Overview
Use the Insights section in CRM to track sales performance, specifically opportunities in the sales pipeline, including high-level data points, activity trends, team and individual metrics, all without the need for custom reporting.
The Insights screen has three sections:
Who uses this feature
Administrators, managers, sales managers, and customer service representatives (CSRs)
Primarily benefits Commercial Service and Replacement business types
Applies to all trades
Feature configuration
This feature is currently in Private Preview and available for specific accounts. It is subject to change. If you want to enable this feature for your account, join the waitlist here.
Things to know
Use the filters at the top to filter the data in real time.
Click any opportunity on a table to open the CRM Opportunities drawer overview and view detailed information about the opportunity.
Pipeline Metrics
The section includes metrics for all opportunities across all statuses in the selected period. It starts with an overview of the following metrics:
Won Total: Total value of closed won opportunities.
Close Rate: Percentage of closed won opportunities compared to the total opportunities.
Avg Opportunity Value: Average value of opportunities closed as won.
Avg Days to Close: Average days between the opportunity creation and the close status: won or lost.
Open Pipeline Total: Total estimated value of open opportunities using the highest value estimate for each.
Tip: Hover over the info icon next to the KPI name to view its description.
Stage Overview
The section shows the value for each stage in a bar chart and a table.
The bar chart includes these KPIs:
Unweighted Value vs Weighted Value: Total potential revenue if all current opportunities are won vs the expected revenue based on the likelihood of the opportunity to close at its current stage. Early-stage opportunities, such as New, are less likely to close, while later-stage opportunities, such as Follow Up, are more likely to close, so their revenue is treated as more certain.
Closed Won vs Closed Lost: Opportunities that have been converted versus opportunities that were pursued but did not result in a sale.
Tip: Hover over each stage to view a detailed breakdown of that stage.
The report includes these KPIs:
Stage: Stage of the opportunity.
Unweighted Total: Value of all open opportunities, regardless of stage.
Weighted Total: Value of all open opportunities, taking into account the win probability of each stage.
Total Opportunities: Number of opportunities in that stage.
Avg Opportunity Value: Average opportunity value excludes any opportunities without a ballpark or quoted value.
Avg Days in Stage: Number of days the opportunity is in that stage.
Win Probability: How likely a deal is to be won at each stage of the pipeline, based on its current progress. As the opportunity moves forward, its chance of closing successfully increases. Below are the win probabilities for each stage:
New: 10%
Qualify: 25%
Propose: 50%
Follow Up: 75%
Closed Won: 100% / Closed Lost 0%
Won Opportunities
The section shows all won opportunities. It includes bar charts and a report.
The bar chart compares the Won Opportunities for the Selected Time Period with the Year to Date data, allowing you to see performance trends over time.
The report includes these Key Performance Indicators (KPIs):
Opportunity: Name of the opportunity. Click to open the opportunity drawer.
Closed Value: The Closed Won value of the opportunity.
Est. Margin: The percentage derived from the highest value linked to the opportunity.
Customer & Location: Customer and Location name of the opportunity. Click to open the customer record on a new tab.
Business Unit: BU attached to the opportunity.
Owner: Employee assigned to the opportunity and responsible for it.
Created By: Employee who created the opportunity.
Days to Close: Total number of days that it took for the opportunity to move to Closed Won status from when it was created.
Pipeline: Pipeline the opportunity was created: Job, Service Agreement, or Project.
Lost Opportunities
The report shows all lost opportunities. It includes the following KPIs:
Opportunity: Name of the opportunity. Click to open the opportunity drawer.
Value: The Quoted or Ballpark value of the opportunity.
Est. Margin: The margin percentage derived from the highest value estimate linked to the opportunity.
Customer & Location: Customer and Location name of the opportunity. Click to open the customer record on a new tab.
Business Unit: BU attached to the opportunity.
Owner: Employee assigned to the opportunity and responsible for it.
Created By: Employee who created the opportunity.
Last Stage: Last stage opportunity was before being Closed Lost.
Pipeline: Pipeline the opportunity was created: Job, Service Agreement, or Project.
Top Open Opportunities
The report shows the top 25% of open opportunities by quoted value or margin. It includes the following KPIs:
Opportunity: Name of the opportunity. Click to open the opportunity drawer.
Value: The Quoted or Ballpark value of the opportunity.
Est. Margin: The margin percentage derived from the highest value estimate linked to the opportunity.
Customer & Location: Customer and Location name of the opportunity. Click to open the customer record on a new tab.
Business Unit: BU attached to the opportunity.
Owner: Employee assigned to the opportunity and responsible for it.
Created By: Employee who created the opportunity.
Last Activity: Most recent Task, Note, or Activity logged.
