review backlog.
Key insight
Sort by Impact to find deals that are creating (or destroying) the most value. Opportunities with red Time in Stage and low Activity Density are your highest-risk deals - they're sitting too long without engagement.
Insights
The Insights page shows how well the AI agents are performing. It provides transparency into the quality of the agents' decisions, so you can trust the scores and recommendations throughout the platform.
Closing Agent Metrics
The Closing Agent identifies deals that should be closed - either because they're unlikely to be won or because the timing is not right. Its quality is measured by:
True Positive Rate (Recall): percentage of lost deals the agent correctly flagged. A high rate means the agent catches risks early.
True Negative Rate (Specificity): percentage of won deals the agent correctly left alone. A high rate means the agent doesn't raise false alarms.
MCC (Matthews Correlation Coefficient): The single best summary metric. Ranges from -1 to +1. Unlike accuracy, it's reliable even when won/lost deals are imbalanced. Green (> 0.4) means the agent is genuinely useful, red (< 0.2) means it's barely better than random.
Balanced Accuracy: The average of TPR and TNR. Avoids the trap of plain accuracy being inflated by class imbalance.
Precision: Of all the deals the agent flagged for closing, what percentage were actually lost? High precision = fewer false alarms disrupting your team.
Time to Detect: How early the agent flags a deal before it's actually lost. Measured in both time and "slices" (decision points). Earlier detection = more time to act.
Scoring Agent Metrics
The Scoring Agent assigns a win probability to each deal, which feeds into the Momentum calculation. Its quality is measured by:
Score Before Closing: the average AI score assigned to opportunities just before they were won. A high score here means the agent recognized winning deals.
Decline Detection: how much the score dropped from its peak before a deal was lost. A high decay ratio means the agent detected deterioration early, giving you time to act.
Key insight
Green metrics mean the agents are performing well and you can trust their scores. As the agents learn from more of your team's deal outcomes, these metrics improve over time - the system gets smarter the more you use it.