KPIs: Sales

Overview

A quote belongs to the period by the date it was sent; a quote never stamped sent counts by the date it was accepted or declined. A Good / Better / Best trio is one opportunity, not three: the group is collapsed before anything is counted, so a client choosing one of three options cannot show as one win and two losses.

Win rate

Win rate is the share of decided quotes that were won: quotes accepted ÷ (accepted + declined). A quote still sent and unanswered is neither — it is not in the denominator.

• It prints once 10 quotes in the period have been decided. Under that: “1 of 10 so far — 9 more and this becomes reliable.”
• Nothing decided yet: “Nothing's been decided yet this period. Once 10 quotes are marked won or lost, your win rate shows here.” No quotes at all: “Send quotes and get 10 of them decided — won or lost — and your win rate shows here.”
• The same 10 is the floor in Won and lost, where the rate is broken down by estimator, by category and by reason for losing.

Average job value

Average job value is the average value of a won opportunity in the period: the accepted total, or the quoted total when no accepted total was recorded, over the number of won quotes.

• It needs 5 won quotes. Fewer: “Win 5 quotes and your average job value shows here.”, or the “{n} of 5 so far” count.
• A won quote with no readable total is left out and counted — the card shows the warning triangle rather than quietly averaging over a smaller set than the count beside it implies.

Lead → quote conversion

Lead → quote conversion is the share of leads created in the period that became a quote. A lead counts as converted when it carries a link to a quote — the real link — not when someone moved its card to a column.

• It needs 10 leads in the period. Under that: “{n} of 10 so far — {m} more and this becomes reliable.”
• No leads: “No leads yet this period. Once 10 leads have come in, this shows what share turn into quotes.”

Backlog

Backlog is how many weeks of accepted work are still ahead of you, at this period's pace — deliberately weeks, not months. The hint on the card says why: “Weeks of accepted work still ahead of you, at this period's pace — not months. A residential shop with 2–6 weeks booked is in good shape.”

• The numerator is the value of every open job — not yet completed — whose quote is accepted, taken from the accepted total or the quoted total. An open job with no quote, or a quote never marked accepted, is counted and left out: its value would be inventing an agreement nobody gave.
• The denominator is a weekly pace: the value of the jobs completed in this period, divided by the weeks in the period.
• Nothing open and accepted is a real 0 weeks, not a missing figure.
• A backlog with nothing completed this period has no pace to divide by: “There's a backlog, but no job with a priced quote was completed this period to measure a weekly pace against. Complete one and this fills in.” The dollar figure still shows on the Business costs section as Committed, not yet invoiced.

Who can see it

The Sales section is part of the page's single gate — see The KPI dashboard. With the presets, Manager, owners and administrators see it; Crew, Estimator and Dispatcher are refused the whole page. An Estimator who needs their own numbers has the same win rate on Won and lost, which needs only View only on Quotes and See prices.

Frequently asked questions