Feature Overview

The Outcome Rate Benchmarks setup enable administrators to configure custom filters and criteria for calculating win rates, loss rates, and no-decision rates across different business segments. This feature allows organizations to define specific opportunity subsets for benchmark calculations, ensuring that performance metrics are calculated against relevant and comparable datasets.

How It Works

The system provides a tabbed interface for managing different outcome rate benchmarks, each with configurable filter criteria:

• Benchmark Configuration:
  • Custom Filters: Define specific criteria for which opportunities to include in each benchmark calculation
  • Date Range Selection: Choose time periods for outcome rate calculations (custom ranges, quarters, months, etc.)
  • Segment-Specific Benchmarks: Create separate benchmarks for different business segments (e.g., product lines, regions, deal sizes)
• Filter Types Available:
  • Opportunity Attributes: Filter by deal size, industry, region, sales rep, or custom fields
  • Time-Based Criteria: Include opportunities based on close dates, creation dates, or stage entry dates
  • Outcome-Specific Filters: Focus on specific outcome types or exclude certain scenarios
  • Complex Logic: Combine multiple criteria using AND/OR logic for precise segmentation Inline validation flags incomplete filter criteria, and preview cards summarize each benchmark so admins can confirm configurations before saving.

Use Cases

• For Admins: Create industry-specific benchmarks to compare performance across different market segments and identify best practices.
• For Revenue Operations: Configure benchmarks by deal size or product line to optimize pricing strategies and resource allocation.

See It In Action

Requirements

• TruSales Admin, Super Admin, or Organization Admin role permissions for Setup module access
• Configured sales process stages and outcome classifications
• Understanding of business segmentation needs for relevant benchmark creation

Highlights

• Prevents misleading performance metrics by ensuring win/loss rates compare like opportunities
• Benchmark summaries make it easy to compare segments at a glance
• Validation cues prevent incomplete configurations from skewing results

Need Help?

Contact your Customer Success Manager for guidance on creating effective benchmark filters for your organization, or TruSales Support if you experience any technical issues with this page.