Types of Questions You Can Ask About Your Sales Dashboard Visualizations

Here are some examples of the types of questions you can ask about visualizations on the sales dashboard.

Each section lists sample questions for a particular visualization.

Leads by Status and Owner for the Last Month

Question Type	Sample Questions
Clarification	What's the total deal size of qualified leads across all reps? Which rep owns the largest share of unqualified leads? Which rep has the highest total revenue at risk? What proportion of Anne Lenox’s pipeline is classified as high risk compared to medium risk?
Comparison	How do qualified leads compare with converted leads in terms of total deal size? Which rep has the highest conversion rate compared to others this month?
Root cause analysis	Why are many leads remaining in the qualified stage without progressing to conversion? Are there specific reps or territories where leads are more likely to end up unqualified?
Deep dives	Can you break down the converted leads by industry to see which verticals are converting better? Within qualified leads, which product categories have the largest deal size?
Anomalies and outlier detection	Are there any reps with unusually high unqualified lead percentages compared to the team average? Do any leads have deal sizes far above or below the normal range in each stage?
Trend analysis and forecasting	How does this month’s lead conversion rate compare to the last 3 months? If the current pace continues, how many leads are likely to be converted next quarter?
What if scenarios	What if we improved conversion rates for qualified leads by 10% — how much additional revenue would that generate? If we redistributed unqualified leads to top-performing reps, how many could potentially be converted?
Next steps	Which reps should prioritize follow-ups to maximize conversions next month? What are the top 3 common objections from unqualified leads that we should address as a team?

My Team's Opportunities at Risk

Question Type	Sample Questions
Clarification	Which rep has the highest total revenue at risk right now? What proportion of Anne Lenox’s pipeline is classified as high risk vs. medium risk?
Comparison	How does the total revenue at risk for Quinn Weber compare to Rory Morrow? Which rep has the lowest revenue at risk compared to the rest of the team?
Root cause analysis	Why does Anne Lenox have such a high volume of opportunities in the high-risk category? Are there common reasons or deal stages where opportunities are slipping into risk across multiple reps?
Deep dives	Can you list the top 5 accounts contributing to high-risk revenue for Anne Lenox? Which specific deals under Rory Morrow are contributing to the medium-risk category?
Anomalies	Are there any reps showing unusual spikes in risk compared to their historical averages? Which opportunities have been stuck in risk status the longest without movement?
Trend analysis	How has the total revenue at risk trended over the last 3 months across the team? If the current trend continues, how much of the team’s pipeline might remain in risk status next quarter?
What if scenarios	Lenox manages to recover 50% of her high-risk opportunities — how much revenue could that add back? If Quinn Weber reduces medium-risk deals by half, what impact would that have on overall pipeline health? What happens if all reps improved their opportunity risk mitigation by just 10%?
Next steps	Which reps should I prioritize coaching to reduce high-risk deals immediately? What specific accounts need urgent follow-up this week to prevent revenue loss? What early warning signals should the team track to stop deals from falling into risk? What are the top 3 recommended actions for each rep to improve their opportunity risk profile next month?

My Team's Opportunity Pipeline Distribution

Question Type	Sample Questions
Clarification	Which rep has the highest total revenue in their pipeline? Who has the highest number of opportunities regardless of revenue size?
Comparison	How does Anne Lenox’s revenue compare with Rory Morrow’s? Which rep has a higher average deal size — Anne Lenox or Quinn Weber?
Root cause analysis	Why does Anne Lenox have significantly higher pipeline revenue compared to other reps? Are reps with fewer opportunities also working on smaller deal sizes, or is it just fewer deals overall?
Deep dives	Can you break down Anne Lenox’s opportunities by stage to see where most of her revenue is concentrated? Which accounts are contributing most to Rory Morrow’s revenue pipeline?
Anomalies	Are Anne Lenox’s large deals unusually concentrated in a few accounts compared to the team? Which reps have unusually high opportunity counts but relatively low revenue, suggesting small deal sizes?
Trend analysis	How has the pipeline revenue distribution across reps changed over the last 3 months? If each rep maintains their current pace, what will their revenue contribution look like by the end of the quarter?
What if scenarios	What if Rory Morrow increased his average deal size to match Anne Lenox’s — how much additional revenue would that generate? If Quinn Weber doubled the number of opportunities in his pipeline, what would his total revenue look like? What happens if Anne Lenox loses her top 2 largest deals — how does it impact the overall team pipeline?
Next steps	Which reps need immediate coaching to improve deal size or volume in their pipeline? What should the team focus on this month to balance pipeline distribution across reps? Which specific accounts should be prioritized to quickly increase revenue for underperforming reps? What cross-team best practices from Anne Lenox’s pipeline management can be shared with other reps?

