For Managers: How to modify Champify reports to measure your team's output

Managing to metrics is great, but only when you have metrics available. Sometimes it's hard to find the right data, especially if you need salesops to help pull the right reports. Here's our step-by-step guide to tracking your team's Champify usage and pipe generation in Salesforce - without needing your Ops team

The two key reports

There are two key areas to measure to assess impact:

Usage - Reps need to be logging activity (and to be clear, multiple activities) on champify contacts to give them the proper attention. A usage report gives front line managers and team leaders visibility into who is working their champifys consistently and who needs a nudge.

‍Pipeline - Keep track of your team’s hard work by maintaining visibility into not only what opps are created, but which are closing. 

Best practice: Instead of having a champify dashboard and creating one more place to look, add these two reports to your sales pipeline dashboard that you check daily.

How to build your usage report

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Step 1: Search Salesforce for the pre-existing report “% Champify Contacts Engaged by Owner”

If you use leads, it’s “% Champify Leads Engaged by Owner”. If you use both contacts and leads, you’ll need two reports to track usage. ‍

Step 2: Make your copy of the report

Edit → Save as → Rename and hit save

Step 3: Narrow down to your reps

Edit → Filter → Account owner, aligned SDR or similar → Include a comma separated list of your reps → Save & run

Step 4: [Optional] Subscribe

get weekly or daily updates from this report straight to your inbox

Edit → Subscribe → Select day or week and time of day

Your final product should look like this. Light blue is where reps have unworked champifys and dark blue is where they’ve been logging activity. You can also scroll down to see the individual prospect information.

Best practice: review this report in 1:1s and team meetings to encourage reps to spend time with their champifys.  This will change overtime to reflect the current state.

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How to build a report to measure your team's pipegen

Step 1: Search Salesforce for the pre-existing “Champify - Open Opportunities” report.

Step 2: Make your copy of the report

Edit → Save as → Rename and hit save

Step 3: Expand scope

‍we’ll want all pipeline not just open pipeline

Edit → Filters → Opportunity status = Any 

Step 4: Add contract value‍

not all teams use the default “amount” field

Edit → Outline → add columns → correct ARR field ‍

Step 5: [Optional] Reflect the scope of your team

perhaps you own expansions or new logo or both

Edit → Filters → Type = new logo 

Your final product should look like this. Ensure you have the correct amount field.

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FAQ: What does the champify opportunity salesforce field mean?

 If one of these three criteria are met, champify opportunity = true:

1. Lead source = “champify”
2. A Champify created contact has a primary role on the opportunity
3. A champify created contact took 3+ meetings while the opportunity was open (this helps catch when a person played a key role in the opp but was left off as a contact role)