Prospecting Overview
Thursday, May 15, 2026 - 8 AEs - 776 total accounts - 96 active signals
Team Funnel
Total Assigned Accounts
776
Across 8 AEs
— flat vs prior period
→
QMS Generated
47
Qualified meetings set
↑ 12% vs prior period
→
Pipeline Generated
$1.24M
Active pipeline from prospecting
↑ 8% vs prior period
→
Closed Won ARR
$487K
Prospecting-sourced revenue
↑ 22% vs prior period
6.1%
Accounts → QMS
47 of 776 accounts
63.8%
QMS → Pipeline
30 of 47 QMS
33.3%
Pipeline → Closed Won
10 of 30 opps
Signal Execution Scorecard
3 AEs have overdue signals. Rachel Kim has 4 signals past SLA (oldest: 6 days). Jake Martinez and Sarah Chen each have 2 overdue.
96
Active Signals
Click to drill down
78%
SLA Compliance
75 of 96 on track
2.4h
Avg Time to First Touch
Target: < 4 hours
3.2
Avg Activities / Signal
Target: 5+
62%
Multi-Channel %
Using 2+ channels
AE Signal Execution 8 AEs
| AE | Assigned Accounts | Active Signals | Signals Worked | Avg Time to First Touch | SLA Compliance | Activities per Signal | Multi- Channel | Suggested Acted / Skip | Status |
|---|---|---|---|---|---|---|---|---|---|
Marcus Johnson Sr. AE - Enterprise | 97 | 14 | 12 | 1.2h | 5.8 | 85% | 8 / 2 | Strong | |
Emily Rodriguez AE - Mid-Market | 104 | 12 | 11 | 1.8h | 5.2 | 78% | 7 / 3 | Strong | |
David Park AE - Mid-Market | 92 | 11 | 10 | 2.1h | 4.1 | 55% | 6 / 4 | On Track | |
Amanda Foster Sr. AE - Enterprise | 88 | 10 | 9 | 2.4h | 3.9 | 72% | 5 / 5 | On Track | |
Chris Taylor AE - SMB | 110 | 14 | 11 | 3.6h | 2.8 | 48% | 4 / 6 | Watch | |
Sarah Chen AE - Mid-Market | 98 | 13 | 9 | 3.9h | 2.4 | 38% | 3 / 7 | Watch | |
Jake Martinez AE - SMB | 102 | 12 | 7 | 5.2h | 1.9 | 32% | 2 / 8 | At Risk | |
Rachel Kim AE - SMB | 85 | 10 | 5 | 7.1h | 1.4 | 22% | 1 / 9 | At Risk |
Total Effort - Team Activity (Last 30 Days)
1,247
Calls Made
↑ 15% vs prior
2,834
Emails Sent
↑ 8% vs prior
412
Texts Sent
↓ 3% vs prior
189
LinkedIn Touches
↑ 24% vs prior
| AE | Calls | Emails | Texts | Total Activities | Avg / Day | Signal Accounts Touched | |
|---|---|---|---|---|---|---|---|
| Marcus Johnson | 214 | 428 | 67 | 42 | 751 | 37.6 | 82 of 97 |
| Emily Rodriguez | 198 | 412 | 58 | 38 | 706 | 35.3 | 89 of 104 |
| David Park | 172 | 389 | 55 | 28 | 644 | 32.2 | 74 of 92 |
| Amanda Foster | 165 | 356 | 48 | 31 | 600 | 30.0 | 71 of 88 |
| Chris Taylor | 148 | 342 | 52 | 22 | 564 | 28.2 | 68 of 110 |
| Sarah Chen | 132 | 318 | 44 | 14 | 508 | 25.4 | 58 of 98 |
| Jake Martinez | 112 | 296 | 46 | 10 | 464 | 23.2 | 52 of 102 |
| Rachel Kim | 106 | 293 | 42 | 4 | 445 | 22.3 | 38 of 85 |
Coaching Insights - Gong Call Scoring
Signal Call Quality GONG Calls on signal accounts - last 30 days
142
Signal Calls Recorded
72
Avg Gong Score
38%
Referenced "Why Now"
64%
Next Steps Set
42 / 58
Talk / Listen Ratio
| AE | Signal Calls | Avg Gong Score | Talk / Listen | Referenced "Why Now" | Discovery Questions | Next Steps Set | Coaching Flag |
|---|---|---|---|---|---|---|---|
| Marcus Johnson | 28 | 86 | 38/62 | 68% | 4.2 avg | 82% | Top Performer |
| Emily Rodriguez | 24 | 81 | 40/60 | 58% | 3.8 avg | 75% | Strong |
| Amanda Foster | 18 | 78 | 42/58 | 44% | 3.4 avg | 72% | Improving |
| David Park | 22 | 74 | 44/56 | 36% | 3.1 avg | 64% | Improving |
| Chris Taylor | 20 | 65 | 52/48 | 28% | 2.4 avg | 55% | Needs Coaching |
| Sarah Chen | 18 | 62 | 48/52 | 22% | 2.2 avg | 50% | Needs Coaching |
| Jake Martinez | 14 | 54 | 58/42 | 14% | 1.8 avg | 36% | Needs Coaching |
| Rachel Kim | 8 | 48 | 62/38 | 12% | 1.2 avg | 25% | Needs Coaching |
Coaching Highlights
Marcus Johnson - Acme Distribution
92
Opened with the signal reason ("saw your team expanded to 45 reps"), asked 5 discovery questions, booked demo in-call. Strong "why now" framing.
