If you lead a sales team, you know the drill: you’re drowning in numbers, dashboards, and “insights,” but you’re still left wondering what’s actually working. This guide is for managers, enablement folks, and even those skeptical reps who want to cut through the noise and actually get value from tracking sales performance—specifically, using Allego.
Let’s get into the nuts and bolts of setting up, tracking, and (the hard part) actually using sales team metrics in Allego. You’ll see what’s worth your time, what’s hype, and how to avoid getting lost in endless reports.
Step 1: Decide What Actually Matters
Before you even log into Allego, get clear on what you want to track. Most teams waste hours monitoring every little metric and end up paralyzed by data. Here’s the brutal truth: not every number matters.
Start with these questions: - What behaviors actually drive deals forward in your sales process? - What does “good” look like for your reps? - Where are things breaking down right now?
Common metrics that usually matter: - Activity metrics: Calls made, emails sent, meetings booked - Conversion metrics: Discovery calls to demos, demos to proposals, proposals to wins - Time metrics: Sales cycle length, time in each stage - Coaching metrics: Content viewed, training completed, feedback given/received
Ignore for now: - Vanity metrics (number of logins, random “engagement” scores) - Anything you can’t actually act on
Pro Tip: If no one can explain why a metric matters in one sentence, don’t bother tracking it.
Step 2: Set Up Your Metrics in Allego
Now that you know what you care about, it’s time to make Allego do the heavy lifting. Allego isn’t a pure CRM, but it does give you tools to track activity, learning, and coaching—all of which tie straight into sales team performance.
Here’s how to get started:
a. Organize your teams and roles
- Make sure your sales org structure in Allego matches reality. If you have SDRs, AEs, and CSMs, set them up as separate groups.
- Assign managers or coaches to each group for tracking and reporting.
b. Connect to your other tools
- Allego can integrate with CRMs (like Salesforce), email/calendaring, and other tools. This pulls in real activity data and helps avoid “double logging.”
- Not every integration is worth the hassle; focus on CRM sync first, since that’s where deal activity lives.
c. Set up performance dashboards
- Pick or build dashboards that show your core metrics—avoid the temptation to add every widget.
- Set up recurring reports for managers (weekly is plenty).
- Customize views so each role only sees what matters to them.
Honest take: Allego’s dashboards are fine for high-level trends and coaching, but they’re not as customizable as some BI tools. If you want crazy-deep analysis, you’ll need to export data and use Excel or another tool.
Step 3: Track Real-World Sales Activities
This is where things break down for most teams: the data in the platform doesn’t match what actually happens. Here’s how to avoid garbage-in, garbage-out.
Make it easy for reps: - Use Allego’s mobile and desktop apps so reps can log activities and complete training anywhere. - Automate as much as possible—if it’s not automatic, it probably won’t happen.
What to track inside Allego: - Training completion: Who’s actually finishing onboarding or product refreshers? - Practice and roleplays: Who’s submitting videos or audio for feedback? - Coaching sessions: Are managers reviewing calls or giving feedback? - Content usage: Which decks, one-pagers, or videos are reps actually using and sharing?
What to track from outside Allego (via integrations): - Call/meeting counts and outcomes - Emails sent, responses, and key engagement - Pipeline progression (via CRM data)
Pitfall to avoid: Don’t force reps to log the same activity in three different places. Pick one source of truth for each metric.
Step 4: Analyze the Metrics (Without Losing Your Mind)
You’ve got dashboards and reports—now what? Here’s how to cut through the noise and actually use what you see.
a. Look for bottlenecks, not just “top performers”
- Are deals stalling after the demo? Are new hires not finishing onboarding?
- Focus on where things are getting stuck, not just the leaderboard.
b. Compare activity to outcomes
- Lots of calls but no meetings? Maybe the messaging is off—or you’re chasing the wrong leads.
- High training completion but low win rates? Maybe your training isn’t practical.
c. Use trend data, not just snapshots
- Look at changes over time, not just this week’s numbers.
- Did a new playbook or training make a noticeable difference?
d. Drill down when something looks weird
- If one rep is crushing it (or tanking), pull up their activity and coaching data.
- Look for patterns: are managers spending more time coaching top reps? Is there a gap in content usage?
Pro Tip: Don’t get hung up on minor week-to-week blips. Look for trends and outliers.
Step 5: Turn Analysis Into Action
All the tracking in the world is pointless if you don’t actually do something with it. Here’s how to make the metrics count.
For sales managers: - Use Allego’s feedback and coaching tools to address weak spots you see in the data. - Share both wins and lessons learned—transparency builds buy-in. - Set up regular (but short) meetings to review team metrics and agree on next steps.
For enablement or training leads: - Double down on training topics that correlate with higher performance. - Sunset (kill off) training or content that no one uses. - Make “just-in-time” micro-coaching based on real activities, not just scheduled sessions.
For reps: - Give them access to their own metrics so they can self-correct. - Encourage peer sharing—top reps should explain what’s actually working, not just show off their numbers.
What not to do: - Don’t punish low numbers without knowing the cause—these tools are for coaching, not “gotchas.” - Don’t set metric targets just because you can; make sure they actually map to results.
Step 6: Keep It Simple and Iterate
The biggest mistake? Trying to track everything and fix everything at once. Here’s how to keep things sane:
- Start with just a few key metrics. Add more only if they’re actionable.
- Revisit your dashboards every quarter—are you still getting value?
- Ask your team: Is this helping us sell more, or just making us busier?
- Don’t be afraid to ditch metrics or reports that aren’t useful.
Remember: The goal isn’t perfect data. It’s better conversations, coaching, and results. Allego can help, but only if you keep it simple and use what you learn.
Summary
Tracking and analyzing sales team performance metrics with Allego doesn’t have to be overwhelming or a waste of time. Pick what matters, automate where you can, and use the insights to coach and improve—not just to fill up dashboards. Stay skeptical, keep it simple, and tweak as you go. That’s how you actually move the needle.