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Knowledge Base |
Reports - Sales Process
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This article will explain how to generate and understand the Sales Process Report.
Requirements - A Master Admin login or a staff type with the following permissions:
NOTES:
To access this report click on the Reports > Intelligence > Sales Process.
Date - Select the date range or select a preset range.
Consult Types - Filter to only view information on service or member consults.
NOTE: If "Only Membership Consults" is selected, then only membership agreements will count as conversions.
Staff Type Filter - You can select to show all staff types or filter by a certain staff type
Exclude Deleted Staff - This will remove any deleted staff members from the report
Staff Member - This will list the staff members name and staff ID number
Consult Bookings With - This is the number of sales consults this staff member is scheduled to perform during the selected date range.
Shows - This is the count of how many scheduled consults actually showed for the consult.
Deals Closed - This is number of scheduled consults that signed an agreement.
Deals Closed No Consult Booked - This is the number of agreements written by this staff member where there was no scheduled consult in the system.
Avg $ Total Invoice Value of Deals Closed - This is the average total invoice value of the deals written by the staff member over the period.
Reviewing the Excel Export & Last Consult Tab
Consults Scheduled With - This is the number of sales consults this staff member is scheduled to perform during the selected date range.
Consults Scheduled By Prospect - This is the percentage of scheduled consults booked verses prospects added.
Showed - This is the count of how many scheduled consults for this staff member that actually showed for the consult.
Show Rate - This is the percentage of consultants that showed for the consults.
Scheduled Converted - This is number of scheduled consults that signed an agreement.
Close Rate - Percentage of scheduled (showed) consults performed by this staff member that resulted in a signed agreement.
Converted Not Scheduled - Number of agreements written by this staff member where there was no scheduled consult in the system.
Total Invoice - Total invoice value of deals written by this staff member over the selected date range. Total invoice is the entire contract value of a deal (down + all future draft).
Avg. Invoice - This is the average total invoice value of the deals written by the staff member over the period.
Total Gross - This is the actual gross revenue (money actually received) from the new deals and anything afterwards to date. The staff member may not have sold all of this gross - but it is an indicator of the value to date of the new person this staff member converted.
To Do Assigned - This is a count of how many to-do/task items were assigned to this staff member over the period that were tied to a prospect or customer.
To Do Completed - This is a count of how many to do/task items this staff member completed over the period.
Location Name - The location that staff had the consult. Please Note: This criteria will populate only from the "Last Consult" tab.
Related Articles:
Reports - Lead Conversions
Reports - Bookings Show Rate
Reports - Staff Gross Sales
Requirements - A Master Admin login or a staff type with the following permissions:
- Reporting: Can access reports (must be enabled to see any reports)
- Reporting: Can access metrics: sales process metrics
- The report only counts 1 agreement per converted user.
- The total converted may not match your Agreements Log Report. If there is a cancelled agreement, it will show on Agreements Log, but it will not count in the Sales Process report.
- If there are 2 salespeople assigned to an agreement, it will count as a conversion for both staff members, causing the total on Sales Process to show more conversions than the Agreements Log Report.
Running The Sales Process Report
To access this report click on the Reports > Intelligence > Sales Process.
Date - Select the date range or select a preset range.
Consult Types - Filter to only view information on service or member consults.
NOTE: If "Only Membership Consults" is selected, then only membership agreements will count as conversions.
Staff Type Filter - You can select to show all staff types or filter by a certain staff type
Exclude Deleted Staff - This will remove any deleted staff members from the report
Show Staff With No Activity - Choose to populate staff with no
Only Show Excel Download - This only generates an excel export and will not show the summary screen
Reviewing the Summary Screen
Staff Member - This will list the staff members name and staff ID number
Consult Bookings With - This is the number of sales consults this staff member is scheduled to perform during the selected date range.
Shows - This is the count of how many scheduled consults actually showed for the consult.
Deals Closed - This is number of scheduled consults that signed an agreement.
Deals Closed No Consult Booked - This is the number of agreements written by this staff member where there was no scheduled consult in the system.
Avg $ Total Invoice Value of Deals Closed - This is the average total invoice value of the deals written by the staff member over the period.
Reviewing the Excel Export & Last Consult Tab
Prospects Added - This is the count of prospects added by this staff member over the selected date range.
Consults Scheduled By - This is the number of sales consults scheduled by this staff member during the selected date range. Consults Scheduled With - This is the number of sales consults this staff member is scheduled to perform during the selected date range.
Consults Scheduled By Prospect - This is the percentage of scheduled consults booked verses prospects added.
Showed - This is the count of how many scheduled consults for this staff member that actually showed for the consult.
Show Rate - This is the percentage of consultants that showed for the consults.
Scheduled Converted - This is number of scheduled consults that signed an agreement.
Close Rate - Percentage of scheduled (showed) consults performed by this staff member that resulted in a signed agreement.
Converted Not Scheduled - Number of agreements written by this staff member where there was no scheduled consult in the system.
Total Invoice - Total invoice value of deals written by this staff member over the selected date range. Total invoice is the entire contract value of a deal (down + all future draft).
Avg. Invoice - This is the average total invoice value of the deals written by the staff member over the period.
Total Gross - This is the actual gross revenue (money actually received) from the new deals and anything afterwards to date. The staff member may not have sold all of this gross - but it is an indicator of the value to date of the new person this staff member converted.
To Do Assigned - This is a count of how many to-do/task items were assigned to this staff member over the period that were tied to a prospect or customer.
To Do Completed - This is a count of how many to do/task items this staff member completed over the period.
Location Name - The location that staff had the consult. Please Note: This criteria will populate only from the "Last Consult" tab.
Related Articles:
Reports - Lead Conversions
Reports - Bookings Show Rate
Reports - Staff Gross Sales
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