--- title: "Business Unit Performance report template" slug: "business-unit-performance-report-template" updated: 2026-10-15T01:19:44Z published: 2026-10-15T01:19:44Z canonical: "help.servicetitan.com/business-unit-performance-report-template" --- > ## Documentation Index > Fetch the complete documentation index at: https://help.servicetitan.com/llms.txt > Use this file to discover all available pages before exploring further. # Business Unit Performance report template ## Overview The Business Unit Performance template reports on high level metrics of your business. You can view job details, timesheets, sales and revenue figures, and more from the perspective of your business units (BUs). Each line in the report represents a BU. Example use cases: - Compare the percentage of zero dollar jobs of your BUs - Schedule delivery of weekly reports to your managers to track revenue pacing --- ### #### Who uses this feature - Administrators, managers, and office employees - Applies to all business types #### Feature configuration - The ability to create custom reports is dependent on your [ServiceTitan Package](https://www.servicetitan.com/pricing). For custom reports access, please contact your Customer Success Manager. Things to know - Reported revenue KPIs are based on the BU of the invoice item. Item BU is listed on invoices. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/business-unit-performance-report-template-image-o3olfqyq.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) - Invoice items default to the job BU unless: - You assign BUs to items in your pricebook - The item BU is manually updated - You update the BU on the job and your account is not configured to automatically update invoice item BUs > **Note:** These features require account configuration. Contact [Technical Support](https://go.servicetitan.com/#/ask) for details. - If you’re unsure which columns you want to include in your report, use the [Reporting Dictionary](/v1/docs/reporting-dictionary) to search for appropriate data fields. ## Create a Business Unit Performance report Follow the steps to [create a custom report](/construction/docs/create-custom-reports) based on the Business Unit Performance template and select the columns to include in your report. The Business Unit Performance template has the following columns selected by default: - **Name:** Business unit name - **Completed jobs:** Count of completed jobs within the date filters. BU filters correspond to invoice item BU. - **Opportunity:** Count of completed jobs within the date filters that aren’t marked as No charge. No charge jobs with an invoice subtotal greater than or equal to the sales threshold are also included. BU filters correspond to invoice item BU. - **Completed Revenue:** Sum of prices of income items on invoices of jobs completed within the date filters. BU filters correspond to invoice item BU. Adjustment invoices are not included. - **Adjustment Revenue:** Sum of all income items on adjustment invoices where the invoice date is within the date filters. BU filters correspond to the invoice item BU. The adjustment invoice can be in any status. - **Total Revenue:** Sum of all income items earned. - **Non-Job Revenue:** Sum of all invoice item totals where the GL account type is *Income* and the invoices are not tied to a job. You can customize the report by selecting additional columns from these sections: - **Business Unit Basics:** Details about the BU and revenue pace metrics, such as *Business Unit ID, Goal (Daily, Goal (No Weekends), Current Weekly Pace, Current Monthly Pace, Current Yearly Pace, Trade,* and *Division*. - **Business Unit Job KPIs:** Job-related metrics, such as *Invoiced Jobs, Cancelled Jobs, Jobs on Hold, Active Jobs, WIP Jobs, Converted jobs, Unconverted Jobs, Recall Jobs, Warranty Jobs, No Charge Jobs, Tech Lead Jobs, Marketing Lead Jobs, Replacement Lead Jobs, SLM Converted Jobs, Job Completion Percent from Members, Zero Dollar Jobs,* and *Zero Dollar Jobs Percentage*. - **Business Unit Timesheets:** Hourly pay details for technicians who worked on completed jobs. BU filters correspond to job BU. Data fields include *Job Hours, On Time Percentage, Technician Idle Time, Technician Driving Time, Technician Working Time, Technician TC - Other Time, Technician TC - Office Training Time, Technician TC - On Job Training Time,* and *Technician TC - Truck Maintenance Time*. - **Business Unit Opportunities KPIs:** Count of types of opportunities, such as *Sales opportunity, Completed Non-Opportunities, Lead Generation Opportunity, Replacement opportunity, Closed Opportunity, Sales Opportunity As Of,* and *Closed Opportunity As Of.