Edition: Business + Insights Pro Add-on, Enterprise + Insights Pro Add-on
User-level: Permissions are set at an Organisation level by System Administrators
Who this is for: Principals, directors, business development team
Dashboard Explained
Pipeline value, win rate and conversion trends across the firm's business development activity. Sales Overview is the top-level view of new business performance — it answers "how is the pipeline looking?" without needing to open individual opportunity records.
Updated in Insights Pro: Won/Lost tracking and Win Ratio existed in Analytics Plus under the old Sales module; this page combines it with Book2Burn and Proposals Pending, and has been substantially redesigned for Insights Pro.
How to use it
Review Sales Overview in monthly leadership meetings as the first slide in any BD update. Use the Won/Lost/Conversion tiles to track win-rate trend, and Book2Burn/3MR Avg to gauge whether new work is keeping pace with delivery. If Conversion % is declining, cross-reference with Wins & Losses to understand whether there's a pattern in the types of work being lost. If Proposals Pending is below target for Next Month, use Pipeline Forecast to see how the next 3 months of potential revenue looks and where BD effort should be concentrated.
Understanding your data
Key Fields | How it's Calculated |
Won | Total fee estimate (or count, depending on the Count/Value toggle) of proposals with a Won status, based on the selected date field, for the period shown |
Lost | Total fee estimate (or count) of proposals with a Lost status, based on the selected date field, for the period shown |
Conversion % | Won divided by total closed proposals (Won + Lost) in the period |
Book2Burn | Ratio of Won fee value to invoiced (burned) revenue for the current period |
3MR Avg | 3-month rolling average of the Book2Burn ratio, smoothing month-to-month fluctuations |
Proposals Pending | Sum of fee estimates across active proposals (status: Submitted, In Progress, or Shortlisted), broken out by Last Month / This Month / Next Month |
Visuals
Won & Lost by Month (stacked bar)
Won / Lost split (donut, %)
Book2Burn & 3MR Avg trend by month
Proposals Pending — Last Month / This Month / Next Month
Won & Lost by Slice
Conversion % by Slice
Book2Burn Ratio 3MR Avg by Slice
Fee/Cap Pending by Slice (Proposal Status Stages only)
Filters
Office: filter by Project Office
Cost Centre: filter by Stage Cost Centre
Discipline: filter by Stage Discipline
Slice By: choose the dimension for the aggregated graph visuals
Toggles
Count / Value: toggle whether tiles and charts show number of proposals or dollar value
Won/Lost Date / Start Date / Created Date: changes which date field the whole page is calculated against
Project / Stage: whether the selected date (Won/Lost, Start, or Created) is applied at the project level or the stage level