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How to review Sales Inference

Ten minutes with the Inference zone tells you what forty meetings actually produced: who met an exec, what got promised, and what’s slipping. Manager task. Business & up

Steps

Section titled “Steps”
  1. Open the event’s Overview and click Inference on the jump bar. The Sales Inference zone loads with four cards: Exec coverage · Tier 1, Substance rate, Follow-through, and Seniority balance.

Sales Inference zone on the event Overview with its four cards, one showing a red to-do subtitle

  1. Read the subtitles, not just the numbers. A red subtitle is the to-do list: “3 Tier 1 accounts have zero exec meetings” means three named accounts need a booking with an executive attached.
  2. Click into what’s behind a number. The Meeting substance bar drills into the meetings at each grade, and the Exec density matrix opens the meetings in any cell that has some, including the red RANK GAP and NO EXEC cells.
  3. Work the ledger. In Outcomes vs. to-dos, click a person’s row to see their commitments, chase what’s overdue, and Mark done what’s finished.

Resolve an earmark

Section titled “Resolve an earmark”
  1. While the event is scheduled or live, open Exec earmarks in the Overview’s Needs attention card.
  2. Each row says what happened: an exec cancelled, no-showed, got swapped for someone junior, or walked up unannounced. Open the meeting if you need context.
  3. Click Resolve, answer the one question that matters, what happened?, and click Resolve again to save it. The note is required; “we found out why” is the point.

Exec earmarks list under Needs attention, with the resolve dialog open asking what happened

Fix a persona

Section titled “Fix a persona”

Seniority numbers are only as good as the personas behind them. If someone’s level looks wrong, open the contact from any organization, find their Persona card, and set Level and Function yourself. A manual value is never overwritten by the classifier.

Set who counts as an executive

Section titled “Set who counts as an executive”

Go to Settings → Company → Defaults and find Executive level for engagement metrics (default: VP). Change it and every engagement metric recomputes the next time you look.

What’s next

Section titled “What’s next”

The grades and commitments feeding this zone come straight from meeting notes, so the best way to improve the data is to write things down. More in Sales Inference and Meeting notes & The Debrief.