Analytics Page: Activity Impact by Stage (Normalized) Chart

Overview

The Activity Impact by Stage chart shows how answers to Spotlight.ai Questions influence deal progression within each sales stage. It highlights the top contributing Question answers per stage, showing which activities or signals matter most as deals move through the funnel.

The chart is normalized by stage, meaning it emphasizes relative importance within a stage, rather than comparing volume or frequency across stages.

Only the most impactful Question answers are shown for each stage.

How to Read the Chart

• Each column represents a sales stage.
• Each segment within a column represents an answer to a Spotlight.ai Question that impacts progression in that stage.
• Larger segments indicate stronger association with positive stage outcomes.
• Because the chart is normalized, each stage always sums to 100%, highlighting what matters most within that stage.

For example, if one answer dominates a stage, it suggests that this signal is especially important for progressing deals through that point in the sales process.

What This Chart Is (and Isn’t)

This chart is:

• A way to understand which activities or signals matter most at each stage
• A stage-specific view of deal progression drivers
• Useful for aligning execution to stage expectations

This chart is not:

• A ranking of Questions across all stages
• A measure of activity volume or effort
• Proof that completing a single activity guarantees progression

How Sales Ops Should Use This

• Clarify stage-specific expectations for reps
• Align enablement, playbooks, and coaching to what matters most at each stage
• Identify gaps where required signals are consistently missing
• Improve stage exit criteria and deal inspection quality

For example, if certain Question answers consistently show high impact in a stage, Sales Ops can make those signals explicit requirements before deals advance.

Sales Ops – Recommended Actions

Stage Definition & Exit Criteria

• Align stage exit criteria with the highest-impact Question answers for that stage.
• Require validation of these signals before allowing stage progression.

Enablement & Coaching

• Train reps on which activities and validations matter most at each stage.
• Focus coaching on missing or weak high-impact signals.

Deal Reviews

• Use this chart to structure stage-based deal inspections.
• Challenge deals that advance without the signals most associated with success.

Process Optimization

• Review whether CRM stage definitions reflect actual buyer behavior.
• Update processes when high-impact signals change over time.

Important Interpretation Notes

• This chart shows relative impact within each stage, not across stages.
• Only the top contributing Spotlight.ai Question answers are displayed.
• Results reflect association, not causation.
• Always interpret insights alongside deal context, stage criteria, and qualitative judgment.