Why aren't the individual projections rolling up to my team’s projection?
You may notice that all the AI Projection for individual team members do not necessarily add up to the AI Projection for the overall team. This is because conversion rations at the individual rep level may be different than conversion ratios at the team level.
Let's take a simple example. Let's assume that there are no new deals and only one forecast category. The team only has two reps, Rep A and Rep B.
| | Q1 - STQ Pipeline | Q1 - EOQ | Q1 - Win Rate | Q2 - STQ Pipeline | Q2 - EOQ | Win Rate |
| Territory | $100M | $30M | 30% | $100M | $40M | 40% |
| Rep A | $10M | $10M | 100% | $50M | $20M | 40% |
| Rep B | $90M | $20M | 22% | $50M | $20M | 40% |
| Rep Sum | $100M | $30M | 61% | $100M | $40M | 40% |
As you can see in this example, even thought the dollar amounts add up, the conversion rates from the rep level don't translate up to the territory level. The average of the conversion rates from the reps for Q1 is 61% , but the actual conversion rate was 30%.
For each level in the hierarchy, Clari provides the best projection for that specific individual or region within a certain range of confidence. When you go up a level in the hierarchy, Clari reevaluates the projection given the aggregate information, which offers more accurate numbers. In other words, the higher up you go in the hierarchy, the more confident Clari's projection is.
Further Learning
To learn more about how the AI Projection is calculated, check out our article on How the Clari Projection Works. Want to better understand where the projection is coming from? Read this article on How to Interpret the Clari Projection.
