The one chart that answers 'where does coaching pay best'. Top-right and large is the rep to clone. Bottom-right — plenty of leads, poor conversion — is where coaching has the biggest payback. Top-left converts well on a light book and can safely take more leads. Bottom-left is a lead-quality question before it is a rep question.
Also called: busy vs effective · bubble chart of reps · scatter chart · who should get more leads
- 1X = leads worked, Y = close rate, Z (bubble size) = deals won.
- 2A dashed horizontal line marks the team median close rate; a dashed vertical line marks average lead volume.
- 3Points are coloured green or red against the median, with the rep's first name labelled above each.
- 4The tooltip names the quadrant's meaning explicitly and adds deals won of leads, time to quote, follow-ups per lead, and a provisional flag.
The tooltip comment says why it exists at all: 'The position on the chart is visible. What it MEANS is not.' The four sentences are written for the manager: 'Getting plenty of leads and losing them. Coaching here has the biggest payback' and 'Light book and low conversion — check lead quality before judging the rep.'
- Ranked lists collapse effort and effectiveness into one score.
- Lead-quality problems were blamed on reps and vice versa.
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