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Sales Dashboard

Purpose

The new Sales Dashboard Reports provides insight into your data within JobNimbus. You can quickly and easily see your sales, lead sources, and top performers. While you still have the option to create any custom reports you need, the Sales Dashboard provides a visual snapshot of your complex data.

Before we Get Started

Before you start using the Sales Dashboard Reports, you will need to unlock the feature. You will also need to verify your Workflow stages are set-up correctly.

Accessing the Sales Dashboard Reports

To unlock the Sales Dashboard Reports, you will need to click here. After you click the link, it will bring you to your JobNimbus Dashboard, and you will see the 'Sales' tab which will take you to the Sales Dashboard Reports.

Workflow Stages

Before utilizing the new Sales Dashboard Reports, make sure your workflow stages have been set up. JobNimbus comes with a default process for new companies, but you can customize your own statuses and their stages. If you have an existing JobNimbus account, you will need to review your current stages and make some small updates.

These stages can be accessed by clicking on your name in the top right corner and select "Settings" from the dropdown menu. Then select either Contact or Job Workflows. In order to access your stages, you must have Settings permissions in your account profile.

Stages are assigned to every status in your workflow and indicate the “stage” of the process. These stages are then used to capture data for the Sales Reporting Dashboards. Note: Every status in your workflow should be assigned a relevant stage and be placed in a linear order.

The different stages are:

  • Lead: The start of your relationship with your customer.
  • Estimating: An inspection or estimating status, where you’ve made contact and possibly submitted your estimate to your customer, but not quite sold your work yet.
  • Sold: A stage that indicates you’ve either gotten your down payment, or money has changed hands, or a customer has signed a contract agreeing to the work.
  • In Production: The work is currently being done.  Either you’re gathering the materials for the work, or currently in the process of doing the work.
  • Accounts Receivable: The work is done and you are awaiting payment.
  • Completed: The work has been completed.
  • Lost: You did not sell the work, or lost the lead.

The following is an example of what your stages could look like: 

newsalesdashboard001

Overview

Before jumping into the Sales Dashboard Reports, make sure you are happy with your workflow staging for Contacts and Jobs. Some of the Sales Dashboard Reports rely on calculations made when the Contact or Job is created or the Contact or Job enters the “Sold” stage.

Navigating to your Sales Dashboard Reports

You can view and edit the new Sales Dashboard Reports by clicking the ‘Sales’ tab at the top left of the Dashboard. If you’re in Settings, get back to the Dashboard by clicking on your company logo in the top left-hand corner.

The Classic tab will give you your original dashboard of tasks, contacts, jobs, and any other reports you added via customization. The Sales tab will show you the brand new Sales Dashboard Reports.

Workflow Display

By default, “All” workflows will display within the Sales Dashboard Reports. You can select specific workflows for Contacts or Jobs within each of the reporting widgets (we’ll get to that soon!). Make sure each of your workflow types has been updated to include Stages if you want to view that workflow in your Sales Dashboard Reports. If you do not have multiple types of workflows, the workflows drop-down will not display. Supplier, Subcontractor, and Adjustor workflows do not display within the Sales Dashboard Reports and are not included in the default of “All.”

Zooming into the Reports

You can zoom in on your reports. To zoom in on your reports, hold down your left mouse button to drag and highlight the area you want to zoom into. You can then select the pan option to pan across the report.

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Sales Pipeline Report

The sales pipeline report shows you where your leads currently exist in your sales process and help you to identify bottlenecks. A record starts showing up on this report when it enters the Lead Stage.

Once a lead moves from the Lead Stage to the Estimating Stage it will stop being counted as a Lead on this report and start being counted as being in the Estimating Stage. After it moves from Estimating to Sold, it stops being counted as Estimating and is counted in the Sold section. Once the job moves to the Production Stage, it no longer shows on this report.

Lead Source Report

The Lead Source report will allow you to see which lead sources bring you more value. It tracks the number of leads you receive, how many of those leads are sold, and the overall sold rate compared to your other lead sources. As a business owner, this will allow you to see which lead sources are of better quality because they have higher close rates.

