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Win Concentration Auditor

Audits a closed-won deal export to flag whether a strong period of bookings was distributed across deals, reps, and segments, or concentrated in a handful of them, the difference between a motion worth scaling and a result worth explaining. Optionally decomposes a pipeline coverage ratio into marketing or partner-sourced versus rep-created, and fresh versus stale, so an inflated coverage number can be shown for what it actually is.

Any CRM

The problem

A strong quarter can make almost any motion look smarter than it was. One large contract can lift average deal size and one rep's relationships can carry a segment, and scaling that result into the next period usually does not reproduce it.

How it works

01Reads a closed-won export and computes what share of bookings came from the top 3 and top 5 deals and from the top rep
02Flags the quarter as concentrated once the top 3 deals or the top rep clear a threshold share of total bookings
03Counts how many segments contributed a meaningful share of bookings out of how many were present
04Optionally takes an open-pipeline export and a quota and splits the headline coverage ratio into marketing or partner-sourced versus rep-created, and fresh versus stale

Tested against known answers

Win Concentration Auditor

Two synthetic closed-won quarters, one built from 8 deals where a single rep and two enterprise contracts drove almost all of the total, one built from 10 deals spread evenly across reps and segments, plus a separate open-pipeline export run against a quota to test the coverage decomposition.

Top 3 deals, 93.7%

Concentrated quarter correctly flagged

Top 3 deals, 31.2%

Distributed quarter correctly cleared

3.67x to 1.63x

Coverage ratio correctly adjusted

→Correctly flagged the concentrated quarter on both thresholds at once, its top 3 deals were 93.7% of bookings against a 40% threshold, and one rep alone was 70.6% of bookings against a 35% threshold, while correctly leaving the distributed quarter unflagged at 31.2% and 20.6% on the same two checks.
→Correctly computed that the concentrated quarter's bookings reached only 2 of 3 present segments at a meaningful share, Enterprise and Mid-Market, while SMB never cleared the 10% contribution bar despite 5 deals landing there.
→Correctly decomposed a raw 3.67x pipeline coverage ratio down to 1.63x once rep-created pipeline (47.3% of the open total) and pipeline stale past 180 days (55.5% of the open total) were excluded, the same shape as a headline coverage number collapsing once it is actually broken apart.

The concentrated quarter and the distributed quarter had similar deal counts and similar totals. Only one of them would have survived losing its top rep.

See the full test run →

Questions about Win Concentration Auditor

Is a concentrated verdict a ranking of reps?

No. It is a statement about how repeatable the result was, not who performed better. The follow-up is what made the result possible and whether that can be reproduced.

Why can the adjusted coverage ratio be so much lower than the headline?

Because it removes rep-created and stale pipeline entirely, which is deliberately conservative. The true figure sits between the two, and the adjusted one is the number worth defending in a board review.

Runs against your CRM using your own credentials, through your own AI instance. We don't copy, store, or retain your data.

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