Surface gaps between what reps commit and what Clari's AI predicts — and coach reps on the underlying issues.
You need to spot where your reps' confidence diverges from reality. Clari's AI produces a forecast grounded in actual deal behavior. When a rep commits one amount but the AI predicts another, you have a coaching moment.
This guide shows you how to surface those gaps, drill into the pipeline signals that explain them, and turn the findings into a focused conversation. You will identify overconfidence, sandbagging, or blind spots before they cost you the quarter.
Produce a leadership-ready revenue intelligence report combining pipeline, forecast, win rates, and deal health — replacing manual Excel reports.
Ensure your team has enough pipeline to hit quarterly targets — and take action if coverage is insufficient.
Use Clari data to prepare for your weekly 1-on-1 — grounded in real pipeline insights, not gut feel.
Go to Forecast > Team in Clari.
For each rep, look at the gap between their Commit and Clari's AI number.
A large gap is a signal to investigate.
Click into that rep's pipeline and look for deals with no activity in 14+ days that the rep has marked as Commit.
Look for deals where the close date has already passed.
Identify deals where only one contact is engaged.
Use these findings in your coaching session with the rep this week.
Repeat the process for each rep on your team.
**Scenario:** You manage a team of [N] AEs. It is week [N] of the quarter, and you open Forecast > Team in Clari. **Rep:** [Rep Name] **Commit forecast:** [Amount] **Clari AI forecast:** [Amount] **Gap:** [Amount] You click into [Rep Name]'s pipeline and filter by deals marked as Commit. You find: - **[Company A]** – [Amount] opportunity, close date was [date], no activity in [N] days, only 1 contact engaged. - **[Company B]** – [Amount] opportunity, close date is [date], last activity was [N] days ago, marked as Commit. - **[Company C]** – [Amount] opportunity, close date is [date], [N] contacts engaged, last activity was [N] days ago, marked as Commit. You prepare for your conversation with [Rep Name]: - **[Company A]:** "This deal slipped and has been silent for [N] days. Why is it still in your Commit? What is your plan to re-engage?" - **[Company B]:** "You have [N] days to close this, but the last touch was [N] days ago. Is this realistic, or should we move it to Best Case?" - **[Company C]:** "This one looks healthier—multiple contacts, recent activity. Let's keep it in Commit and make sure you schedule the next call before end of week." You use the AI forecast as a neutral reference to frame the conversation around deal health.
Identify deals where only one contact at the customer company is engaged — a high-risk situation that needs immediate attention.
Identify deals that have been pushed back repeatedly — classic phantom deals that are unlikely to close.