Your sales goals. Your way of winning.
The questionnaire asks how your team defines revenue, what makes an opportunity credible and where coaching would help. Connect Dynamics 365 to see a working report inline.
Your business goals
First we ask which annual revenue measures matter to your business. Check all that apply. The onboarding app will ask for a goal in each selected measure.
How does your company track revenue and credit goals?
First, tell us the language your team uses: ACV, TCV, ARR or simply revenue. Then choose the single measure that earns quota credit. Any configured measures remain separate and are never summed as one revenue figure.
If you use ARR, we'll ask whether you mean new ARR or net-new ARR; business-specific definitions are confirmed in setup. If you simply call it revenue, we record that too. Goals are entered through the questionnaire, not pulled from Dynamics.
What eligible and credible pipeline coverage should we target?
We begin with a suggested 3.0× coverage, and ask you to confirm or change it. Coverage compares eligible and credible open value in the selected quota-credit measure with full annual seller quotas, even where current-year quota attainment is prorated. This is your operating goal, not a universal sales-industry rule.
Your target is a company choice. The report shows the eligible, credible open opportunities behind the coverage calculation.
What qualifies as credible pipeline evidence?
Coverage and confidence use only eligible, credible open opportunities. Confidence is a read on evidence quality, not a predicted probability of winning.
Fiscal calendar
What calendar month does your fiscal year start? That lets Geographer calculate which fiscal month you're in and how many months remain for quota pacing.
For a July-to-June fiscal year, July is month 1 and June is month 12. We also confirm the fiscal-year length, end date and reporting currency. This avoids confusing calendar dates with fiscal pacing.
Reps, email and annual quotas
Who are your reps? Add a name, work email and annual quota for every seller. Quotas use the quota-credit metric selected above. You can identify who manages each rep.
| Sales rep | Work email | Annual ACV quota | Manager |
|---|---|---|---|
| Maya Chen | maya@example.com | $190,000 | Jordan |
| Chris Patel | chris@example.com | $250,000 | Jordan |
| Alex Rivera | alex@example.com | $225,000 | Jordan |
Fictional sample only. The questionnaire helps you identify the salespeople whose Dynamics opportunities belong in the reports.
Management focus
Example: “Our forecast swings late and I don't know who needs coaching until the quarter is almost over.”
Example: “Get a buyer-confirmed next step and decision date on every qualified opportunity.”
These answers add business context. The reports still test coverage and confidence against eligible, credible open opportunities.
Win / loss context
Example: “Technical fit, fast support and reliable delivery for industrial buyers.”
Example: “Our proposal arrives after the procurement decision, or we never identify the actual decision-maker.”
Your answers are starting hypotheses, not proven causes. The reports use them to ask better questions about the pipeline.
Dynamics 365 and delivery permissions
Connect Dynamics 365 and choose the people who should receive each report.
Pick authorized executives and sales leaders.
Choose the people who manage and coach the sales team.
Choose the individual salespeople who should receive their own report.
Do not enter CRM credentials on this public preview page.