If you run or manage a B2B sales team, you know tracking performance isn’t about drowning in dashboards. It’s about figuring out what’s working, what’s not, and where your team can actually move the needle. If you’re using Valkre to track sales performance, you’ve probably noticed it’s built for more than just basic reporting—it’s supposed to help you connect sales activity with real business outcomes.
This guide is for sales managers, sales ops, or anyone tasked with making sense of the numbers. I’ll walk through the practical steps to track metrics in Valkre, flag what’s actually useful, and call out common traps so you don’t waste time.
1. Decide What You Actually Want to Measure
Before you even open Valkre, stop and ask: What are you trying to improve? Not every metric is useful, and tracking too much just creates noise.
For most B2B sales teams, stick to:
- Pipeline metrics: New opportunities, pipeline value, deal velocity
- Activity metrics: Calls, meetings, emails—if they tie to pipeline movement
- Win rates: By rep, by segment, by product
- Deal size and sales cycle length
- Churn and expansion (for existing accounts)
Skip or treat with suspicion: - Vanity metrics (e.g., number of LinkedIn connections) - Raw activity counts with no context - Anything you don’t intend to act on
Pro tip: If no one on your team can explain why a metric matters, drop it.
2. Set Up Your Data in Valkre
Valkre is only as good as the data you feed it. Garbage in, garbage out. Here’s what matters:
a. Integrate Your CRM and Data Sources
- Connect your CRM (Salesforce, HubSpot, etc.) to Valkre. Valkre’s integrations are usually decent, but double-check what’s actually syncing.
- Make sure the fields you use in the CRM map to the right places in Valkre. If your team has custom fields (e.g., “Demo Date”), map those too.
- Don’t trust the integration blindly. Run a few test records—are deal values, stages, and owners showing up correctly? If not, fix it early.
b. Clean Up Your Data
- Archive or close out old, stale opportunities.
- Standardize deal stages and naming conventions. If one rep calls it “Negotiation” and another says “Closing,” you’ll get a mess.
- Make sure owner assignments are up to date. Otherwise, you’ll be measuring the wrong people.
Pro tip: Schedule a quarterly data cleanup. It’s not glamorous, but it saves headaches later.
3. Build Dashboards That Answer Real Questions
Valkre has a lot of dashboard options. The trick is to build views that actually help you make decisions, not just look pretty in a board meeting.
a. Start With Core Dashboards
Most teams need:
- Pipeline Health: Value by stage, aging deals, new opportunities
- Rep Performance: Wins, losses, activity vs. results
- Forecast Accuracy: How close were your predictions last quarter?
- Deal Velocity: How long does it take to close deals, and where do they stall?
b. Customize for Your Team
- Filter by region, product, or segment if you have a big team.
- Set up alerts for real issues: stuck deals, sudden drop in activity, big swings in win rate.
- Don’t overcomplicate. If you need a user manual to read the chart, it’s too much.
c. Ignore the Noise
- Skip dashboards that just track activity for activity’s sake (“X calls made”). Unless activity directly leads to pipeline movement, it’s a distraction.
- Don’t get sucked into “trend porn”—those endless multi-line graphs that don’t change anything you do.
4. Set Up Regular Reviews—the Right Way
A dashboard is only useful if you look at it and act on what you see.
a. Weekly Team Reviews
- Focus on pipeline health and deals at risk.
- Celebrate wins, but don’t just pat backs—dig into why deals closed or slipped.
- Rotate who presents—keeps people engaged and honest.
b. 1:1s With Reps
- Use Valkre data to spot coaching opportunities: stuck deals, low activity, or sudden drop in win rate.
- Don’t just talk about the numbers. Ask reps what’s behind the data.
c. Monthly Deep Dives
- Look for patterns: Is a segment underperforming? Is the team over-forecasting?
- Adjust tactics based on actual results, not wishful thinking.
Honest take: If these meetings turn into data theater, you’re doing it wrong. The point is to find what’s working and fix what’s not.
5. Use Valkre’s Advanced Features—If They Actually Help
Valkre pushes a lot of “advanced analytics,” but flashy features won’t fix basic discipline.
a. Attribution and Closed-Loop Feedback
- Use custom fields and notes to track why deals were won or lost. The real gold is in the “why,” not just the numbers.
- Create closed-loop feedback with marketing or product—but only if you’ll act on it.
b. Custom Reports
- Build reports that answer your questions, not just what the software offers out of the box.
- Export data if you need deeper analysis—Excel still works fine for slicing and dicing.
c. AI and Predictive Features
- Be skeptical. AI can surface patterns, but it won’t tell you why deals are stuck.
- Use predictive scoring as a sanity check, not gospel. If it says a deal is “96% likely to close,” ask yourself if that feels right.
What to ignore: Anything that claims to automate “relationship management” or “deal insights” without human input. Valkre is a tool, not a magic wand.
6. Avoid Common Traps
- Measuring everything: More data isn’t more insight. Stick to what drives results.
- Chasing benchmarks: Your team isn’t average, and averages aren’t goals.
- Blaming the tool: Valkre can’t fix broken processes or bad data.
- Letting dashboards replace real conversations: Data should prompt action, not replace thinking.
7. Make Changes, Then Measure Again
Tracking metrics isn’t a one-and-done thing. Use Valkre to:
- Test new approaches—different messaging, new sales plays, whatever.
- Measure before and after. Did the change actually move the numbers?
- Kill what doesn’t work. Don’t hang onto a pet project just because you built a dashboard for it.
Pro tip: Keep a simple “what we tried” log. It’s amazing how quickly people forget why a process changed.
Wrapping Up
Tracking B2B sales team performance in Valkre isn’t about having the fanciest dashboard or the most data. It’s about picking a handful of meaningful metrics, making sure your data is clean, and using what you learn to actually improve how your team sells. Skip the noise, don’t overthink it, and keep iterating. The best sales teams use metrics to get better, not just to report up the chain. Start simple, adjust as you go, and don’t let software make things more complicated than they need to be.