Stage: Current stage of the opportunity.
Est. Close Date: Estimated close date of the opportunity.
Pipeline: Pipeline the opportunity was created: Job, Service Agreement, or Project.
Overdue & Untouched Opportunities
The report shows all opportunities that have no tasks or have an estimated close date later than the current date. It includes the following KPIs:
Opportunity: Name of the opportunity. Click to open the opportunity drawer.
Value: The Quoted or Ballpark value of the opportunity.
Est. Margin: The margin percentage derived from the highest value estimate linked to the opportunity.
Customer & Location: Customer and Location name of the opportunity. Click to open the customer record on a new tab.
Business Unit: BU attached to the opportunity.
Owner: Employee assigned to the opportunity and responsible for it.
Created By: Employee who created the opportunity.
Last Activity: Most recent Task, Note, or Activity logged.
Stage: Current stage of the opportunity.
Est. Close Date: Estimated close date of the opportunity.
Pipeline: Pipeline the opportunity was created: Job, Service Agreement, or Project.
Sales Team Activity
Displays data to track team activities within the selected time frame. These metrics can help sales managers assess team performance, serving as a valuable tool during 1:1s with the sales representatives. At the same time, individual sales reps can use these metrics to monitor their progress compared to their teammates.
The section starts with these graphs:
Won Totals By User: Graph shows the top employees with the highest won totals.
Close Rate By User: Graph shows the top employees with the highest close rates.
Team Activity
The report shows the number of activities completed by employees. It includes the following KPIs:
Name: Name of the employee.
Total Activity: Total number of all activities done by the employee.
Opportunities Created: Number of opportunities created by the employee.
Quotes Created: Number of estimates and service agreements created on opportunities.
Tasks Completed: Number of all completed tasks.
Calls: Number of all calls.
Emails: Number of all emails.
Meetings: Number of all meetings.
Notes: Number of all notes.
Team Outcomes
The report shows the revenue each employee drives through the pipeline. It includes the following KPIs:
Name: Name of the employee.
Won Total: Total value of all won opportunities.
Close Rate: Percentage of Closed Won opportunities compared to the total opportunities.
Won Opportunities: Number of all Closed Won opportunities.
Avg Won Value: Average value of all Closed Won opportunities.
Avg Days to Close: Average days between opportunity creation and close (Won or Lost).
Avg Open Value: Average value of all opportunities that are not closed.
Opportunities Touched: Number of opportunities the employee did any activity.
Open Pipeline Total: Total estimated value of open opportunities using the highest estimates.
My Metrics
Displays your individual metrics within the selected time. It starts with an Overview of the following metrics:
Won Total: Shows the totals of closed won opportunities.
Close Rate: Percentage of Closed Won opportunities compared to the total opportunities.
Avg Won Value: Shows the average value of all opportunities that were moved to closed and won within the current time period.
Avg Days to Close: Shows the number of days it took to close an opportunity since its creation date.
Open Pipeline Total: Total estimated value of open opportunities using the highest estimates.
My Activity
The section includes these KPIs:
Total: Shows the total number of all activities mentioned in this section, such as Opportunities Created, Quotes Created, Calls, Emails, Tasks Completed, Meetings, and Notes. This is the same Total used in the Team Activity report in the Sales Team Activity section, but focused on a single current employee.
My Won Opportunities
The report shows all the opportunities that the current employee created and won within the selected time. It includes these KPIs:
Opportunity: Name of the opportunity. Click to open the opportunity drawer.
Closed Value: The Closed Won value of the opportunity.
Est. Margin: The margin percentage derived from the highest value estimate linked to the opportunity.
Customer & Location: Customer and Location name of the opportunity. Click to open the customer record on a new tab.
Business Unit: BU attached to the opportunity.
Days to Close: Shows the number of days it took to close an opportunity since its creation date.
Pipeline: Pipeline the opportunity was created: Job, Service Agreement, or Project.
My Overdue & Untouched Opportunities
The report shows all opportunities created by the current employee that have no tasks or activity logged or have a follow-up date that is past the current date.
Opportunity: Name of the opportunity. Click to open the opportunity drawer.
Value: The Quoted or Ballpark value of the opportunity.
Est. Margin: The margin percentage derived from the highest value estimate linked to the opportunity.
Customer & Location: Customer and Location name of the opportunity. Click to open the customer record on a new tab.
Business Unit: BU attached to the opportunity.
Created By: Employee who created the opportunity.
Last Activity: Most recent Task, Note, or Activity logged.
Stage: Current stage of the opportunity.
Pipeline: Pipeline the opportunity was created: Job, Service Agreement, or Project.
Est. Close Date: Estimated close date of the opportunity.