๐งโ๐ผ How to Track Sales Team Performance with Pipedrive Reports
Measure productivity, pinpoint strengths, and drive results.
Keeping tabs on your sales teamโs performance is essential for hitting revenue targets, identifying coaching opportunities, and optimizing your sales process. Pipedriveโs Insights and custom reports offer a simple yet powerful way to monitor performance across individuals, teams, and pipelines.
๐ Where to Track Sales Team Performance
Navigate to:
Insights > + Add new > Report
Choose a report type based on what you want to measure (Deals, Activities, Revenue, etc.)
Use dashboards to combine key performance indicators (KPIs) in one place.
๐ Key Sales Performance Metrics to Track
| Metric | Why It Matters |
|---|---|
| Deals won/lost by rep | Reveals top performers and coaching needs |
| Activity count per rep | Shows productivity and engagement |
| Revenue per rep | Tracks monetary contribution |
| Conversion rate | Measures effectiveness through the funnel |
| Average deal size | Indicates quality of closed deals |
| Sales cycle length | Highlights efficiency in deal closure |
๐ How to Create a Sales Performance Report
Step 1: Go to the Insights tab
Click + Add new and select Report.
Step 2: Choose a report type
For team performance, common types include:
- Deals (for closed deals, revenue, conversion)
- Activities (for calls, emails, meetings)
- Revenue (forecasted vs. actual)
Step 3: Set filters
Filter by:
- Date range (e.g., this quarter, last month)
- Deal status (won/lost)
- Team or individual users
- Pipeline (if multiple pipelines are in use)
Step 4: Group your data
Group by:
- Owner (to compare team members)
- Stage (to evaluate performance at each step)
- Time period (weekly/monthly trends)
Step 5: Visualize your data
Choose chart types:
- Bar chart for rep comparison
- Line chart for trends over time
- Table for granular details
- Funnel for conversion rates
๐ Example Reports You Can Create
| Report Name | Purpose |
|---|---|
| Won Deals by Rep This Month | Compare team closings |
| Activities Logged Per Rep Weekly | Track consistent effort |
| Revenue by User | Identify highest earners |
| Conversion Rate by Rep | Measure efficiency |
| Deals Lost by Reason (Grouped by Owner) | Spot coaching opportunities |
๐ Creating a Performance Dashboard
- Go to Insights
- Click + Add new > Dashboard
- Add multiple reports as widgets (e.g., Won Deals, Revenue, Activity Count)
- Name and customize your dashboard
- Share with team leads or management
๐งฉ Tip: Create separate dashboards for individuals, team leads, and executives to tailor visibility.
๐ Monitoring & Sharing
- Schedule reports to be sent weekly or monthly via email (Professional plan and up)
- Export reports to PDF, Excel, or CSV
- Share dashboards internally for alignment and transparency
๐ฏ Setting Sales Goals
Use the Goals feature to:
- Set quotas per rep (monthly/quarterly)
- Track goal progress in reports and dashboards
- Combine goals with activity tracking for accountability
๐ Navigate to Insights > Goals to set or edit team objectives.
๐ง Best Practices for Sales Performance Tracking
| Best Practice | Benefit |
|---|---|
| Track both quantity (activities) and quality (conversion rates) | Balanced evaluation |
| Set up regular review dashboards | Ongoing visibility |
| Use consistent timeframes for analysis | Apples-to-apples comparison |
| Tag deals by campaign or source | Segment performance more accurately |
| Align goals with reports | Track success toward team objectives |
๐ง Advanced Tools
- Custom fields: Segment reps by region, seniority, or product focus
- Zapier + Google Sheets: Auto-log performance for team meetings
- Pipedrive API: Pull performance data into BI tools like Power BI or Looker
- Team View Reports: Compare users or teams side-by-side