The Sales tab: signatures, options and profitability by source
Signed revenue, options to watch, conversion, commission and net revenue per platform, comparables by source, types and loss reasons.
Updated
A platform that brings many inquiries is not necessarily profitable once its commission is paid, and a €90,000 option with no quote sent can slip without anyone noticing. Sales follow-up needs signatures, open options and what each source really earns.
The "Sales" tab ranks signatures by their confirmation date and opportunities by their creation date. It gives signed revenue, the options to watch, conversion, each source's profitability net of commission, and the breakdown by type and loss reason.
What you'll learn
- Read the four sales indicators and the revenue coverage note.
- Follow signed revenue and signatures per month.
- Spot the options to follow up with "Options to watch".
- Enter commission rates and read net revenue by source.
- Compare event types and loss reasons.
Prerequisites
- Access to reports: "Owner", "Admin", "Member" or "Read-only" role.
- Entering a commission rate: "Owner" or "Admin" role.
- Events with an up-to-date status ("Hold", "Confirmed", "Lost", "Canceled") and, ideally, a quote or expected revenue on options.
1. Read the four indicators
Open "Reports" > "Sales" and choose the period.
- "Signed revenue excl. tax": revenue of events confirmed in the period, on their signature date, with the number of signatures. When every platform that sold has a commission rate, the card also shows the amount net of commissions.
- "Open pipeline": options open today whose event has not passed, valued by the latest active quote, otherwise by expected revenue. The amount weighted by win probability shows below when the history allows it.
- "Conversion rate": confirmed options out of closed options (confirmed, lost or cancelled), among those created in the period.
- "Time to sign": median time between an opportunity's creation and its signature.
If some confirmed events have no amount, a note below the cards says revenue is calculated on X of Y confirmed events. Confirmations entered after the event date (history imports) do not count as sales; they stay in the revenue of the "Confirmed revenue" tab.
2. Follow signed revenue per month
"Signed revenue per month" shows signatures dated on the signature day, against the reference period chosen in "Compare to". The toggle on the right switches between "Revenue", "Signatures" and "By source", one color per source.
3. Watch open options
"Options to watch" lists the largest open amounts with, for each, the most useful fact for a follow-up. Columns: "Option" (with the venue), "Date", "Quote excl. tax" and "Follow-up".
The "Follow-up" column shows one signal: the quote expiring soon, the quote viewed N times and when, the quote never opened, or "No quote sent yet". For a platform, the client views the quote on the platform: opening is not tracked.
When quotes expire within 7 days or were viewed recently, "Prepare follow-ups" opens the "Prepared follow-ups" window. Tick the options (20 at most per batch) then click "Draft N emails": a draft is written in each option's conversation, addressed to its contact. Nothing is sent: "Open draft" lets you review, edit and send it.
4. Measure profitability by source
"Profitability by source" brings together, for each source: "Inquiries", "Win rate", "Signed", "Gross revenue excl. tax", "Commission" and "Net revenue excl. tax". Inquiries and win rate follow the period received, sales and revenue the period signed. When at least 10 comparable workspaces exist, the win rate also shows their median ("comparables: …"). Click a source name to filter every report on it.
To enter a platform's commission:
- In the "Commission" column, click "Set the rate" next to the platform.
- Enter the "Rate" as a percentage and the month it applies "From".
- Save: the rate applies to sales signed from that month.
A new rate does not change earlier months: each sale takes the rate in force in the month it was signed. There is no default rate: as long as a platform that sold has no rate, a banner names it and the net total is not shown. An existing rate is changed with "Edit the rate".
5. Compare types and loss reasons
- "By event type": weddings, seminars, parties… with opportunities, signatures, revenue and conversion.
- "Loss reasons": lost or cancelled opportunities created in the period, by recorded reason.
Every dotted-underlined number opens the list of events concerned. Sales by venue and by member ("By venue", "Team") are in the "Operations" tab: see The Operations tab.
Example: a wedding estate reviewing its platforms
A wedding estate enters 15% for one platform and 10% for another. Over the year, the first brings twice as many inquiries but a 14% win rate, against 30% for the second. Once commission is deducted, the second's net revenue is higher than the first's: the estate cuts its budget on the first and answers the second's inquiries first.
Troubleshooting
The "Net revenue excl. tax" column shows a dash
Cause: the platform has no commission rate. Solution: click "Set the rate" ("Owner" or "Admin" role).
An option is missing from "Options to watch"
Cause: its event has already passed, or it has neither an active quote nor expected revenue. Solution: add a quote or expected revenue to the event.
Signed revenue is lower than the "Confirmed revenue" tab's revenue
Cause: the two tabs date events differently, and confirmations entered after the event are not sales. Solution: compare both tabs over the same period with these rules in mind.
Conversion shows 100%
Cause: few options created in the period are already closed. Solution: widen the period for a broader base.
Frequently asked questions
What is the difference between win rate and conversion rate?
Win rate starts from inquiries received ("Inquiries" tab). Conversion rate starts from options created and only counts those already closed.
Does the commission rate change past months?
No. A rate applies to sales signed from the chosen month. To correct the past, enter a rate with an earlier starting month.
How is the win probability computed?
With a model learned from the path of your past options. See Goals, forecast and win probability.
Can I export open options?
Yes. The tab's Excel export includes an "Open options" sheet, besides "By venue", "By source", "Team" and "Loss reasons".
See also
Try it on your next inquiries for 30 days, no credit card.