* - **Business Unit Revenue KPIs:** Revenue-related metrics, such as *Invoiced Revenue, Converted Revenue, Completed Revenue from other Business Unit, Invoiced Revenue from other Business Unit, Converted Revenue from other Business Unit, Converted Job Average, Opportunity Job Average, Total Job Average, Opportunity Conversion Rate, Total Conversion Rate, SLM Conversion Rate, Upsold, Missed Revenue, Revenue Percent from Members, Non Zero Dollar Job Average, Membership Total Invoiced Revenue,* and *In Progress Revenue*. - **Business Unit Sales KPIs:** Estimate sales details, such as *Total Sales, Job Estimate Sales, Income From Sales, Opportunity Average Sale, Closed Average Sale, Close Rate, Close Rate Rolling, Close Rate As Of, Sold estimates, Options per Opportunity, Total Sales from Online Estimates, Sold Online Estimates, Non-Job Estimate Sales*. - **Business Unit Lead Generation:** Lead setting and conversion metrics, such as *Leads Set, Lead Conversion Rate, Average Lead Sale, Tech Leads Sold, Total Tech Lead Sales, Replacement Leads Set, Replacement Lead Conversion Rate, Average Replacement Lead Set, Replacement Leads Sold,* and *Total Replacement Lead Sales*. - **Business Unit Performance KPIs:** Billable hour details, customer satisfaction, and other performance metrics, such as *Item Billable Hours, Revenue Per Hour, Billable Efficiency, Tasks per Opportunity, Recalls Caused, NPS, Customer Satisfaction, Job Billable Hours,* and *Tasks Performed per Opportunity*. - **Business Unit Membership KPIs:** Membership-related details, such as *Membership Opportunities, Memberships Converted, Membership Conversion Rate, Membership Sales, Memberships Expired, New Sold Memberships,* and *Memberships Canceled*. - **Costs Totals:** Cost-related columns to help you calculate Job Costing, such as *Material Costs, Material Costs As % of Sales, Equipment Costs, Equip. Costs as % of Sales, Committed Costs, Committed Costs as % of Sales, Actual Costs, Actual Costs as % of Sales, Materials + Equip. + PO Costs, Materials + Equip. + PO Costs as % of Sales, Returns, Returns as % of Sales, Total Costs, Total Cost as % of Sales, Non-Job Invoices Costs, Payroll Adjustments, Payroll Adjustments as % of Sales, Performance Pay, Performance Pay as % of Sales, Labor Pay, Labor Pay as % of Sales, Labor Burden,* and *Labor Burden as % of Sales*. - **Summary:** Profitability metrics for the business unit, such as *Gross Margin, Gross Margin %, Gross Margin for Completed Revenue,* and *Gross Margin % for Completed Revenue*. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/business-unit-performance-report-template-image-qt6h343f.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) ## Commercial and construction sales and revenue KPIs To capture sales and revenue KPIs for commercial and construction business types: - Select **Total Sales** to capture both job and non-job estimate sales. If you want to track job and non-job estimate sales separately: - Select **Non-Job Estimate Sales** to capture sales metrics on estimates not linked to a job. This is helpful for commercial and construction business types who may be using estimates not related to a job, such as project estimates. - Select **Job Estimate Sales** to capture only sales metrics on estimates linked to a job. - Select **Non-Job Revenue** to capture revenue metrics on invoices not linked to a job. This is helpful for commercial and construction business types who may be using invoices not related to a job, such as project invoices or progressive invoicing. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/business-unit-performance-report-template-image-n0kqyska.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) ## Sales Opportunity Reporting Use *As Of* sales opportunity metrics to measure sales effectiveness beyond the estimate’s sold-on date. Looking at the *Sales Opportunity* metric as an example, the date filter of the report corresponds to the job’s completion date if the job is not sold. However, if an estimate has been sold, the *Sales Opportunity* date filter corresponds with the estimate’s sold-on date. This can pose a challenge for measuring sales effectiveness in the following example: - In January, technician Bob created an estimate for a job in a Sales business unit (BU). The job’s completion date is January 1st. - On February 1st, the estimate Bob created is sold. The sold-on date of the estimate is February 1st. - If sales reporting is run for Bob with the date range set for January 1st–31st, the report will show Bob’s *Close