Read team analytics
Analytics reads what your team
logged against
the targets they set. It’s a pill on the
Performance Dashboard strip, beside Manager and Team CRM. It covers the advisors your district’s agencies hold, and the line
under the heading counts them and their agencies.
Only managers and admins see these pills. An advisor’s strip stops at
Leaderboard, the district’s own tabs, and Credits.
The window buttons in the top right are 30d, 90d and 1y. It opens on 90
days, so a figure that looks small may be a 90-day figure and not a month.
The five tiles
Section titled “The five tiles”FYC booked is the window’s FYC, with the percentage of the year’s target under
it. Cases counts closed cases and gives the average case beside them.
Set → closed is the team’s closing rate against logged appointments.
Appointments set gives the total and the average per advisor. Needs attention
counts the people in the Converting poorly card below.
Pace against the calendar
Section titled “Pace against the calendar”Pace against the calendar compares production with the date. FYC year to date
against Year elapsed is the whole question, and the card says whose side the gap
is on: team is N pts behind the calendar, or production is ahead of the calendar.
Needed / month divides what’s left by the months left. Current / month is what
the team is actually booking, with the multiple needed beside it. Past 10x it
stops quoting a multiple and names the figure instead, because “130x” is true and
useless at a small base.
Who to talk to first
Section titled “Who to talk to first”Converting poorly names advisors with 20 or more sets who close under 15% of
them. Each row carries their sets, their closes, what they booked, and their
points and referrals where they have any. A row with closed cases but nothing
recorded against them adds a line saying so. Open the info mark beside the heading
for why the flag reads set-to-close rather than calls per close.
Closing without a logged pipeline is the opposite shape: more closes than logged
sets. The card says it out loud, above the names, rather than behind a hover.
These advisors close more than their logged sets explain, which is a logging
question rather than a performance one. Treat it as a prompt to ask how they’re
logging, never as a flag against them.
The mix and the money
Section titled “The mix and the money”FYC by month is closed-case FYC per month. Activity mix runs Calls, Sets,
Openings, Closings and Closed with a ratio against the step before, and the
card labels itself volume ratio, not conversion, because nothing in the activity
log carries a client id. A ratio is only printed once the base is 10 or more.
Product mix is FYC by product with the case count beside it. Case size spread
buckets the cases by size. Team FYC run rate annualises what was booked in the
last 30, 60 and 90 days against the target.
Concentration is two bars: how much of the FYC the top 3 advisors carry, and how
much of it the single largest case is. FYC vs premium written is the ratio of
FYC earned to premium written. Open the info mark on either card for how to read a
high or a low number.
Points vs FYC lists the top 5 on points with their FYC rank beside them. A gap of
4 places or more is coloured, which is the thing to check before prizes go out.
The advisor table
Section titled “The advisor table”The table at the bottom sorts on FYC, highest first, and carries Calls, Social,
Ref, Sets, Closed, Set→closed, FYC, % tgt and Days per person, with a
team row underneath. The channel columns are there so nobody is judged on calls
alone.
A name marked no FYC has closed cases with nothing recorded against them. Chase
the figure and the conversion separately, because one doesn’t excuse the other.
The Manager tab
Section titled “The Manager tab”Manager is the pill next door, and it’s the other end of the leaderboard.
Gone quiet lists everybody with nothing logged for 7 days or more, longest
first. Run rate vs target is a work queue rather than a ranking: off-pace first,
biggest monthly gap at the top, with YTD, Run rate, Target and Needs / mo
per person. A dash means no FYC row is readable for them, which is not a zero, and
the note under the table counts how many of those there are.
Activity pace vs FYC splits the team at its own medians into At risk,
Working, not closing, Pipeline drying up and Performing. Press a quadrant for
the names. Open the info mark beside the heading: it’s who’s unusual for this team,
not who clears an absolute bar.
Anybody who opted out of leaderboards is named in a count at the top of the tab and left out of everything below it.
Why does Set → closed read over 100% for somebody?
They closed more cases than they logged appointments for. That’s the
Closing without a logged pipeline card, and it’s about logging.
Why is somebody with a terrible rate not in Converting poorly?
The flag needs 20 sets. Under that, one lucky or unlucky month would decide it.
Can an advisor see this page?
No. Analytics and Manager are drawn for managers and admins only.
Does the range button change the table too?
Yes. Every figure on the page except the year-to-date and target ones reads the window you picked.