5:42Duration
35/65Talk/Listen
Demo SetOutcome
Jake Martinez - Regional Plumbing Co
38
Jumped straight to product pitch without referencing the signal or asking about their current process. Prospect disengaged at 2 min mark. No next steps.
3:18Duration
72/28Talk/Listen
No Follow-upOutcome
Sarah Chen - Greenfield Services
61
Good rapport building but missed the signal context entirely. Asked generic discovery questions instead of tying to the Closed-Lost history. Set tentative follow-up.
4:55Duration
45/55Talk/Listen
Tentative F/UOutcome
Emily Rodriguez - Apex Roofing
88
Referenced their recent hiring push from Clay data, connected it to field team management pain points. Great multi-threading - asked about VP and ops lead involvement.
6:12Duration
38/62Talk/Listen
Meeting SetOutcome
Signal Aging Distribution
How old are the team's 96 active signals?
Fresh (1-4 days): 50
Moderate (5-9 days): 28
Stale (10+ days): 18
By AE
Suggested Outreach - Skip Reasons
Why AEs Are Skipping Suggestions Last 30 days - 44 total skips
36%
Not a fit for our product
16 skips
27%
Bad timing
12 skips
23%
Already in talks via other channel
10 skips
14%
Not my territory
6 skips
Insight: "Not a fit" is the top skip reason at 36%. If this stays high, the algorithm may be over-indexing on rep count and under-weighting industry fit. Consider adding industry exclusion rules to the suggested outreach model.
Prospecting Accounts - Suggested Outreach Tracking
Accounts Being Worked 142 Signal accounts + suggested outreach the team is actively prospecting
142
Total Working
68
From Signals
74
From Suggestions
52
Contacted
22
Pending Action
All AEs (142)
Marcus J. (22)
Emily R. (20)
David P. (18)
Amanda F. (17)
Chris T. (19)
Sarah C. (16)
Jake M. (18)
Rachel K. (12)
| Account | AE | Source | Tier | Contact | Status | Activities | Last Touch | Opp Status |
|---|---|---|---|---|---|---|---|---|
| Acme Distribution Co Field Services - Dallas, TX - 45 reps | Marcus J. | Signal | T1 | Mike Reynolds VP Sales | Contacted | 8 | May 14 | Opp: Discovery |
| Apex Roofing Supply Building Materials - Houston, TX - 32 reps | Emily R. | Signal | T1 | Sarah Mitchell Dir of Sales Ops | Contacted | 6 | May 13 | No Opp |
| Greenfield Landscaping Landscaping - Atlanta, GA - 28 reps | Sarah C. | Suggested | T1 | Tom Greenfield Owner | Pending | 0 | - | Closed-Lost |
| Metro Pest Solutions Pest Control - Phoenix, AZ - 22 reps | David P. | Signal | T2 | Linda Morales VP Operations | In Progress | 3 | May 10 | No Opp |
| National HVAC Partners HVAC - Chicago, IL - 55 reps | Amanda F. | Suggested | T1 | Robert Chen CRO | Contacted | 5 | May 12 | Opp: Proposal |
| ProClean Facilities Commercial Cleaning - Miami, FL - 18 reps | Chris T. | Suggested | T2 | Diana Reyes Sales Manager | Pending | 0 | - | No Opp |
| SunBelt Solar Installs Solar - San Diego, CA - 41 reps | Marcus J. | Suggested | T1 | Jason Park VP Sales | Contacted | 4 | May 11 | Closed-Lost |
| EagleView Exteriors Roofing - Nashville, TN - 15 reps | Jake M. | Signal | T2 | Kevin Walsh Dir of Sales | In Progress | 2 | May 8 | No Opp |
| Patriot Home Services Home Services - Charlotte, NC - 35 reps | Emily R. | Suggested | T1 | Megan Torres COO | Contacted | 7 | May 14 | Opp: Demo |
| TrueGreen Lawns Lawn Care - Minneapolis, MN - 20 reps | Rachel K. | Suggested | T2 | No contact on file | Pending | 0 | - | No Opp |
View All 142 Working AccountsShowing 10 of 142 - sorted by last touch date