Rate* is 0% and will not report that job as a sales opportunity within that date range. This is because the estimate’s sold-on date of February 1st is outside the date range of January 1st–31st. If the date range is set between February 2nd–February 28th, the close rate is also zero because the estimate’s sold-on date is not included in the date range. With *As Of* sales metrics, you can measure the effectiveness of your BUs based on the timeframe the jobs were completed. This is because *As Of* metrics use the job’s completion date exclusively, even if an estimate has been sold on the job. - **Sales Opportunity As Of**: Sales opportunities as of job completion date. - **Closed Opportunity As Of**: Closed opportunities from sales opportunities *As Of*. - **Close Rate Rolling**: [closed opportunities] / [sales opportunities *As Of*] - **Close Rate As Of**: [closed opportunities *As Of*] / [sales opportunities *As Of*] When we revisit the example with the *As Of* metrics: - In January, technician Bob created an estimate for a job in a Sales business unit. The job’s completion date is January 1st. - On February 1st, the estimate Bob created is sold. The sold-on date of the estimate is February 1st. - If sales reporting is run for Bob with the date range set for January 1st–31st, the report will show Bob’s *Close Rate* is 0%. This is because the estimate’s sold-on date of February 1st is outside the date range of January 1st–31st. However, Bob’s *Close Rate As Of* is 100% and will report as both a *Sales Opportunity As of* and *Closed Opportunity As Of*. This is because the job was completed January 1st and is included in the date range. These new metrics allow you to measure historical sales performance based on job completion date regardless of when an estimate is sold. ## Run a report Before you run your report, set filters to focus your results: 1. Click the **From - To** field to set date filters. You can: - Use the calendar to select a specific date range and then click **Apply**. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/date-picker.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) - Use the left menu to select a preset date range: - **Today:** From 12:00 AM to the current time. - **Yesterday:** Previous day, from 12:00 AM to 11:59 PM. - **This Week:** From Monday through Sunday of the current week. - **Week to Date:** From Monday through the current date of the current week. - **Last 7 Days:** Previous seven days, including today. - **Last 14 Days:** Previous 14 days, including today. - **Last 30 Days:** Previous 30 days, including today. - **Month to Date:** From the first of the current month to the current day. - **Last Month:** Entire month before the current month. For example, if the date is February 5, the entire month of January. - **Last 90 Days:** Previous 90 days, including today. - **This Quarter:** Current quarter, including future dates. For example, if the date is April 25, from April 1 - June 30. - **Last Quarter:** Entire quarter before the current quarter. For example, if the date is April 25, from January 1 - March 31. - **Quarter to Date:** From the first day of the current quarter to the current day. - **Year to Date:** From January 1 of the current year to the current day. - **Last 365 Days:** Previous 365 days, including today. - **Last Year:** From January 1 of the previous year to December 31. > **Note:** How date filters are applied depends on the KPI. Hover over a column header in the report to open a tooltip explaining how filters are applied. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/business-unit-performance-report-template-image-kler4lqi.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) 2. From the **Invoice Item Business Unit** dropdown, select the invoice item BUs you want to report on. By default, the report runs for all BUs. You can filter your report by business units or business unit categories: 1. Click the dropdown to select individual BUs assigned to an invoice item. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/business-unit-performance-report-template-image-kkg18jct.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) 2. Click **Filter** ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/icon-filter-alt.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) to select BU categories and click **Filter**. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/business-unit-performance-report-template-image-2m4cweo2.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) 3. Select **Include Inactive** to include inactive BUs in your report results. