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Understanding Home

Home ↗ is the start page of inDeal and answers two questions: what is due today, and how are things going? Contents - The six sections - The order to read it in - Everything is clickable - Why your numbers differ from your colleagues' - When you see No data yet instead of a comparison - Next The six sections Top to bottom: 1. Five metrics - today's state. 2. Weekly trends · Last 4 weeks - the direction of the past four calendar weeks. 3. Today & campaigns - Contact on the left, Discovery pipeline and Deal pipeline on the right. 4. Active campaigns - what is running. 5. Conversion funnel · Last 30 days - where contacts get lost along the way. 6. Business outcome - monthly figures. The top row looks like this: The five metrics at the top of Home The order to read it in In the morning you need two things: the metric Leads overdue and the Contact section. Everything else is analysis and can wait. 1. If Leads overdue is above zero, click the metric and work the list. 2. Then go to Contact and work from top to bottom. 3. Look at the rest of the page once a week, not daily. Everything is clickable Every number on Home is an entry point, not a display. A click always leads to exactly the list the number came from: - The five metrics open a filtered lead or deal list. - In the weekly tiles, every single bar is clickable and shows the records for that calendar week. - Every stage in the two pipeline overviews opens the list for that stage. - Every card in the Conversion funnel opens the matching records from the past 30 days. If a number looks odd to you, click it. The list behind it shows exactly which records were counted. Why your numbers differ from your colleagues' Home only shows what you are allowed to see. With the Sales role you see figures for your own leads and deals only, not the whole team's. With the Admin role you see everything. So two people at the same company see different values on Home, and both are right. When you see No data yet instead of a comparison Some tiles compare against a previous period. If there is nothing to compare with, they show No data yet. That is not an error, it means the previous period was empty. As soon as the first comparison period has data, the change appears by itself. Next - The five metrics at the top - Contact - your daily list

The five metrics at the top

The top row of Home ↗ shows five metrics. Each counts something different, and each one is clickable. The five metrics side by side Contents - Leads overdue - Leads due today - Leads today - Pipeline value - Replies - When a number does not match your expectation - Next Leads overdue Counts your open leads whose next step was due before today. Open means the lead sits on Qualify, Set discovery, Discovery scheduled, Discovery failed or Discovery done and has not yet been converted into a deal. Below it you see +{n} since yesterday. Those are the leads that were due yesterday and slipped into overdue today. A click opens Open leads ↗, filtered to the overdue ones. This is the most important number on the page. At zero, you are on top of things. Leads due today Counts your open leads whose next step is due today. Below it you see {hot} hot, {warm} warm. hot are the leads with the sentiment Positive, warm are all the others. If the day is not long enough for all of them, start with the hot ones. A click opens Open leads, filtered to due today. Leads today Counts your open leads created today. Below it sits the deviation from the daily average of the past 30 days, for example +40% vs. avg. A negative value means fewer contacts came in today than usual. If there were no new leads at all in the past 30 days, it shows No data yet. A click opens All leads ↗ as a list, narrowed to today. Pipeline value Shows the sum of your open deals' values. Open means the stages Send offer and Closing. Won and Lost are not counted here. Below it you see +{value} this week, the share that came in over the past seven days. A click opens Open deals ↗. Replies Counts your campaign leads that replied. Below it sits the basis: {replied} of {total} campaign leads. Leads you created by hand are not counted. The number covers contacts attached to a campaign only. A click opens All leads as a list, filtered to the leads with a reply. When a number does not match your expectation Click it. The list behind it holds exactly the records that were counted. In most cases one of these three explains the difference: 1. You have the Sales role. Then only your own leads and deals count. 2. A lead has no next step. Without a date it can be neither overdue nor due today, so it appears in neither metric. 3. The stage is out of date. A lead that was converted into a deal long ago no longer counts as an open lead. Next - Contact - your daily list - Reading weekly trends and the pipeline overview

Contact - your daily list

Contact sits on the left of the Today & campaigns section and is the list you start your day with. Its header reads {count} actions · sorted by urgency. The Contact list with the groups Overdue, Due today and New leads Contents - The three groups - What a row shows - Why a lead shows up here - How a lead leaves the list - One good habit - Next The three groups The list splits into up to three groups, always in this order: 1. Overdue - leads whose next step was due before today. The right-hand side shows how many days ago. 2. Due today - leads due today. The right-hand side reads Due today. 3. New leads - leads that came in today. The right-hand side shows how long ago. A group only appears when it has entries. If all three are empty, nothing is open for today. What a row shows Every row shows the name, below it the job title and company plus the number of touchpoints, on the right the current stage, and at the far right the due date. If a lead has the sentiment Positive, a marker appears next to the name. A click opens the lead directly. All {count} → at the top right takes you into the full Open leads ↗ list. Why a lead shows up here A lead appears under Overdue or Due today when two conditions are met: 1. It is open, so it sits on Qualify, Set discovery, Discovery scheduled, Discovery failed or Discovery done and has not been converted into a deal. 2. It has a next step with a date, and that date has been reached or passed. Without a date, a lead never appears here. That is the most common reason for a short list next to a full lead database. How a lead leaves the list A lead drops off as soon as one of these happens: - You set a new next step with a date in the future. - You convert it into a deal. From then on it lives under Pipeline. - You set it to Lead lost. A lead does not drop off because you opened or called it. As long as the due date is in the past, it will be back tomorrow. One good habit Work the list from top to bottom and set a new next step with a date on every lead you touch. That solves two things at once: the list gets shorter, and the contact comes back to you at the right time on its own. Next - The five metrics at the top - Understanding Home

