Team & Categories
Every other tab reads its team definition from here. Put each person in one of the four categories; sales-agent utilisation, agent comparisons and the per-agent deep dive all follow this list. Nothing on this tab calculates capacity — it only decides who is who.
Everyone in the CRM
Roster from M_Agent_Mapping, deal activity from D_Deals on the worked basis and
lead ownership from CRM_Leads, both since Jan 2025. Shown so the categorisation is an informed
one — they are not a capacity measure.
| Person | Zoho role | General Sales | Cross Selling | Other pipelines | Deals touched | Leads owned | Last worked | Category |
|---|---|---|---|---|---|---|---|---|
Executive
Deals worked, won and the revenue behind them. Worked means a deal an agent handled in that month — it arrived or it closed — counted once, the same rule the Google Sheet uses.
All sales employees performance by category
Categories come from Tab 1. Utilisation is deals worked per active agent against the benchmark above, and is shown for Sales Agents only — no capacity is defined for the other categories yet. Click a row to see the people in it. Days to close exclude deals with no closing date and deals closed before they were created.
| Category | People | Utilisation | Deals worked | Leads received | Won | Lost | Win % | Revenue AED | Revenue / unit | Rev / won | Avg days to close | · won | · lost |
|---|
Top sources by revenue
Deals received counts the month a deal arrived; won, lost and revenue count the month it closed. The two bases are deliberately not mixed. Click a family to open its raw sources.
| Source | Received | Won | Lost | Won % | Revenue AED | Avg revenue / won | Avg days to win |
|---|
Top services by wins
From D_Deal_Services: a deal carrying two services counts under each, and its revenue is split evenly
between them, so the column adds back to won revenue on tagged deals instead of multiplying it.
| Service | Won | Lost (tagged) | Won % | Allocated revenue | Avg revenue / won | Avg days to win |
|---|
Where the wins come from — source into service
Read it either way: which services a source produces, or which sources bring a service. Same columns as above.
| Source → service | Won | Lost (tagged) | Won % | Allocated revenue | Avg revenue / won | Avg days to win |
|---|
Sales Agent Capacity
Phase 3. Sales Agents only, monthly from Jan 2026 onward.
Section 1 · Trend
- Month · deals worked · number of sales agents · average deals per agent
- Market benchmark per agent, editable — researched default already in place on the Executive tab
- Utilisation against that benchmark
Section 2 · Comparison
- Agent against agent, month by month
- Deals worked and win % side by side
Section 3 · Deep dive
- Pick one agent: full history
- Top 5 strengths and weaknesses, each with the figure behind it
- Sources they work · services they win · cycle time · where they lose
Funnel
Phase 4, built in four passes. Leads → MQL → Deals created → Deals worked → Won.
Controls
- Single month or a range, from Jan 2025
- Only Marketing · Without marketing · All channels
Every step opens
- By source, then by sub-source
- Deals created, worked and won also open by owner
- Won opens by revenue
Services
- A service layer running through all five steps
- Untagged share shown, never hidden
Honest limits, shown on the page
- No deal has carried a lead conversion since Aug 2025, so Leads → MQL → Deals are period ratios, not one traced cohort
- Campaign-level detail does not exist in the CRM today
- Lead-level service tagging: 11% in 2025, 54% in 2026