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/business-unit-performance-report-template-image-7qj6qjyx.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) 4. When you're finished setting your filters, click **Run Report**. > [!TIP] > **Tip:** Click **Edit Columns** to add and remove columns. You can [arrange report columns and apply filters](/v1/docs/run-report#filter-and-arrange-a-report) for further customization. ## Drill down in reports You can drill down in reports to get additional details: 1. Click an underlined entry you want to drill down into. For example, click an entry in the *Completed Revenue* column. The entry is highlighted. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/business-unit-performance-report-template-image-aliy5m02.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) 2. In the highlighted entry, click **Expand** ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/icon-keyboard-arrow-right.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D). A table opens in the report showing details for that entry including job and invoice numbers, relevant dates, and more. ![](https://cdn.document360.io/961862ab-d0f2-4d91-bb62-a62ee8184eff/Images/Documentation/business-unit-performance-report-template-image-nkducgmr.png?sv=2026-02-06&spr=https&st=2026-10-31T00%3A42%3A10Z&se=2026-10-31T01%3A42%3A10Z&sr=c&sp=r&sig=qFNNNG8WONac35hbMoqIFyzrE%2B0CpOFwpx8EngL%2FfLc%3D) > [!TIP] > **Tip:** Click a job or invoice number to open the corresponding record in a new tab. ## Want to learn more? - See [Edit custom reports](/v1/docs/edit-custom-reports) - See [Run, filter, and export reports](/v1/docs/run-report) - See [Schedule reports](/v1/docs/schedule-reports) A job where the customer isn’t charged for the service (e.g., recall and warranty jobs). It doesn’t affect technician conversion rates. Income items can be added to the invoice; if the subtotal is at or above the sold threshold, the job counts as converted. **a.k.a.** Non-convertible job, Unconvertible job [See the full glossary →](https://help.servicetitan.com/docs/glossary-overview) A job with an invoice subtotal greater than or equal to the sold threshold. [Learn more →](https://help.servicetitan.com/docs/servicetitan-glossary) · [See the full glossary →](https://help.servicetitan.com/docs/glossary-overview) A lead created when a CSR books a job and a sales technician is dispatched; the sales technician is assigned the marketing lead. **What it does:** Counts in the Sales section of the dashboard (under # Opps → All Leads and Marketing Leads), attributing sales opportunities to marketing. **Where to find it:** Dashboard › Sales; leads managed in Follow Up. **Also called:** Call lead **Tags:** Core [Learn more →](https://help.servicetitan.com/docs/understanding-sales-vocabulary) · [See the full glossary →](https://help.servicetitan.com/docs/glossary-overview) A sales technician is dispatched to a marketing lead or technician-generated lead—these are sales opportunities. What this triggers in ServiceTitan When the sales technician creates one or more estimates for the customer, the opportunity appears Follow Ups. The opportunity includes all estimates created for that job. [Learn more →](https://help.servicetitan.com/docs/understanding-sales-vocab) · [See the full glossary →](https://help.servicetitan.com/docs/glossary-overview) When an installed equipment item reaches the replacement age of that equipment type, a replacement opportunity tag displays on jobs and the customer's service location record. A replacement opportunity is a job with a replacement opportunity tag that is not marked as No charge. [Learn more →](https://help.servicetitan.com/docs/servicetitan-glossary) · [See the full glossary →](https://help.servicetitan.com/docs/glossary-overview) A sales tech sells an estimate. -or- A service, maintenance, or install tech sells an estimate. -or- A CSR sells an estimate over the phone. Let's say the estimate total is below the sold threshold (the customer wants to schedule the work, but hasn't fully decided). [Learn more →](https://help.servicetitan.com/docs/understanding-estimates-vocab) · [See the full glossary →](https://help.servicetitan.com/docs/glossary-overview) The calculation of actual costs (labor, materials, overhead) against revenue for each job to determine true profitability. **What it does:** Shows which job types, technicians, or BUs are truly profitable after accounting for all costs, not just top-line revenue. **Also called:** Job profitability, Cost tracking **Tags:** Core [See the full glossary →](https://help.servicetitan.com/docs/glossary-overview)