Sales Dashboard Reports

Outline:

  • Overview
  • Accessing the Sales Dashboard Reports
  • Workflow Staging
  • Workflow Display
  • How to See the New Built-in Reports
  • Lead Source 
  • Revenue Rate Leaderboard 
  • Sold Rate Leaderboard
  • Average Deal Size - Sold

Overview

 

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.

 

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 Staging 

Before utilizing the new Sales Dashboard Reports, make sure your workflow staging has 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.

 

You can access and update your workflow staging in Settings → Contact / Job / Workflows. You must have account permissions to access Settings.

 

What are stages?

  • 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.
  • Every status in your workflow should be assigned a relevant stage and be placed in a linear order.
  • If you’ve been with JobNimbus for a while, you’ll know that stages replaced the ‘Is Lead’/’Is Sold’ feature, which tracked your Sales and Job Pipeline Reports. Workflow stages expand on the same concept but allow for more comprehensive and visual tracking. With this update, contacts and jobs are no longer required to move through statuses for accurate reporting.

What stages are there?

  • 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.

 

An example of what your stages could look like: 

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To view your stages, go to Settings → Contact / Job Workflows.

 

To update or change your stages, click on the three dots to the right to edit and choose a different stage from the dropdown menu.

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Once you’ve made your change, hit “Save Status.”

 

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/Job is created or the Contact/Job enters the “Sold” stage.

 

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 (in Settings) if you want to view that workflow in your Sales Dashboard Reports. If you do not have multiple types of workflows, the workflows dropdown 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.”

 

How to See the New Built-in 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.

 

 

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.

By The Numbers

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

 

Lead Sources can be added in Settings → Lead Sources

 

 

You can then add that lead source to the contact or job.

 

                

By the Numbers

The Lead Source report is based on the date the Contact or Job became a lead.  The total number of leads for each contact or job lead source is captured (blue). Once the contact or job enters the “Sold” stage, it is again captured (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.

 

To update the status of an estimate, you will go to the contact or job that the estimate record is stored under → Click the ‘Financials’ tab → Click the ellipsis (‘...’) → Mouse over ‘Change Status’ and choose the status you want to update to manually, or by converting to an invoice.

 

 

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.

 

 

 

By the Numbers

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.

 

 

 

By the Numbers

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

 

Average Deal Size - Sold

Companies need to understand this in order to project revenue and track the health of their pipeline. If a 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 their 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 dropdown option in the top left-hand corner. You can view either a fixed time period or set a custom date range.

 

 

By the Numbers

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.