If you’re responsible for a sales team, you know the numbers never tell the whole story. Pipeline reports, dashboards, and “AI-driven insights” can drown you in data without actually helping you improve what matters: results. This guide is for sales leaders, ops folks, or anyone tired of fluffy metrics and ready to actually analyze team performance using Aviso’s reports and analytics. We’ll skip the buzzwords and get into what works, what’s just noise, and how to get practical answers fast.
Let’s dive in.
Step 1: Know What You’re Actually Trying to Measure
Before you open Aviso, get clear on what you really want to know. Most platforms—including Aviso—offer dozens of dashboards and “metrics,” but not all of them matter. Start with questions, not features:
- Is my team hitting their targets, and why or why not?
- Where do deals get stuck in our pipeline?
- Who’s consistently over- or under-performing?
- Are forecasts accurate, or wishful thinking?
Pro Tip: Don’t try to track everything. Pick 2-4 key questions that matter for your quarter or business problem.
Step 2: Get the Right Data Into Aviso
Aviso is only as good as the data you feed it. If your CRM data is sloppy, your reports will be too. Before you trust any analytics:
- Make sure your CRM (Salesforce, HubSpot, etc.) is syncing cleanly with Aviso.
- Check for missing or duplicate records—especially closed deals, owner assignments, and stage changes.
- Audit a few recent deals. Do the numbers in Aviso match reality? If not, fix your CRM first.
What works: Automated nightly syncs usually catch most updates.
What doesn’t: Relying on manual data entry. Garbage in, garbage out.
Step 3: Find the Reports That Actually Matter
Aviso offers a buffet of dashboards, but only a few are worth your time if you want to really analyze team performance. Here’s what you should look for—and what you can probably ignore.
Must-Have Reports
- Pipeline Coverage: Shows how much pipeline you have vs. quota. Good for spotting gaps before it’s too late.
- Forecast Accuracy: Compares your team’s submitted forecast to actuals. Useful for identifying sandbaggers and optimists alike.
- Deal Movement: Tracks deals as they change stages, values, or owners. Great for seeing where things get stuck.
- Leaderboard/Rep Performance: Breaks down performance by rep—closed/won, pipeline created, average deal size, etc.
Reports to Take With a Grain of Salt
- “AI Sentiment” or Deal Scoring: These can be directionally useful, but don’t treat them as gospel. They’re only as smart as your data and model.
- Activity Counts (calls/emails): Volume doesn’t always equal quality. Look for outcomes, not just activity.
Reports to Ignore (Most of the Time)
- Vanity Metrics: Anything that doesn’t tie to revenue or pipeline health (e.g., “number of contacts created”).
- Overly Granular Filters: If you need a PhD to understand a report, skip it unless there’s a specific reason.
Step 4: Slice the Data to Answer Real Questions
Once you’ve picked the right reports, use filters and views to dig deeper. Don’t just look at overall numbers—break them down:
- By team (e.g., SMB vs. Enterprise)
- By individual rep
- By product line or territory
- By stage (where do deals die?)
Look for patterns, not just outliers. For example:
- Is one team always missing their number, or does everyone struggle at a certain stage?
- Do reps who create more pipeline actually close more—or just get busier?
- Are win rates consistent across products, or is one dragging you down?
Pro Tip: Always compare to the previous quarter or year. Context matters.
Step 5: Use Aviso’s Visualizations—But Don’t Get Distracted
Aviso gives you plenty of charts and graphs. They look nice, but don’t let them distract from the facts. Here’s how to use them well:
- Trend lines: Great for spotting improvement or decline over time.
- Funnel diagrams: Good for seeing drop-offs between stages.
- Heatmaps: Can highlight which reps or teams are carrying the load.
What works: Use visuals to tell a story in your next team meeting or exec update.
What doesn’t: Spending hours tweaking colors or chart types. Focus on the message.
Step 6: Dig Into Forecast vs. Reality
One of Aviso’s strengths is its forecasting module, but take its predictions with a skeptical eye.
- Compare your team’s submitted forecasts to closed/won numbers. Are you consistently under- or over-forecasting?
- Look at which reps or teams are driving the biggest misses.
- Use Aviso’s “forecast changes” tracking to see if numbers are shifting late in the game—a classic sign of wishful thinking.
If you see wild swings or surprises every quarter, it’s a process issue—no tool can fix that alone.
Step 7: Use Aviso’s AI—But Don’t Abdicate Judgment
Aviso touts its AI-driven insights, and some of them are genuinely helpful. But don’t let the AI do your thinking for you.
- Treat deal scores and risk flags as starting points for questions, not final answers.
- If a deal is flagged “at risk,” ask the rep why. Is there real substance behind the score?
- Use AI suggestions to spot trends (e.g., “Deals over $50k in the Southeast are stalling”), then dig in yourself.
Pro Tip: If you ever find yourself saying, “I don’t know why the AI says this,” go back to basics. The best managers ask reps—not robots.
Step 8: Share Only What’s Useful
Don’t flood your team (or your boss) with every chart under the sun. Instead:
- Summarize key findings from your analysis with a few clear visuals.
- Highlight actionable takeaways—what’s working, and what needs to change.
- Use team meetings to review insights, not just numbers. Ask open questions: “What’s getting in the way of moving deals from demo to proposal?”
What works: Less is more. A simple pipeline chart with commentary is more useful than a 20-page slide deck.
Step 9: Rinse, Repeat, and Improve
Metrics and reports are only as good as your willingness to act on them. Set a regular cadence—weekly or monthly—to review, discuss, and adjust.
- Keep your tracked metrics consistent, but don’t be afraid to swap out what’s not useful.
- Solicit feedback from reps: Are the reports helping them, or just more noise?
- Refine your approach as your team or business changes.
Keep It Simple, Stay Skeptical
You don’t need to be a data scientist or an “AI evangelist” to analyze your team’s performance with Aviso. Focus on a few key questions, trust your gut as much as the tool, and don’t get seduced by flashy dashboards. Real improvement comes from honesty, iteration, and talking to your team—not just clicking around in analytics.
Keep it simple, stay curious, and don’t be afraid to ignore the hype. That’s how you actually get better.