Reading weekly trends and the pipeline overview

Two sections on Home ↗ show development rather than today's state: Weekly trends · Last 4 weeks and the two overviews Discovery pipeline and Deal pipeline. Contents - Weekly trends - Discovery pipeline - Deal pipeline - What you read from it - Next Weekly trends Four tiles, each with a large number for the current calendar week and four bars for the past four weeks: - Leads / week - newly created leads. - Meetings / week - leads that moved to Discovery scheduled. - Deals / week - newly created deals. - Revenue / week - value of the deals that moved to Won. Below the large number sits the change, for example +50% vs. prev. week. The four weekly tiles with one bar per calendar week Three things that matter here 1. These are calendar weeks, not rolling seven-day windows. Each starts on Monday. The last bar is the current week and is therefore naturally lower on a Tuesday than the finished weeks before it. 2. The comparison is always against the previous week, not against the average. 3. If the previous week was empty, it shows No data yet. Comparing against zero gives no meaningful percentage. Every single bar is clickable and shows the records for exactly that calendar week. If a week looks unexpectedly high or low, click the bar. Discovery pipeline Shows your open leads by stage, with a count and a value per stage. The header carries the total as {count} leads · {value} pipeline value. Discovery pipeline and Deal pipeline stacked Listed are the five open stages: Qualify, Set discovery, Discovery scheduled, Discovery failed and Discovery done. Lead lost is deliberately absent - lost leads are no longer inventory and would inflate the pipeline value. Discovery failed carries an extra hot marker and is highlighted. A failed meeting is not a lost contact, it is the one most quickly rescued - which is why it stands out. A click on a stage opens the list for that stage. Drilldown → at the top right leads into All leads ↗. Deal pipeline Shows your deals by stage: Send offer, Closing, Won and Lost. One difference matters: Won and Lost carry a 30d marker and count the past 30 days only. The two open stages count your entire inventory. The reason is simple: closed deals would otherwise pile up over months and make the overview unreadable. The number in the header refers to the open deals and their value. What you read from it - Many leads in Qualify, few in Discovery scheduled - contacts come in, but no meetings happen. - Many in Send offer, little Revenue / week - offers are sitting there, the follow-up is missing. - Meetings / week rising, Deals / week flat - nothing is being made of the conversations after the meeting. Next - Conversion funnel and business outcome - Understanding Home

Conversion funnel and business outcome

The two lowest sections on Home ↗ answer two different questions: where contacts get lost, and what came out of it in the end. Conversion funnel · Last 30 days Four cards, each with a percentage, the transition it describes, and the basis below it: | Card | Transition | Basis | |---|---|---| | Lead conversion | Lead → meeting booked | {num} of {den} leads | | Show rate | Meeting → happened | {num} of {den} meetings | | Pipeline conversion | Discovery → offer | {num} of {den} discoveries | | Deal conversion | Offer → closed won | {num} of {den} offers | All four cover the past 30 days. At the bottom right sits the change in percentage points, for example +8 pp, compared with the 30 days before that. The four cards of the conversion funnel Percentage points, not percent. Going from 20 to 28 percent is eight points, not a 40 percent increase. That is deliberate, because only then are two rates directly comparable. Every card is clickable and opens the matching records from the past 30 days. How the show rate is calculated - It counts meetings from the past 30 days up to and including yesterday (German time). Today's and future meetings don't count yet. - Only meetings with a settled outcome count: happened (Discovery done, or a deal was created) or Discovery failed. If the meeting date is missing, you can add it on the lead page, and the meeting counts from then on. - If a past meeting is still on Discovery scheduled, it counts once you update the stage. - Leads set to Lead lost after a completed meeting still count as happened. - The comparison with the previous period only appears once that period has at least 3 meetings. Clicking the card shows exactly the meetings counted. Where you start Find the lowest of the four numbers. That is where you lose the most. - Low Lead conversion: contacts do not turn into meetings. Usually a question of the outreach. - Low Show rate: meetings get booked but not held. A reminder shortly beforehand helps. - Low Pipeline conversion: no offer follows the meeting. Usually the next step on the lead is missing. - Low Deal conversion: offers are not accepted. A question of price, timing or follow-up. Business outcome Four cards with monthly figures: - Sales cycle with the note Ø lead → closed won. The average number of days from creating a lead to the won deal, calculated across the deals won in the past 30 days. Next to it, the previous month for comparison. - Closed won with the note This month ({month}). The sum of the deals won in this calendar month, with the previous month beside it. - New customers, also for the current month. The number of deals won. - Total customers with the note Active customer base. All deals ever won, plus +{count} in 90 days. Two things to keep in mind 1. Closed won and New customers drop to zero at the turn of the month. On the first of a month that is not lost data, it is the new period. 2. For the sales cycle, less is better. A rising value is therefore flagged as a decline, even though the number got bigger. When the numbers do not line up The Conversion funnel works over 30 days, Business outcome over calendar months. At the beginning and in the middle of a month those periods do not overlap. Both sections can be right at the same time and still point in different directions. And as everywhere on Home: with the Sales role you only see your own leads and deals. Next - Reading weekly trends and the pipeline overview - Understanding Home