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Sales Per Prospect Index Report

The Sales Per Prospect Index report is a lagging indicator that measures the revenue generated per prospect created, helping you evaluate sales efficiency and lead quality by salesperson and opportunity type.

Accessing the Report​

Reports > Sales > Sales Per Prospect Index

Report Overview​

This report analyzes the relationship between prospects created and revenue won, showing:

  • How much revenue is generated per prospect
  • Breakdown by salesperson and opportunity type
  • Efficiency metrics for lead conversion

What is the Sales Per Prospect Index?​

The index calculates: Won Sales / Number of Prospects = Index Value

This "lagging" metric uses:

  • Created Date: When the prospect/project was created
  • Outcomes: Whether those prospects eventually won or lost

It shows the long-term revenue value of prospects created during a period.

Report Columns​

ColumnDescription
UserSalesperson name
Won SalesRevenue from won projects
ProspectsNumber of projects created
IndexWon Sales / Prospects

Report Structure​

By Salesperson​

Each salesperson section shows:

  • Opportunity type breakdown
  • User subtotal

Opportunity Type Rows​

Within each salesperson:

  • Type name
  • Sales for that type
  • Prospect count
  • Index calculation

User Total​

Aggregates across all types:

  • Total won sales
  • Total prospects
  • Combined index

Overall Totals​

  • By opportunity type across all users
  • Company-wide grand total
  • Overall company total (all projects)

Available Filters​

FilterDescription
Created Date From / ToFilter by when prospects were created
Quick DatePreset date ranges
DepartmentFilter by department
Created ByFilter by who created the prospects

Understanding the Index​

What It Measures​

  • Revenue efficiency per lead
  • Quality of prospects by source
  • Long-term ROI on lead generation

Interpreting Values​

  • Higher Index: More revenue per prospect (better efficiency)
  • Lower Index: Less revenue per prospect (improvement needed)
  • Zero Index: No won projects from those prospects

Why "Lagging"?​

The report uses project created dates but includes their final outcomes:

  • A prospect created in January may close in June
  • The report attributes that win to the January creation period
  • This shows the eventual value of leads from that time

Common Use Cases​

1. Sales Efficiency Analysis​

  • Compare index across salespeople
  • Identify most efficient converters
  • Focus improvement efforts

2. Lead Quality Assessment​

  • High prospects + low index = lead quality issue
  • Low prospects + high index = strong qualification
  • Guide lead generation strategy

3. Marketing ROI​

  • Filter by source/campaign periods
  • Measure prospect value by channel
  • Allocate marketing budget

4. Team Performance​

  • Compare department indexes
  • Identify training opportunities
  • Recognize high performers

5. Historical Trend Analysis​

  • Compare periods year-over-year
  • Track efficiency improvements
  • Measure process changes impact

Report Totals​

User Total​

Sum for individual salesperson:

  • Combined won sales
  • Total prospects handled
  • Overall index for that user

Overall Total​

Filtered results summary:

  • Aggregated by opportunity type
  • Combined grand total

Overall Company Total​

Unfiltered company baseline:

  • All company prospects and sales
  • Provides benchmark for comparison

Export Options​

Click Export CSV to download:

  • All salesperson data
  • Opportunity type breakdowns
  • Index calculations
  • Totals at all levels

Tips​

  • Default date range is January 1 to today of current year
  • Only closed projects (won/lost) are included
  • Projects in "Open" status are excluded
  • Consider sales cycle length when interpreting
  • Compare similar time periods for fairness

Important Considerations​

Sales Cycle Impact​

  • Long sales cycles affect results
  • Recent periods may have incomplete data
  • Allow sufficient time for prospects to close

Data Quality​

  • Accurate created dates required
  • Salesperson assignments must be correct
  • Non-sale projects excluded

Comparison Fairness​

  • Compare similar opportunity types
  • Account for market conditions
  • Consider lead sources

Prerequisites​

For Accurate Reporting​

  1. Projects Created: Must have creation dates
  2. Sales Assignments: Projects need salesperson assigned
  3. Closed Outcomes: Projects must be won or lost (not open)
  4. Non-Sale Flag: Projects marked as non-sale are excluded