Analytics Page: Reps Qualifications Accuracy Chart

Overview

The Reps Qualifications Accuracy chart evaluates how closely a rep’s qualification assessment aligns with actual deal outcomes. It plots:

• Conversion rate on the x-axis
• Average Spotlight score on the y-axis

Each dot represents a rep. The diagonal alignment band highlights where qualification rigor and outcomes are well matched.

This view helps Sales Ops identify Happy Ears, Sandbagging, and well-calibrated qualification behavior across the team.

How to Read the Chart

• Each dot represents a single sales rep.
• The x-axis shows the rep’s conversion rate.
• The y-axis shows the rep’s average Spotlight score, reflecting perceived deal health.
• Reps close to the diagonal band show strong alignment between qualification and outcomes.
• Distance from the band indicates systematic qualification bias.

Qualification Patterns Explained

Happy Ears

• High Spotlight scores with lower conversion rates
• Indicates deals are being qualified more optimistically than outcomes support
• Often inflates pipeline confidence and forecast risk

Sandbagging

• Lower Spotlight scores with higher conversion rates
• Indicates conservative qualification and understated deal strength
• Can hide real upside and slow pipeline momentum

Well-Calibrated

• Spotlight scores closely track conversion rates
• Indicates accurate qualification and reliable pipeline signals

How Sales Ops Should Use This

• Identify reps whose qualification approach introduces forecast risk
• Focus coaching on calibration, not just activity or volume
• Improve predictability by aligning qualification signals with outcomes
• Balance optimism and conservatism across the team

For example, correcting Happy Ears improves forecast reliability, while correcting Sandbagging surfaces hidden capacity and upside.

Sales Ops – Recommended Actions

Calibration Coaching

• Coach reps showing Happy Ears to tighten validation and evidence standards.
• Coach Sandbaggers to trust qualification signals and advance deals appropriately.

Forecast Discipline

• Adjust forecast confidence based on demonstrated qualification accuracy.
• Use this chart during forecast reviews to challenge assumptions.

Enablement & Standards

• Reinforce consistent interpretation of Spotlight signals.
• Use well-calibrated reps as benchmarks in training.

Performance Monitoring

• Track rep movement toward the alignment band over time.
• Treat persistent misalignment as a priority coaching signal.

Important Interpretation Notes

• This chart measures qualification accuracy, not effort or intent.
• Conversion rate reflects outcomes over time and may lag recent behavior changes.
• Spotlight scores reflect deal signals, not deal size or quota impact.
• Always interpret results alongside tenure, territory, and deal mix.