A date range can be set using the drop-down option in the top left-hand corner. You can view either a fixed time period or set a custom date range.

To access your Lead Sources, click on your name in the top right corner and select "Settings" from the drop-down menu and then select "Lead Sources" from the menu on the left.

You can then add that lead source to the Contacts or Jobs. 

                

The Lead Source report is based on the date that the Contact or Job became a lead.  The total number of leads for each contact or job lead source is captured (blue). The total number of leads for each contact or job that have entered a sold stage are displayed in the second column (green).  The total count of leads (blue) is then divided by the sold count (green) to come up with the sold rate (red).

Revenue Rate Leaderboard

The Revenue Rate Leaderboard will allow companies to see which sales reps are bringing in the most revenue.

The Revenue Rate Leaderboard tracks the total dollar amount of estimates that have been "Approved" or "Invoiced" for each individual sales rep. If a sales rep has several Contacts or Jobs in the Sold stage, but none of the Contacts or Jobs have estimates, the sales rep will not display in the results. When an estimate is entered in a Contact or Job, you should also ensure that the status of the estimate is updated for it to report correctly.

To update the status of an estimate, go to the Contact or Job that the estimate record is stored under and click on the "Financials" tab. In the Estimates panel, click on the 3 dots, scroll down to  "Change Status", and choose the status you want to update the estimate to manually. You can also convert the estimate to an invoice.

A date range can be set using the drop-down option in the top left-hand corner. You can view either a fixed time period or set a custom date range.

The Revenue Rate Leaderboard is based on the date the contact or job enters the sold stage. It only captures the total of the estimates that are in the ‘Approved’ or ‘Invoiced’ status for the date range selected. The Draft, Sent and Denied status of an estimate is NOT included in the totals.

Sold Rate Leaderboard

The Sold Rate Leaderboard will allow managers and owners to see the number of deals the sales reps are closing by count. Dollar amounts are captured in the Revenue Rate Leaderboard report.

The Sold Rate Leaderboard tracks the number of contacts or jobs for each sales rep for those that are in the Sold, in Production, and Accounts Receivable stages.

A date range can be set using the dropdown option in the top left-hand corner. You can view either a fixed time period or set a custom date range.

The Sold Rate Leaderboard uses the date the Contact or Job reaches the Sold stage. It displays the total count from the Contacts or Jobs for each Sales rep.

Average Deal Size - Sold

In order to project revenue and track the health of your pipeline, use the Average Deal Size - Sold report. If your company has a new revenue target of $900,000 and their average deal size is $90,000, then you would know that you should aim for 10 deals. Based on the historical metrics, you can then determine how many deals are needed at each stage of the sales process (or funnel) and at what time. This allows you to forecast if you are on target or need to step up in a certain area of your funnel.

The Average Deal Size - Sold Report averages the total amount of estimates that are in the ‘Approved” or “Invoiced’ status for contacts or jobs when they reach the Sold stage.  

A date range can be set using the drop-down option in the top left-hand corner. You can view either a fixed time period or set a custom date range.

The Average Deal Size Report is based on the date the contact or job is moved into the Sold stage. Once a contact or job is “Sold”, all of the estimates in the ‘Approved’ or ‘Invoiced’ status are totaled up. That number is then divided by the total number of contact or job estimates.

For example, Sales Rep closes 2 deals, one at $80,000, another at $100,000. The average deal size is $90,000. The more sales made, the more that number will go up and down.

Do's and Don'ts

Do

  • Change and advance the status of your estimates
  • Pay attention to your date ranges
  • Make sure your stages are set correctly
  • Set your lead sources and use them

Don't

  • Split estimates unnecessarily

FAQ

  • Why aren't my estimates showing in the reports?

In order for your estimates to show, make sure you have updated your estimates' status. To learn more about how the estimates' status affects the Revenue Rate Leaderboard, read our section on Revenue Rate Leaderboard.