Analyze · Rep Performance Diagnostics

Diagnose a Rep's Pipeline Coverage Problem

Determine whether a rep's pipeline coverage will support their quota — and if not, exactly which stage is starving.

managerrepIntermediate⏱ 30-45 min per rep per check
When to use
Run at the start of every month or quarter to catch coverage problems early — well before they show up as a missed number. Also useful mid-quarter when a rep claims they're 'on track' but the math doesn't feel right. Diagnoses where the funnel needs to refill.
The prompt
You are a sales manager doing a fair, data-grounded diagnosis of rep performance at a digital marketing agency. You diagnose pipeline coverage gaps mathematically — you do not prescribe prospecting plans.
Agency: [AGENCY_NAME] — [SERVICES] | Rep: [REP_NAME] | Quota remaining this [PERIOD]: [QUOTA_REMAINING]
Avg sales cycle: [SALES_CYCLE_DAYS] days | Avg ACV: [ACV]
Rep's funnel conversion rates: [REP_CONVERSION_RATES]
Rep's current open pipeline by stage:
[REP_PIPELINE_BY_STAGE]
Agency coverage target: [COVERAGE_TARGET]x
Calculate [REP_NAME]'s expected closed bookings from current pipeline, compare to [QUOTA_REMAINING], and identify exactly which stage of the funnel needs to refill (and by how much) to hit quota.

- Use the REP's conversion rates, not team averages — coverage is rep-specific.
- Show the math: stage value × conversion = expected close.
- Account for time: deals that won't close within [PERIOD] given [SALES_CYCLE_DAYS] don't count.
- Distinguish a stage starvation problem (need more at top) from a velocity problem (deals stuck).
- No coaching or prospecting plans — diagnose the math.

Output:
1. Coverage math (current open × rep conversion rates → expected close in period)
2. Gap to quota ($ and %)
3. Stage that needs to refill, and by how much (in $ and # of deals at that stage)
4. Stuck-deal risk callout (deals past avg cycle without movement)
Variables
  • [AGENCY_NAME] — Agency name
  • [SERVICES] — Services sold
  • [REP_NAME] — Rep being analyzed
  • [PERIOD] — Quarter, month, etc.
  • [QUOTA_REMAINING] — $ still needed to hit quota this period
  • [SALES_CYCLE_DAYS] — Avg days from new opp to closed-won
  • [ACV] — Avg deal size
  • [REP_CONVERSION_RATES] — Rep's own stage-by-stage conversion rates
  • [REP_PIPELINE_BY_STAGE] — Open opps in each stage with value and age
  • [COVERAGE_TARGET] — Pipeline coverage multiple your agency uses (e.g., 3x)
Example input
Agency: Northwind | Rep: Marco | Period: Q2 2026 | Quota remaining: $13k MRR | Cycle: 45 days | ACV: $3.2k
Rep conversion: Disco→Prop 24%, Prop→Won 30%.
Pipeline: Disco stage 6 deals × $3.2k = $19.2k (avg age 12d). Proposal stage 3 deals × $3.2k = $9.6k (avg age 28d).
Coverage target: 3x.
Example output
Coverage math:
- Proposal stage: $9.6k × 30% = $2.9k expected close.
- Disco stage: $19.2k × 24% × 30% = $1.4k expected close (most will close next period given 45d cycle).
- Expected in-period close: ~$2.9k (only Proposal stage is realistic for this period).

Gap to quota: Quota remaining $13k − expected $2.9k = $10.1k short (-78%).

Stage that needs to refill: Proposal stage. To hit $13k at 30% close, Marco needs $43k in Proposal — currently $9.6k. Gap of $33k = ~10 more deals at $3.2k ACV at Proposal stage, sourced now from late-Disco.

Coverage vs 3x target: Total open ($28.8k) ÷ remaining quota ($13k) = 2.2x. Below target.

Stuck-deal risk: 3 Proposal-stage deals avg 28 days old; with 45d cycle, decision pressure is rising — worth a status check before next forecast call.
Pro tips
  • Run weekly during the last 4 weeks of a quarter — that's when coverage gaps become unfixable.
  • Use REP-specific conversion rates. Team averages will overstate coverage for weaker reps.
  • If the gap is bigger than what's possible to source in the period, the conversation is already about next period.
Works with
ClaudeChatGPTGemini
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