Fullcast Performance's alerting ("anomaly") system is one of the things that differentiates Fullcast Performance as a sales performance management solution - especially as compared to legacy "dashboard" approaches that require visual monitoring and mental math.
Rather than requiring sales managers, reps, leaders, or operations to "dashboard dive", Fullcast Performance's alert system statistically monitors rep and team metrics and then alerts relevant parties when there's a metric in an attention-worthy state.
Further, Fullcast Performance's Sales Coach AI-powered Sales Management Assistant ingests these alerts to analyze and interpret the performance of a rep or team and provide recommendations about how to make the most of the situation.
Fullcast Performance Alerts show up on team and rep profile pages, can be configured into specialized topic-centric views using the Alert Feed feature. , and show up in Goal Views as well.
- Alert Valences
- Trend Alerts
- Peer Alerts (and Ramping)
- Goal Alerts (and Ramping)
- Strategy Insights
- Summary Alerts
Alert Valences
Alerts can be "Positive", "Warning" or "Neutral" depending on the underlying default metric. For example, in sales, more meetings is generally a positive thing, so the alert valence for the Meetings card when there are more meetings is Positive and when there are less meetings, Warning.
By contrast, for a card like Untouched Opps, more untouched opps is not a good thing, so when there are more untouched opps, the alert valence is Warning, and when there are less, the valence is Positive.
For subset of cards, more can be good or bad (and less can be good or bad). For example, too many opportunities can sometimes be too much of a good thing - so the valence on the Opportunities card is Neutral for both "more" and "less" situations.
Positive, Neutral, and Warning alerts.
Trend Alerts
Trend alerts flag a deterioration or improvement in the performance of a specific metric over time. This includes both rep-level and team-level metrics.
Trend alerts can be useful for catching performance changes the better for managers to intervene and improve them, and also to measure improvement after managerial involvement.
Trend alerts for a rep only look at data after the rep has fully ramped in their current role (segment and discipline combination). Trend alerts for a team only include data for fully ramped reps. Keep in mind that ramping periods are defined per metric, segment ,and discipline combination here, and you may customize the ramping periods for every metric.
Peer Alerts
Peer alerts are a helpful way to see how a given rep is performing on a given metric as compared to other reps of the same role - that is, the same discipline and segment type.
Because they compare "apples to apples" they are helpful in spotlighting reps who are struggling on a particular metric as compared to what is a level of performance that is clearly attainable by others in the same role in their org, the better to help managers investigate and help improve that performance.
So too with positive outperformance - a rep who is dramatically outperforming peers in a specific metric likely has something to teach their peers and managers should be seeking to spread their success.
Examples of positive and warning peer alerts for reps.
Detail of a trend alert on an Fullcast Performance metric card
Team Peer Alerts: Fullcast Performance also does this for teams that are composed for the same sort of reps - something more common in large sales organizations.
A team of account executives who are engaging more unique accounts than the average of other account executive teams composed of the same type of reps.
Ramping Peer Alerts: Fullcast Performance also tracks the performance of reps in ramp by comparing their metric levels to reps in the same role (i.e. same discipline and segment) at the same time.
This allows managers to track the leading indicators of success during ramp - when lagging indicators (bookings for AEs, meeting creation for SDRs) have not yet showed up.
Goal Alerts
Another powerful use of Fullcast Performance is to set goals on leading, lagging, and intermediary metrics and then have Fullcast Performance's alert system track progress to and completion of those goals.
In Progress Goal Alerts: As soon as a goal is set, Fullcast Performance's goal tracking system calculates progress to that goal, including as to whether progress is ahead of pace, behind pace, or on pace. This includes both rep-level and team-level goals.
Retrospective ("Retro") Goal Alerts: After a goal period has expired (e.g., the end of a week, month, or quarter), Goal Alerts will change to a "retro" view that shows how the rep or team did against that goal during the time period.
[Image to come]
Summary Alerts
Summary Alerts are "alerts of alerts" (internally called "metas" at Fullcast Performance - as a treat), that are triggered when a rep has a high number of active alerts for Tier 1, Tier 2, and Goals.
The intention is that if a rep has a high number of key metrics that are in a Warning or Positive state - this is something that a manager would like to be aware of to facilitate intervention or encouragement.
A positive Summary Alert
A warning summary alert
Strategy Insights
Strategy Insights are a special kind of "combination" alert that trigger when a set of metrics that are related to each other have an alerting pattern that indicates a potential root cause. More details on Strategy Insights here.
