AI for insights and analytics
A rep with 300 accounts owes 920 touches a year plus prospecting, has capacity for 880, and last quarter left three tier-A accounts holding 14 percent of the book uncovered because nobody chose which would be. AI analytics reads the CRM, ledger and assignment files, and answers the sales manager: who is uncovered, what went quiet, and whether the pipeline will hold.
These are the questions sales teams ask. Each one maps to a measure our tools compute from your files. The AI model chooses the measure and explains the result; the arithmetic is done by our code, and every total is checked.
| The question | The measure behind it | What comes back |
|---|---|---|
| Are we covering the accounts that matter? | Value coverage at cadence | Revenue of accounts touched within their tier cadence over revenue assigned, by rep and team. |
| Which accounts have gone quiet, and how much were they worth? | Dormant accounts, by prior value | Accounts past their own order gap by prior-year revenue, with the owner. |
| Where do similar customers buy more from us than this one does? | Share of wallet against similar customers | Account spend against the median for its segment, with the gap valued. |
| What is our real win rate? | Win rate from a stated stage | Won over opportunities that reached the stage you name, by rep and segment, count and value. |
| Is there enough pipeline? | Pipeline coverage against required | Weighted pipeline over the amount required for target, by rep and quarter. |
| Who is overloaded, and who has room? | Rep load against capacity | Touches owed by tier cadence plus prospecting against capacity, by rep. |
Every figure below was computed by a tool from the rows and checked before it was shown. The lines sum; the percentages match; each line opens to the rows that make it.
How much revenue is sitting in uncovered accounts?
Revenue in accounts not touched within their tier cadence is $7.3m across 3 teams, out of 48 million assigned. Enterprise team holds $3.9m, 53% of it.
| Enterprise team | $3.9m | 53% of the total |
| Mid-market team | $2.3m | 32% of the total |
| Inside sales team | $1.1m | 15% of the total |
| The 3 lines sum to | $7.3m | 0 unexplained |
Which enterprise accounts?
3 accounts hold $2.9m of the $3.9m uncovered in the Enterprise team, 74% of it. All are tier A, owed monthly contact, and sit with a rep whose book is 190 touches over capacity.
| Meridian Health | $1.4m | tier A; last touch 11 weeks ago |
| Corvid Systems | $900k | tier A; last touch 9 weeks ago |
| Ashdown Retail | $600k | tier A; no touch this quarter |
| These 3 are | $2.9m | 74% of Enterprise team |
What does the sales manager decide?
Which accounts the overloaded rep keeps, and who takes the rest. The decision is made on the load figures, not left to happen by omission, and coverage by value is reviewed every week.
| Sales manager, enterprise | Rebalance the overloaded book by tier and value | This week |
| Enterprise reps | Contact Meridian, Corvid and Ashdown | This week |
| Head of sales | Review value coverage and dormancy weekly | Weekly |
Each measure has one formula, one source and one meaning. They are computed per rep and team and in total, and every one carries an identity that must hold before it is shown.
| Measure | Formula | From | What it tells you |
|---|---|---|---|
| Value coverage at cadence | Revenue of accounts touched within tier cadence ÷ revenue of assigned accounts | CRM activity; assignment file; ledger | Whether the accounts that matter are being reached |
| Dormant accounts, by prior value | Prior-year revenue of accounts past k × own order gap ÷ prior-year revenue | Ledger | Revenue that stopped quietly |
| Share of wallet against similar customers | Account spend by category against the median for its segment; valued gap | Ledger; account master | Where customers buy elsewhere |
| Win rate from a stated stage | Won ÷ (won + lost + stalled), from the stated stage, by count and value | CRM opportunities | The rate coverage and forecast depend on |
| Pipeline coverage against required | In-period pipeline, aged deals removed ÷ target, against 1 ÷ win rate | CRM opportunities; targets | Whether there is enough real pipeline |
| Forecast bias per rep | Mean signed error at a fixed horizon over four quarters | Weekly forecast snapshots; closed revenue | Who sandbags and who hopes |
| Time to first touch | Days from assignment to first two-way contact, by tier | Assignment history; CRM | Reassigned accounts left waiting |
| Rep load against capacity | Touches owed by the book per year ÷ touches available | Assignment file; tiers; calendar | Books too large to cover |
| Meeting to opportunity conversion | First meetings that became a qualified opportunity within the window ÷ first meetings | CRM | Meetings that lead nowhere, by rep and source |
| Customer concentration | Top ten share; largest customer; effective number of customers | Ledger, rolled up to parent | Dependence, and its direction |
Each measure is worked through, with the export it comes from and what to drop, in Sales KPIs for B2B sales teams.
From your question and the measures declared for sales teams, the model picks the one that answers it, and the period and comparison the question implies.
Deterministic code reads the rows, computes the measure, and checks the identities below. The same question on the same data gives the same answer, every time.
The AI model writes the sentence around the result, naming the rep or account behind it. It states no figure that is not in the result, and every figure links to its rows.
| Coverage | Assigned accounts = covered + overdue + never touched; one owner each |
| Pipeline | Deals = won + lost + open; open = in period + out of period |
| Forecast | Every actual is matched to a snapshot at the stated horizon |
| Load | Touches owed sum across tiers; every account has a tier |
The exports sales teams already produce. Column names are mapped once and the mapping is reused. A file is the way in; scheduled delivery and connections to your systems come with the plan, and every source is listed here.
An answer is a list with an owner and a cadence, or it is a chart nobody works.
| Measures | Owner | Cadence |
|---|---|---|
| Coverage; dormancy; time to first touch | Sales managers; reps | Weekly |
| Pipeline coverage; meeting conversion | Sales managers | Weekly to fortnightly |
| Win rate; forecast bias | Sales director | Monthly to quarterly |
| Share of wallet; rep load; concentration | Sales director; sales operations | Quarterly |
Each tier of account is owed a contact frequency: monthly, quarterly, twice a year. Coverage is the revenue of accounts that received it over the revenue assigned, by rep. Counting accounts would treat a 500 and a 500,000 account alike; weighting by value puts the book's revenue first. The tool computes it from the CRM activity file and the ledger.
From a stage you name, so that opportunities never qualified are not counted as losses. Won over opportunities that reached that stage, by rep and segment, by count and by value, with the stage shown. Changing the stage changes the figure, and the page says which stage it used.
The CRM activity and opportunity exports, the invoice ledger by account, and the assignment file that says who owns what. Tier cadences and rep capacity are set once on the data map. Every file is one the CRM and the finance system already produce.
The CRM reports on what was entered in it. This joins that to the ledger, so revenue and dormancy are real rather than pipeline-shaped, and every figure carries a control total. Ask in plain words, get the measure and the list, and the same question next week shows what moved.
Coverage · Dormant account · Share of wallet · Win rate · Pipeline coverage · Rep load
Asset managers · Commercial banking · Compliance · Construction and building materials · Consulting and advisory · Customer service · Distributors · Education · Finance and FP&A teams · Financial services · FMCG and CPG brands · Foodservice distributors · Freight brokers and 3PLs · Healthcare and med-tech · Hospitality · Industrial distributors · Industrial manufacturers · Insurance brokers · Investment banking · Law firms · Oil and gas services · Pharma · Procurement · Retail banking · SaaS · Shipping and logistics · Sports · Supply chain · Tax and accounting · Telecoms and connectivity · Trading · Wealth managers
Bring a few thousand rows. The data map opens next, every column mapped once, and the first question is answered in minutes. Free, in your browser, no account.