If you're managing a sales team and want straight answers about tracking rep performance, this is for you. Maybe you're buried in spreadsheets, or maybe your CRM's reporting is a mess. Either way, you want to know who's actually selling, who's not, and what you can do about it—without spending hours fiddling with charts or sitting through another demo. This guide walks you through using Glyphic, a tool built to make sales metrics less painful and more actionable.
Why Track Sales Rep Performance Metrics?
Let's get this out of the way: not all metrics matter. Chasing the wrong numbers is a waste of everyone's time. What you care about is simple:
- Who's hitting their targets?
- Who needs help (and with what)?
- Where are things getting stuck?
If your current setup can't answer these questions quickly, it's time to fix that.
Step 1: Get Glyphic Set Up
What You Need to Know
Glyphic is a sales analytics tool. It's not a CRM or a dialer; it sits on top of your sales data and actually shows you what's going on. If you don't already have an account, you'll need to sign up and connect your data sources.
Connecting Your Data
Most teams use Salesforce, HubSpot, or something similar. Glyphic can usually pull data straight from these platforms. Here's how to get started:
- Create your Glyphic account: Don’t overthink the plan—start with the free trial if you’re unsure.
- Connect your CRM: Glyphic will ask for API access or OAuth permissions. You’ll need admin rights in your CRM for this.
- Choose the right data: Import only what you need. Focus on opportunities, leads, activities, and users (i.e., your reps).
Pro tip: If your CRM is a mess, spend 20 minutes cleaning up rep names and deal stages first. Otherwise, you’ll end up tracking performance for “Test Account 42” and “John Smith (old)” forever.
Common Setup Hiccups
- Data mismatch: If your CRM fields don’t quite match Glyphic’s defaults, you’ll have to map them manually. It’s boring, but do it right.
- Slow syncs: First-time imports can take a while, especially if you’ve got years of data. Let it run in the background.
Step 2: Decide What Metrics Actually Matter
Glyphic will throw a ton of metrics at you out of the box: calls made, emails sent, deals closed, pipeline created, and so on. Not all of them are useful.
Stick to Metrics That Drive Sales
Here are the ones that matter for most teams:
- Closed deals: The big one. Revenue, not just number of deals.
- Pipeline created: Are reps finding enough new business, or just coasting on old leads?
- Conversion rates: How well do reps move deals from stage to stage?
- Activity volume: Calls, emails, meetings—helpful, but only if they actually lead to deals.
- Win rate: Percentage of deals closed vs. deals worked.
Ignore vanity metrics like “emails sent” or “meetings scheduled” unless you know they move the needle. More isn’t always better.
Pro tip: Set up a simple dashboard first—don’t try to track everything. You can always add more later.
Step 3: Build Dashboards That Don’t Suck
Now the fun part. Glyphic dashboards are customizable, but it’s easy to go overboard.
Starting Simple
- Create a new dashboard: Name it “Rep Performance” or something you’ll actually remember.
- Add these widgets:
- Total revenue closed, by rep
- Pipeline created, by rep
- Win rate, by rep
- Stage conversion rates (maybe start with just one or two key stages)
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Activity summary (calls, emails, meetings)—but keep this in context
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Filter by timeframe: Monthly or quarterly works for most teams. Weekly is too noisy, yearly is too slow.
- Save your dashboard: Make sure it updates automatically as new data comes in.
What NOT to Do
- Don’t build a dashboard with 17 charts. No one cares, and you’ll never look at half of them.
- Avoid “leaderboards” that only reward volume. You want results, not just activity.
Step 4: Use Reports to Spot Trends (and Problems)
Dashboards are for quick checks; reports are for digging deeper. Glyphic lets you run more detailed reports to see what’s really going on.
Useful Reports
- Rep performance over time: Who’s improving? Who’s falling off?
- Deal cycle length: Are deals getting stuck with certain reps or at certain stages?
- Lead source analysis: Are some reps better with inbound vs. outbound?
- Lost deal analysis: Why are deals being lost? Are there patterns by rep?
Pull one or two of these each month. Don’t go crazy—just look for surprises or big shifts.
Pro tip: If you see a dip, don’t jump straight to blame. Check if there’s missing data, a change in lead quality, or something else that explains it.
Step 5: Share What Matters With Your Team
Data is useless if it lives in a vacuum. Glyphic lets you share dashboards and reports, but keep it targeted.
How to Share
- Weekly team reviews: Show top-level metrics—wins, pipeline, conversion rates.
- One-on-ones: Pull up an individual’s dashboard together. Focus on trends, not just numbers.
- Email summaries: If your team likes email, set up scheduled Glyphic exports. But avoid flooding inboxes.
What to Avoid
- Don’t shame people with public rankings. Use the data to coach, not humiliate.
- Don’t just read out numbers in meetings. Talk about what’s working and what’s not.
Step 6: Adjust, Don’t Obsess
No tool is perfect, and Glyphic is no exception. Here’s what to keep in mind:
What Works Well
- Quick setup: If your data is clean, you’ll be up and running in under an hour.
- Customizable dashboards: You can tweak almost everything to match your process.
- Good for trends: Glyphic makes it easy to spot who’s improving or struggling.
Where Glyphic Falls Short
- Garbage in, garbage out: If your CRM data’s a mess, your dashboards will be too. No magic fix here.
- Limited context: Numbers don’t explain why something happened. You’ll still need to talk to your team.
- Can get pricey: If you scale up to lots of users, watch your budget. Don’t pay for seats you don’t need.
Ignore the Hype
Glyphic is a tool, not a silver bullet. It won’t “transform your sales culture” on its own. Use it to get clear data, then actually talk to your reps about what’s working and what needs to change.
Keep It Simple. Iterate As You Go.
Start small: connect your data, pick a few metrics, and build a dashboard that actually helps you run the team. Don’t get lost in the weeds or try to measure everything at once. If something’s not working, tweak it. If a metric isn’t helping, drop it.
You don’t need to be a data scientist. You just need to know who’s selling, who’s struggling, and what’s getting in the way. Glyphic can help with that—so long as you keep things honest, focused, and simple.