Why use Reporting
The Reporting is designed for HG Insights admins to monitor the performance of playbooks and provide insights into how sales teams are engaging with prospects. It is especially useful for:
Growth Managers: To determine which playbooks are effective, which should be expanded, turned on autopilot, or deleted.
Sales Managers: To ensure their teams are contacting the right people as recommended in their playbooks.
How to Access the Reporting
Log into Copilot
Click at the top right corner on the 👤 avatar icon
Click on Reporting
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How to use Reporting
Use the Reporting on a weekly basis to track the performance of playbooks used by your team
Click into each playbook: Access a deep dive into the playbook's health score and performance.
Health Score: Playbooks are ranked from A to E based on three components:
Targeting: Is the playbook targeted enough at a person-level?
Volume: We recommend each rep have at least 5 matches per playbook per week, but no more than 100 (as too many could overwhelm reps).
Actionability: Having a predefined sequence is ideal. If a sequence is not defined, sales reps may be left in the dark about the next steps.
Touch Rate: Aim for playbooks with a touch rate of at least 80%.
Pipeline Tracking: In the deep dive, you can view opportunities opened after prospects were contacted, contributing to the overall pipeline.
Weekly Digest
Every Monday, admins receive a weekly digest that includes:
Pipeline generated so far.
Best and worst-performing playbooks.
Top-performing sellers.
Sellers who may need additional enablement
Improving Playbook Performance
Your team should be regularly reviewing their inbox by contacting, rejecting or snoozing prospects surfaced in the playbooks. As a Admin you can impersonate their inbox to understand why certain matches were rejected.
FAQ
Why can’t I select data from the last quarter?
Data before Q3 2024 is not available.
What do 'Contacted' and 'Opportunities' mean in the Reporting?
The 'Contacted' and 'Opportunities' fields show numbers within the selected time period (e.g., this quarter, last quarter, last 6 months). However, they are calculated differently in the Users tab versus the Playbooks tab:
Users Tab:
Contacted: Total number of persons or companies that have been contacted through Copilot, regardless of whether they came from a playbook.
Opportunities: Number of unique opportunities created within 2 months after any contact through Copilot. This includes ALL opportunities from contacts, whether they were discovered through a playbook or not.
Pipeline: Total amount of opportunities created within 2 months after any contact through Copilot. This shows the overall impact of Copilot usage across all activities.
Playbooks Tab:
Contacted: Number of persons or companies that have been contacted directly or marked as done specifically from playbook matches.
Opportunities: Number of unique opportunities created within 2 months after a match from this specific playbook was contacted.
Pipeline: Total amount of opportunities created within 2 months after a match from this specific playbook was contacted.
Why do the numbers of 'Contacted’ and ‘Opportunities’ seem off? Here are the constraints:
Only accounts that have been contacted in the reporting period are counted
Opportunities must be created after contact AND within 2 months
When should I use account-based playbooks?
Account-based playbooks are ideal for account managers or experienced sales reps with clear indications of actions to take.
My playbook has too much volume. What should I do?
Filter out low-fit prospects and focus on warm leads to reduce volume and increase efficiency.
Where does the Opp Amount filter in Copilot come from?
Directly from the Opportunity Amount field in Salesforce, it cannot be configured to reflect a custom field.
My playbook doesn’t have enough volume. What should I do?
My playbook doesn’t have enough volume. What should I do?
Use the Explore feature to play around with filters and identify which filters might be too restrictive. Review event mapping to ensure all activities are being captured correctly.
What should I do if I don’t have a sequence already set up in SalesLoft, Outreach, or Gong?
What should I do if I don’t have a sequence already set up in SalesLoft, Outreach, or Gong?
We can provide prebuilt sequences for you to use.
What if I don’t have an SEP like SalesLoft, Outreach, or Gong?
What if I don’t have an SEP like SalesLoft, Outreach, or Gong?
Add a link to the basic action that outlines the sequence that should be used. The more guidance, the better.