Salesloft Employee

How are we tracking towards our linearity targets?

Forum|Forum|3 years ago
April 17, 2023
0 replies
193 views

Linearity… or pacing 🏃🏾🏃🏼‍♀️: words that can stir up anxious emotions for Reps who have been hounded about them for weeks on end. 🤦🏻‍♀️ But, why does linearity really matter?

@Eden Penfield, CS leader at Clari, shares her thoughts on this along with how she advises customers to ask Clari: “How are we tracking towards our linearity targets?”:

Ultimately, a lack of linearity🏒 = risk in the business. Every day a deal is out there, more risk is introduced.

How often do your teams talk about linearity/pacing (weekly, monthly)? What do you action if it’s looking “off”?

This topic has been closed for replies.

jparawan

Salesloft Employee

Excellent video! The pacing line represents a goal of closing 20% of your quota by the end of week 4 of the quarter, and 50% of your quota by the end of week 8. However, if you would like to adjust the percentages, talk to your CSM as these can be configured.

Jason Parawan - Sr. CSM

Eden Penfield

Salesloft Employee

Time to close is everything, and tracking linearity ensures a higher likelihood to hitting your number! Add this review into your 13 week cadence to help answer the question “will we meet, beat or miss our target?”