How to Drive Team Adoption with the Impact Report

Last updated: August 13, 2026

When to Use This

You have reps on Pursuit and you want a repeatable weekly rhythm that catches adoption gaps before they turn into a pipeline shortfall.

Before You Start

  • Admin access to Pursuit

  • Your reps invited to the platform

  • Default Impact Report Filters configured, if you want Pipeline numbers to count only Pursuit-sourced opportunities (how to set them)

Steps

  1. Open Settings → Impact Report → Activation.

  2. Note every rep missing any of the three milestones: registered, Signal digest enrolled, Chrome extension installed and active.

  3. Message those reps directly with the one milestone they are missing. Most gaps close with a single message.

  4. Switch to the Usage tab and sort the Team Activity table by last active date.

  5. Flag any rep with no activity in the last 7 days. This is your earliest warning signal, well before pipeline reflects it.

  6. Set a weekly usage target with your sales leaders, such as signals worked per rep per week, and hold to it in your team meeting.

  7. Open the Pipeline tab and set the range to 1 quarter. Compare Sourced Opportunities against the reps you flagged in step 5.

  8. Bring one specific number into each 1:1. "You worked 4 signals last month, your territory generated 60" starts a better conversation than "use Pursuit more."

  9. Toggle on Enable monthly team report at the top right so your team receives the summary automatically. The report uses your saved default filters.

What Success Looks Like

Every rep shows three completed milestones on Activation, no rep goes more than 7 days without activity, and Sourced Opportunities on the Pipeline tab grows quarter over quarter.

Common Issues

Problem: A rep is registered but shows almost no signal engagement.
Fix: Check the other two milestones first. Reps without the digest email or the extension have no daily entry point into Pursuit.

Problem: Usage looks healthy but Sourced Opportunities stays flat.
Fix: Your Default Impact Report Filters are probably filtering out real opportunities, or were never set. Review them in How to Set Up Default Impact Report Filters for Pipeline Attribution.

Problem: The monthly team report shows different numbers than what you see on the Pipeline tab.
Fix: The report always uses the saved company-wide defaults. Ad hoc filter changes you make on the tab are not saved unless you click Save and apply.

Next Step

Put a recurring 15-minute hold on your calendar for the weekly Team Activity review in step 4. The report only drives adoption if someone reads it on a schedule.