Sales activity, funnel and targets
What each salesperson did this month and what it brought in, the funnel from lead to won, and monthly goals for the studio and for each person.
Activity
Sales → Activity — what each salesperson did this month, and what it brought in.
| Column | Reads as |
|---|---|
| Leads received | What they were given |
| Contacts | What they did with them |
| Trials | How many got into a class |
| Sales | How many bought |
| Closing ratio | Sales ÷ leads |
| Revenue | What it was worth |
Filter by month and by branch. Read the columns together: high contacts and a low closing ratio is a coaching problem; few contacts and a high ratio is a distribution problem — that person should be getting more leads.
The funnel
The funnel takes the leads created in the window and follows them to where they got:
Leads → Contacted → Interested → Trials → Won
Each step shows its conversion from the previous step and from the top, plus how many said no and how many were never contacted. Two timings sit alongside: days to first contact and days to win. Split it by source and by salesperson to see which channel actually converts rather than which merely arrives.
Targets
Targets sets monthly goals — for the whole studio and for each salesperson. Leave a box empty for no target. Targets then appear against the actuals, so a month is readable as on track or not without arithmetic.
Set them from last quarter's actuals rather than ambition. A target nobody has ever hit stops being read within two months.