If you lead a go-to-market (GTM) team, you know the pain: endless dashboards, half-baked data, and “performance reports” that look impressive but don’t actually help you do your job. If you’re using Nektar, you probably want to cut through the noise and get clear, actionable team performance insights—fast. This guide is for GTM leaders who want to build, manage, and actually use team performance reports in Nektar, without getting lost in feature sprawl or over-complicating things.
Let’s get into it.
What You Really Need From Team Performance Reports
Before we get into the nuts and bolts of Nektar, let’s pause for a reality check. Most “team performance reports” are built for show, not for action. Here’s what actually matters:
- Visibility: See who’s doing what, and where things are stuck.
- Accountability: Spot underperformance early enough to fix it.
- Coaching: Know where to help your team, not just who’s behind.
- Pipeline Health: Are you on track for your targets, or just spinning your wheels?
Everything else—fancy charts, endless filters, “AI-powered” recommendations—can wait. Start with the basics, and build up only if you need to.
Step 1: Get Your Data House in Order
You can’t build a useful report on bad data. Nektar claims to automate data capture, which is great, but don’t assume it’s perfect out of the box.
Checklist:
- Connect Your Tools: Make sure Nektar is plugged into your CRM (Salesforce, HubSpot, etc.), email, and calendar. If something’s not syncing, fix it now.
- Check User Access: Only the right people should have access to reports. Don’t let sensitive data float around.
- Validate Data Quality: Pull up a few recent deals. Does Nektar show the right owners, activities, and outcomes? If not, fix your integrations or talk to support.
- Standardize Fields: If you’re tracking “opportunity stage” or “deal size,” make sure everyone’s using the same definitions.
Pro Tip: Garbage in, garbage out. If your team isn’t logging activities or updating deals, automate as much as possible with Nektar, but also set expectations.
Step 2: Decide What to Measure (and What to Ignore)
GTM teams live and die by a handful of metrics. Here’s what most leaders actually care about:
- Activity Metrics: Emails sent, meetings held, calls made. Be careful—volume isn’t everything.
- Pipeline Metrics: New opportunities, pipeline value, pipeline coverage.
- Win Rates & Conversion: How many deals move to the next stage, and how many close.
- Deal Velocity: How long deals spend in each stage.
- Team Performance: Individual rep activity and results.
Ignore: - Vanity metrics (e.g., “emails sent” without context) - Overly granular breakdowns (e.g., meetings by day of week, unless you’ve got a real reason) - “AI insights” that don’t explain themselves
Decide what matters to your business right now. Don’t track everything “just in case.”
Step 3: Build Your First Team Performance Report in Nektar
Once you know what you want to see, here’s how to build a basic, useful team performance report in Nektar:
3.1. Start with a Template (If It Helps)
Nektar offers pre-built report templates for common GTM metrics. If there’s one that matches your needs, start there—it’s faster. But don’t be afraid to tweak or start from scratch if the template’s too generic.
3.2. Choose Your Data Sources
Pick what data feeds the report: CRM records, email, calendar, call logs. Keep it simple at first.
- For sales teams: focus on opportunities, activities, and pipeline.
- For CS or account management: look at engagement and renewal metrics.
3.3. Select Your Metrics
Add the metrics you chose in Step 2. Don’t overload the report. If you try to track 15 things at once, you’ll end up ignoring all of them.
3.4. Set Filters and Segments
- By Team/Region: Compare teams or regions if you manage more than one.
- By Rep: Useful for 1:1s or coaching.
- By Time Period: Rolling 30 days, this quarter, etc.
3.5. Pick the Right Visuals
Nektar offers standard charts, tables, and graphs. Fancy is not better. A simple bar chart or leaderboard often works best.
- Use tables for details.
- Use charts for trends or comparisons.
3.6. Save and Share
- Give the report a name your team will recognize. (“Q2 Pipeline Health” > “Performance Dashboard 01”)
- Share with your team, but only if it’s actually useful. Don’t spam people.
Pro Tip: Always check your report with fresh eyes. Does it answer the questions you actually care about? If not, tweak it.
Step 4: Make Reporting a Habit, Not a Chore
The best report is the one people actually use. Here’s how to make sure your Nektar team performance report isn’t just another forgotten dashboard:
- Review Weekly: Block 15 minutes in your team meeting to review the report. Keep it focused—what’s working, what’s not, any stuck deals?
- Use for Coaching: Don’t just call out the laggards. Use the report to spot where people need help or where your process is broken.
- Tie to Action: If something’s off, assign next steps. “Pipeline is thin—who’s got plans for new opps this week?”
- Update as Needed: If a metric isn’t helping, kill it. If you need something new, add it—but avoid report bloat.
Pro Tip: Don’t make the report about “gotchas.” Use it as a shared tool for improvement.
Step 5: Avoid Common Traps
- Over-Engineering: If it takes you more than an hour to get value out of your report, it’s too complex.
- “Set and Forget”: Reports need maintenance. Review quarterly to see if they still make sense.
- Blaming the Tool: Nektar can automate a lot, but it won’t fix a broken sales process or motivate your team for you.
- Ignoring Context: Numbers are just part of the story. Ask your team what’s behind the data.
Step 6: Advanced Tips (If You Really Need Them)
If you’ve nailed the basics and want to go further, here are a few things that can be useful—just don’t rush into them:
- Custom KPIs: Track things unique to your business, like multi-threaded deals or expansion pipeline.
- Alerting: Set up alerts for stuck deals, low activity, or pipeline dips. But don’t drown yourself in notifications.
- Integration with Slack/Email: Push summary reports to where your team already works.
- Historical Trends: Look at quarter-over-quarter or year-over-year to spot real changes, not just week-to-week blips.
Still, the real value is in consistent, simple reporting—not in adding bells and whistles.
Keep It Simple, Iterate Often
Don’t let reporting become your full-time job. Start small, focus on the handful of metrics that drive your GTM team, and actually use the reports you build. If something’s not working, change it. If you’re not sure where to start, just ask your team: “What would actually help you hit your number this quarter?”
You can always add more later. The best team performance report is the one you use—so keep it simple, keep it honest, and keep moving forward.