AE Manager Guide

How an AE Manager uses Unify

Instead of digging through activity logs deal by deal, an AE manager can ask Unify directly: is pipeline healthy, are deals moving, what needs attention. A deal can look fine on its CRM stage and still be stalled. Unify surfaces those signals proactively so deals don't slip through the cracks.

Prompts to Get Started

Pipeline generation: Are my reps building pipeline?

• Show my team's pipeline by stage this quarter versus last, and flag any rep whose coverage ratio has dropped below target.

• Which reps are behind on pipeline generation for this quarter, and by how much?

• For deals in Stage 2 or later, which reps haven't engaged a full buying committee? Flag economic buyers and technical evaluators missing.

Deal velocity Are deals moving?

• Which open opportunities across my team have had no activity in the last 7 days?

• Which of my reps' Stage 1 opportunities have gone quiet, with no engagement in 2+ weeks?

• Which deals went quiet right after a competitor was mentioned? Suggest a differentiation angle for each.

Pipeline generation & deal movement Are reps hitting their number?

• How much new pipeline has each rep generated this month?

• Rank my reps by number of opportunities moved to a later stage this week.

• Which reps have the most deals forecasted to close this month, and what's the total value?

Coaching / deal strategy Are they getting better?

• Which reps have deals that repeatedly stall at the same stage? What might that suggest about their process there?

• Compare call-to-meeting and meeting-to-pipeline conversion across my team and flag reps who'd benefit from a coaching session.

• Pull three examples of strong buying-committee mapping or multithreading from this month I can share as team examples.

Prompts to Schedule

Metrics to Track

• Pipeline generated by rep (quarter over quarter)

• Opportunities with no activity in 14+ days

• Stage-to-stage progression rate by rep

• Mulithreading on Stage 2+ deals