If you’re running a sales team, you know that measuring performance is more than just glancing at a leaderboard. Maybe you’re drowning in dashboards, or maybe you’re still chasing reps for updates in Slack. Either way, you want clear, no-nonsense metrics that actually help your team close deals. This guide is for sales managers, ops folks, and anyone trying to keep a sales team honest and effective using Champify.
Let’s get into how to track what matters in Champify—without wasting time on vanity stats or getting lost in settings menus.
Why Metrics Matter (and Which Ones Don’t)
Before you even touch Champify, know this: not every number is worth your time. Some metrics look impressive in a board deck but don’t move the needle. Others, like win rate or average deal cycle, actually help you coach and forecast.
Metrics that matter: - Total pipeline created: Are your reps sourcing enough real opportunities? - Win rate: Of the deals you get, how many do you actually close? - Average sales cycle: How long does it really take to close a deal? - Activity metrics (calls, meetings, emails): But only if they tie back to actual pipeline. - Forecast accuracy: Does your team’s optimism match reality?
Metrics that are mostly noise: - Number of emails sent (without context) - Social media touches - “Touches per lead” with no link to outcomes
Focus on what helps you coach, forecast, and hit quota. Everything else is a distraction.
Step 1: Set Up Your Sales Metrics in Champify
First things first: you need to tell Champify what to track. Default settings will get you part of the way, but you’ll want to tailor metrics to your team’s process.
1.1. Define Your Sales Stages
Champify works best when your sales stages are clear and reflect reality—not what you wish your funnel looked like.
- Map out your actual sales process (e.g., “Discovery,” “Demo,” “Proposal,” “Closed Won/Lost”).
- In Champify, go to Settings > Sales Process and make sure each stage matches your team’s real workflow.
- Don’t invent extra stages to make your funnel look bigger. Fewer, honest stages make reporting cleaner.
Pro tip: If reps are confused about where a deal sits, your stages are probably too vague. Clean it up now—it’ll save you headaches later.
1.2. Choose Your Core Metrics
In Champify, you can track almost anything. That doesn’t mean you should.
- From Settings > Metrics, pick the 3-5 metrics that actually drive your business (see the earlier list).
- Set clear definitions. For example, what counts as a “qualified opportunity”? Write it down.
- Avoid the temptation to track every activity. More data isn’t always better.
What works: Simple, outcome-based metrics.
What doesn’t: Chasing “engagement” for its own sake.
Step 2: Get Your Data Flowing
Accurate tracking is only possible if your data’s clean. Garbage in, garbage out.
2.1. Sync Your Tools
Champify connects with most CRMs, email, and calendar tools. Take the 30 minutes to make sure everything’s talking to each other:
- Connect your CRM (Salesforce, HubSpot, etc.) in Settings > Integrations.
- Link your team’s email and calendar accounts.
- Make sure permissions are set so all activity gets tracked. Half the team “opting out” means your numbers are junk.
2.2. Clean Up Old Data
No system will fix messy data. Before you start tracking: - Archive dead leads and old opportunities. - Standardize deal naming and owner assignments. - Do a quick audit for duplicate contacts and accounts.
Pro tip: Run a “data cleanup sprint” before you roll out any new tracking. The less cruft, the better your metrics.
Step 3: Build Useful Dashboards (and Ignore the Rest)
Champify offers a pile of pre-made dashboards. Most teams only need a few.
3.1. Start Simple
Set up dashboards for: - Pipeline health: New pipeline created, deals by stage, forecast vs. quota. - Rep performance: Key activities, deals won/lost, win rate by rep. - Sales cycle: Average days from first touch to close.
Customize filters so you see what matters—by team, region, or product line. Don’t cram 12 graphs onto one page; focus on 3-4 that you’ll actually look at in your weekly meetings.
3.2. Set Up Alerts (Sparingly)
Champify lets you set up alerts for things like: - Deals stuck in a stage for too long - Forecast slipping below targets - Reps missing activity minimums
What works: Alerts that prompt specific action. (“Deal stuck in Proposal stage > 14 days” means it’s time for a coaching call.)
What doesn’t: Constant Slack pings for every minor update. Your team will tune them out.
Step 4: Make Metrics Part of Your Team’s Routine
Metrics are useless if they just live in a dashboard. You’ve got to talk about them, use them to coach, and actually change what your team does.
4.1. Weekly Reviews that Don’t Suck
Hold a 30-minute review each week: - Look at just the core metrics you picked. - Ask reps to explain wins, losses, and stuck deals. - Keep it focused—skip reading dashboards out loud.
4.2. Use Metrics for 1:1 Coaching
Pull up a rep’s numbers in Champify during your 1:1s. - Compare their activity and outcomes to team averages. - Ask why a deal stalled, not just what happened. - Set one clear improvement goal each week.
Pro tip: Metrics should start conversations, not end them. If a rep’s numbers are off, dig deeper before jumping to conclusions.
Step 5: Iterate—Don’t Set and Forget
No metric is perfect forever. Your team changes, your market changes, and what you measure should evolve too.
5.1. Review Metrics Quarterly
Every few months: - Ask if your core metrics still match your goals. - Drop anything you’re not actually using. - Add new ones only if they help solve a real problem.
5.2. Get Rep Feedback
Your reps know which metrics are motivating and which are just busywork. - Run a quick survey or ask in your next team meeting. - Cut or tweak metrics that aren’t helping anyone sell more.
Honest Takes: What Works, What Doesn’t
What Works
- Less is more: Fewer, well-defined metrics keep everyone focused.
- Clear definitions: Everyone knows what “qualified opportunity” or “win” means.
- Consistent review: Metrics are discussed, not just tracked.
What to Ignore
- Vanity metrics: Any stat that doesn’t help you coach or forecast.
- Over-customization: You can build super-fancy dashboards in Champify, but most teams don’t need them.
- Tracking for tracking’s sake: If you don’t use it, lose it.
Wrapping Up
Tracking sales team performance in Champify isn’t rocket science, but it’s easy to overcomplicate. Start with a few meaningful metrics, keep your data clean, and make metrics part of your regular routine. Don’t fall for dashboard overload or endless tweaks. The best teams keep it simple and adjust as they go. Focus on what helps your team sell more—and ignore the rest.