Clari is a powerful revenue operations tool that empowers sales teams to execute more effectively, improve forecasting, and achieve revenue goals. However, to truly maximize its value, end users need to adopt best practices that leverage its full potential. Here are some actionable tips to help you get the most out of Clari.

1. Keep Your CRM Data Up-to-Date

Clari enables users to keep Salesforce data up-to-date more efficiently by simplifying data entry. The Opportunity Grid in Clari allows for rapid updates to multiple deals with fewer clicks than Salesforce, making it easier to maintain accurate information. Ensure that:

  • Opportunities are updated regularly using the Opportunity Grid to quickly adjust close dates, amounts, and stages.
  • Make sure key data points on Accounts (like customer status or account segment) are accurate.
  • Make sure your key Contacts are in CRM and associated to the right Account, so your activities will log accurately.

2. Use the Clari Mobile App

The Clari mobile app keeps you connected on the go. Use it to:

  • Quickly update deal information after meetings.
  • Monitor pipeline health and forecasts while traveling.
  • Review team performance and metrics anytime, anywhere.

3. Focus on Deal Health Insights

Clari’s deal health score, powered by its AI prediction algorithm known as the Clari Score, provides a quick snapshot of which opportunities need attention. The Clari Score analyzes the probability of a deal closing based on its similarity to past closed deals and other predictive factors. To use this feature effectively:

  • Regularly review the Clari Score for deals in your pipeline to identify high-probability opportunities and areas of risk.
  • Take proactive steps on deals flagged with a lower CRM Score by addressing gaps in activities or deal progress.
  • Leverage Clari’s AI-driven insights to uncover specific actions or next steps that can move the deal forward and improve its likelihood of closing.

4. Leverage Forecast Views

Forecasting is one of Clari’s strongest features. Ensure you:

  • Regularly update your forecast submissions according to your organization's policy.
  • Use Clari’s insights to validate your forecast with data-backed projections.

5. Customize Dashboards for Your Role

Clari allows users to create tailored dashboards that highlight the most relevant metrics. Take the time to:

  • Set up dashboards that reflect your goals, such as deal velocity, forecast accuracy, or win rates.
  • Bookmark frequently used Saved Views for quick access.
  • Monitor progress against quotas and KPIs in real time.

6. Participate in Training and Enablement

Many companies offer Clari training sessions for their sales teams. Make the most of these opportunities:

  • Learn how to navigate the platform’s features.
  • Stay up to date on new functionalities and best practices.
  • Share tips and tricks with colleagues to enhance team performance.
  • Explore Clari's robust knowledge base, which is full of training information and resources to help users better understand the tool and how to leverage it effectively.

7. Leverage Clari’s Analytics Modules

Clari’s suite of analytics tools—Pulse, Waterfall, Funnel, Flow, and Trend—provides unparalleled insights into sales performance and pipeline dynamics. Here’s how to use each effectively:

  • Pulse: Get a real-time overview of your pipeline health and forecast accuracy to make informed decisions quickly.
  • Waterfall: Analyze changes in your pipeline over time to understand where deals are progressing or falling off.
  • Funnel: Visualize your sales funnel to identify bottlenecks and improve conversion rates at every stage.
  • Flow: Track how deals move through stages, uncovering patterns in deal velocity and areas for improvement.
  • Trend: Monitor historical trends in sales performance to refine strategies and forecast more accurately.

Make these modules a part of your regular workflow to ensure data-driven decision-making and enhanced sales execution.

8. Use Clari's 4-Point Deal Inspection Framework

Clari’s 4-point deal inspection framework ensures that you can comprehensively assess and manage your deals. Here are the steps:

  • Step 1: What Has Changed? Spot the latest updates to deals in real time and immediately understand if changes are positive, negative, or neutral. Use the green/red/blue color coding in the Opportunity Grid to see updates at a glance.
  • Step 2: How Likely Is a Deal to Close? Determine deal closure probability using the Clari Score, which evaluates the confidence level based on historical patterns and behavioral data.
  • Step 3: How Are We Engaging? Ensure healthy engagement between you and the account. Use the "Insights Panel" to get a comprehensive view of logged activities and assess the depth of customer interaction.
  • Step 4: What Are the Next Steps? Confirm that you are adhering to your organization’s sales methodology. Toggle to the "Details Panel" to capture and review key opportunity information and ensure all critical data is logged in the CRM.

Incorporate this framework into your routine to maximize deal visibility, focus on high-priority actions, and drive better outcomes.

By following these tips, end users can harness Clari’s full capabilities to improve sales execution, boost forecasting accuracy, and achieve their revenue targets.

Tagged in:

Clari Salesforce