Products Generating Revenue of More than $1M in the Last 3 Years

Question Type	Sample Questions
Clarification	Which product contributes the majority share of revenue above $1M in the last 3 years? What percentage of revenue is contributed by all other products combined (excluding the top one)?
Comparison	How does the revenue share of Activity Hub B2C compare to 6500RT Servers? Which product has the smallest contribution, and how much lower is it compared to Accessories?
Root cause analysis	Why is the revenue so heavily concentrated in the “Category under GCM Total Unspecified”? Are the lower-performing products in this chart underinvested in sales/marketing or lacking demand?
Deep dives	Can you break down the “Category under GCM Total Unspecified” into sub-products or offerings? For Activity Hub B2C, which regions or industries contributed most to its $1M+ revenue?
Anomalies	Is the dominance of one category a normal trend, or is it an anomaly compared to other years? Are there products that nearly crossed the $1M threshold but fell short due to bottlenecks like pipeline gaps or delivery delays?
Trend analysis	How has the revenue share of these top products changed year-over-year in the last 3 years? Based on current trends, which product is most likely to cross $2M revenue next year?
What if scenarios	What if the revenue from the top product declines by 10% — how would it impact the overall distribution? If investment in 360Commerce ISO doubled, what could its revenue contribution look like in the next 3 years? What happens if all smaller categories (below 3%) are consolidated into one offering — how much market share would that represent?
Next steps	Which smaller products should we prioritize for investment to diversify revenue? What specific actions could increase Activity Hub B2C’s share beyond its current level? How should the sales team balance focus between defending the dominant product’s revenue and growing emerging products? What product-level adjustments (pricing, bundling, or cross-selling) could help boost underperforming categories?

Pipeline Lifecycle Analysis

Question Type	Sample Questions
Clarification	Which stage currently holds the largest revenue in the pipeline? What is the overall conversion rate from qualification to closed won?
Comparison	How does the revenue in the Qualification stage compare with the Opportunity stage? Which stage has the highest drop-off rate compared to the previous stage?
Root cause analysis	Why are so many deals concentrated in the Qualification stage rather than moving forward? At which stage do we lose the most deals, and what are the common reasons behind it?
Deep dives	Can you break down the lost opportunities in the Presentation stage by industry or account type? Which accounts or reps are most successful at progressing deals from Negotiation to Closed Won?
Anomalies	Are there any stages where the conversion rate is significantly below expectations compared to benchmarks? Which deals have been stuck the longest in the Agreement stage, creating bottlenecks?
Trend analysis	How has the stage conversion rate for the Opportunity stage changed in the last 3 quarters? Based on current conversion rates, how many deals are likely to close successfully by the end of the quarter?
What if scenarios	What if we improved the conversion rate in the Building Vision stage by 10% — how much additional revenue would move forward? If the drop-off in the Qualification stage is reduced by half, how would it impact overall pipeline health? What happens if all deals in the Negotiation stage close successfully — what would be the total revenue impact?
Next steps	Which stage should the team focus on immediately to improve overall pipeline progression? What specific actions can sales managers take to reduce losses in the Opportunity stage? Which reps need targeted coaching to improve performance in midfunnel stages like Building Vision or Presentation? What playbooks or enablement materials should be introduced to help increase conversion at the Agreement stage?