Sales KPI Dashboard
Sales against goal, the state of the pipeline, appointment outcomes by division, and average job size.
Accessing the Report
Reports > KPI > Sales Dashboard
Available Filters
| Filter | Description |
|---|---|
| Date From / to | Scopes the report. Which date each panel uses varies — see below |
| Consultant | Limits to one salesperson |
| Department | Limits to salespeople in one department |
| Division | Limits to selected divisions |
| Function | Limits by division function |
| Work Type | Limits by division work type |
The Division, Function, and Work Type filters appear only for companies that classify their divisions (using more than one function or work type). See Divisions for how these classifications are configured.
The three filters are combined: a project is included only when it matches every filter at once. For example, selecting the Handyman (Internal) and Design Build (Operational) divisions together with the Internal function shows Handyman only — it is the sole division that satisfies both.
Leaving a filter blank places no restriction on that dimension, so it reads as "All". Selecting Internal for Function with Division and Work Type blank gives the entire Internal compartment.
Panels
Sales Information
| Metric | Measured by | Description |
|---|---|---|
| Gross Sales | Close date | Sold amount on won projects and change orders, against the budgeted sales goal |
| Direct Margin Dollars | Close date | Sold amount weighted by margin, against the margin goal |
| Closing Ratio | Created date | Won ÷ prospects that are no longer open × 100 |
| Design Agrmt. Sold | Design fee date | Design agreements that sold, out of all agreements in range |
Each of these four is scoped by a different date, which is why their populations differ.
A change order counts toward its parent project's salesperson and division, not its own. Filtering by a consultant or division therefore includes the change orders on that consultant's or division's projects.
Sales and lead goals come from the annual budget, which is entered per salesperson, per division, per month.
- The sales goal counts salesperson budgets only. Designer budgets are not part of it.
- The margin goal is each division's sales goal × that division's margin goal for the year.
- The Division, Function and Work Type filters narrow the goals the same way they narrow the actuals, so "X of Y" always compares the same divisions.
Goals are summed in whole months. A range ending mid-month still includes that entire month's goal, so a mid-month comparison will show actuals against a full month's target. Bear that in mind when reading a partial period.
Pipeline Information
| Metric | Description |
|---|---|
| Total Leads | Projects created in range, against the lead goal |
| Scheduled 1st Appt | Projects whose first appointment is still ahead of them |
| Closing Projects | Projects currently in the Closing stage, with their predicted value |
| Production Backlog | Won projects in production, with unbilled value remaining |
| Purchasing Backlog | Won projects in production, with unbilled value remaining |
First Appt. to Close Cycle Time
Days from the first appointment to the close date, by division, as an average and a median. Covers won projects created in range, excluding cancelled appointments.
Both this panel and Scheduled 1st Appt now identify a first appointment by its subcategory, the same way the Design dashboard does, rather than by guessing from the activity's type and category.
Scheduled 1st Appt previously always read 0. This panel's figures shift slightly — it now includes first appointments that were logged under a different activity type and were being missed. A division showing a negative average means projects closed before their first appointment was recorded, which is a data-entry issue rather than a reporting one.
Total Appointment Summary
Per division: appointments held, how many were won, open, or deferred, the closing percentage, total sold amount, and average margin on the won work.
A prospect counts as an appointment once it has moved past your default sales stage — the stage new projects start in.
This panel previously counted every prospect as an appointment, including leads still sitting on your default stage, because it matched on an internal stage identifier carried over from an older single-company version of the system. It now leaves out prospects still on your own default stage.
Expect the appointment count to drop, and the open count and closing percentage beside it to move with it. The figures are measuring what the panel always claimed to — appointments held — rather than every lead created.
Average Job Size
Per division: the budgeted average job size alongside the actual average sold amount, average direct margin dollars, and average margin percentage on won projects.
Budget Avg. is the division's average job size across its salesperson budgets in the range, weighted by the jobs each salesperson is expected to win. It shows $0.00 only when no jobs are budgeted for that division.
Why Gross Sales differs from other reports
Three places in the system report a year-to-date sales figure:
| Source | Counts |
|---|---|
| This dashboard | Operational full-project divisions, including change orders credited to their parent project |
| Sales & Margin Goals report | The same, so with the same dates and filters the two match |
| Sales Total widget (home dashboard) | Every division with no division filter, including service work, and projects with no salesperson |
The Sales Total widget is a company-wide figure, so it will normally read higher than this dashboard. The difference is sales in divisions outside the dashboard's default Work Type and Function scope, plus any sale with no salesperson assigned.
To leave a division out of this dashboard by default, set its Work Type to something other than Full Project in Divisions.
Exporting
Export CSV downloads every panel in one file, with a Section column identifying each.