KPI and Insight Screen – Client Management View

Updated on 26 May 2023

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The Client Management KPI and Insight give sales managers a high-level view of sales success, allowing them perspective on won, non-cancelled opportunities.

To create a chart that best aligns with the team's goals, you can create the chart using the settings screen below. You can create multiple versions that accommodate different times, branches, division, etc.

Once you have created the chart using the settings above, the Client Management view of the KPI and Insight screen, depicted below, allows you to define the information on the Client Management KPI and Insight Chart, shown on the right. The Client Management KPI and Insight Chart show the following:

Booked (Won) Business– Comparison of annualized or monthly revenue for active won contracts at the beginning of the selected period versus the end of the period.
1. Beginning: Estimated revenue for won contracts (excludes cancelled contracts) for which the KPI start of period date is between the start and end date of the contract.
2. Ending: Estimated revenue for won contracts (excludes cancelled contracts) for which the KPI End Date (or the current day if the KPI End Date is in the future) is between the start and end date of the contract. Viewing through the current day allows the number to change from day to day.
Lost – Annualized or monthly estimated revenue value of lost renewal contracts not having New as the sales type whose lost date is during the specified period.
Gained – Annualized or monthly estimated revenue value of contracts with a sales type of New with a start date during the specified period that has been won and not lost or cancelled.
Upsell – Estimated revenue value of all won work orders that were won or started (user choice) during the period. Excludes any work order that was lost or cancelled.

The opportunities whose values are represented by the Client Management KPI and Insight Chart are further refined by the selections made on the Client Management view of the KPI screen as described in the table below.

Screen Element	Description
KPI and Insight Type	When creating a new KPI and Insight element for display, this field allows you to choose one of the six KPI and Insight types and determines which view is used for accepting KPI parameters. When editing an existing KPI and Insight element, this field is read-only.
KPI and Insight Name	Allows you to specify the name of the KPI and Insight element displayed in the Home page's KPI section.
Start Date	Allows you to specify the starting month for the chart. The start date has two purposes: For the Beginning number at the top, Aspire will include revenue for open contracts whose contract period included that date. The charts' bars specify the beginning period for which contract revenue (lost and gained bars) and work orders (upsells bar) will be included.
End Date	Allows you to specify the ending month for the chart. The ending date has two purposes: For the Ending number at the top, Aspire will include revenue for open contracts whose contract period included that date. The charts' bars specify the end of the period for which contract revenue (lost and gained bars) and work orders (upsells bar) will be included.
Branch	Allows you to specify the branch(es) for which opportunities will be included in the beginning/ending revenue and the bars. If no branch is selected, opportunities for all branches will be considered.
Contract Division	Allows you to specify the division(s) for which contract opportunities will be included in the beginning/ending revenue and the Lost and Gained bars. Contract opportunities for all divisions will be considered if no division is selected.
Upsell Division	Allows you to specify the division(s) for which work order opportunities will be included in the Upsells bar. If no division is selected, work order opportunities for all divisions will be considered.
Account Manager	Allows you to specify the account manager(s) for properties whose opportunities will be included in each of the components of this chart. If no account manager(s) are selected, opportunities for all account managers will be considered.
Revenue Period	Allows you to determine whether numbers representing the beginning/ending revenue and the Lost and Gained bars will be shown as annualized numbers or monthly. Annualized shows all revenue for qualified opportunities identified during the period. Monthly divides the annualized value by 12. Note that this selection has no impact on the Upsells bar.
Upsell Date	Allows you to choose either Start Date or Won Date. Determines which dates will be used to identify qualified opportunities during the Upsell bar period.

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Client Management Drilldown