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.
How to use it
Review Sales Overview in monthly leadership meetings as the first slide in any business development update. If win rate is declining, cross-reference with Wins & Losses to understand whether there's a pattern in the types of work being lost. If weighted pipeline is below target, use Pipeline Forecast to see how the next 3 months of potential revenue looks and where business development effort should be concentrated.
Understanding your data
Key Fields | How it's Calculated |
Total Pipeline Value | Sum of fee estimates across all active proposals with a status of Submitted, In Progress, or Shortlisted in Total Synergy |
Win Rate % | Number of Won proposals divided by total closed proposals (Won + Lost) in the period. Measures the percentage of competed opportunities the firm is winning |
Weighted Pipeline Value | Fee estimate for each proposal multiplied by its probability of winning. Provides a risk-adjusted view of forward revenue from the pipeline |
New Proposals (Period) | Count of proposals created or submitted in the selected date range |
Proposal Value Won (Period) | Total fee estimate of proposals with a Won status and a close date in the selected period |
Proposal Value Lost (Period) | Total fee estimate of proposals with a Lost status and a close date in the selected period |
Average Days to Decision | Average number of days from proposal submission date to Won or Lost decision date, for closed proposals in the period |
Filters
Period: Date range selector
Office: Filter to one or more offices
Proposal Owner: Filter by the staff member leading the proposal