The sales dashboard: pipeline, pace, and the leaderboard
Open Sales and you land on one of two dashboards, depending on your role. Account Executives get Your Day — everything scoped to their own book. Sales managers and tenant admins get Your Day too, but can switch to Team Cockpit for the whole team's numbers at once. And if you manage a sales team (set up in Users & roles → Teams), the cockpit opens focused on just your team's reps by default — an "Everyone" toggle brings the full roster back whenever you want it.
Your Day (every AE's home view)
This is your own pipeline and activity, laid out as a briefing rather than a spreadsheet: goal progress for the period (MRR added, one-time revenue, first appointments, appointments held, deals won, activities logged), a morning brief, a snapshot of what needs attention today, a headcount trend for your accounts, first-time-appointment tracking, and a coach card with suggested next actions. Deals that have gone quiet — untouched for two weeks or more — and renewals coming due in the next 30 days both surface here as things to act on, not just numbers to notice.
Team Cockpit (sales managers and tenant admins)
The same idea at team scale: pace and pipeline totals with a gauge, a needs-attention list across every rep's book, a team brief, win/loss activity, team-wide motions, the same coaching signals rolled up, and a Relationship Health board covering every rep's accounts at once. This is also where team-wide targets live.
Relationship Health: the accounts you're closest to losing
Both dashboards carry a Relationship Health tile. It ranks customers — never prospects, and never the unowned pool — by churn risk, showing the three riskiest at a glance with a View more link to open the full list. The ranking is computed live from your own data every time the tile loads; nothing is guessed.
| Signal | What it means |
|---|---|
| Survey churn risk | The company is flagged at risk from its survey results, or has logged negative survey responses in the last 90 days. |
| The AI's read | Current's written insight for the account says at risk or worth watching. This is where ticket patterns, seat growth or shrink, and overall sentiment are weighed. |
| Gone quiet | Partner Pulse has detected a sharp drop from the account's normal level of activity. |
| No human touch | Nobody has logged contact with the account in over 30, 60, or 90 days — the longer the silence, the heavier it counts. |
| Renewal at risk | An open renewal deal closing within 30 days is carrying a weak Renewal Defense Score. |
| Contract due | A PSA contract or agreement for the account ends within 60 days. |
| Stalled deal | A deal is sitting two weeks or more past its projected close date with no activity on it. |
Bigger customers weigh more, so a large account showing early warning signs can rank above a small one already in trouble. Each row shows the real numbers behind its position — “no contact in 62 days”, “4 negative surveys in 90 days” — alongside the AI's one-line read of the account and when that read was taken. The AI never decides which accounts show up here or in what order — it only explains one that the hard numbers already flagged. Click a row to open the company. The account's MRR shows only for people who can see dollar figures.
Turning a risky account into a follow-up
- 1Click Create follow-up on the rowThe to-do is written for you — titled with the company and its top risk reason, with the reasons themselves in the notes. Change anything you like, set the due date and reminder, and pick who it's for. A manager working the team board can assign it straight to the rep who owns the account.
- 2Confirm — you have five seconds to undoNothing is created until that window passes. That delay is deliberate: a to-do that has already reached Microsoft To Do can be completed, but it can never be un-sent, so the only safe undo is to not create it yet.
- 3Three things happen at onceThe to-do lands in your Current to-dos; it syncs to the “Current” list in your Microsoft To Do alongside everything else you're working; and a note is written to the company's internal timeline so the next person to open the account can see it was worked. Partner Viewers never see that note.
On Team Cockpit the same tile covers every rep's book, with the owning rep named on each row. There it does not hide accounts that have been actioned — one with a follow-up booked stays on the board carrying a “Follow-up scheduled” badge, so a manager sees the whole picture, including what is already being handled.
The leaderboard
Team Cockpit includes a leaderboard ranking every rep by pace, pipeline, win rate, and won value. Click a column to sort by it — Pace defaults to showing whoever's furthest behind first; every other column defaults to showing the top performer first. A motion lens lets you re-rank by Growth, Expansion, Renewal, or Projects business without losing anyone from the list, and a filter isolates reps who are ahead, on pace, or behind. Rows carry small warning badges for a rep with a stale deal or a thread that's gone cold.
Date lenses
Every number on the dashboard reads from one shared period control: Today, Week, Month, Quarter, Year, or a custom range you pick yourself. Month is the default. A compare toggle sits alongside it so you can see the current period against the one before.
Reports
Sales → Reports is the adjacent scorecard view for a deeper cut of the same data — useful when a dashboard tile needs a closer look rather than a glance.