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. Each category is measured on what it actually carries: Sales Agents and the Renewal Team on deals worked, the Pre-Sales Team on leads received — in every case the load per person who was active that month, against that category's benchmark below. 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 · trend, planning and analysis
Only the people in the Sales Agent category, and only their General Sales and Cross Selling deals — the two pipelines that represent real selling. Renewals and Retargeting are excluded by design.
1 · Capacity trend
Deals worked is the monthly workload measure: a deal counts in the month it arrived and again in the month it closed. The agent count is the agents who actually worked something that month, so a month nobody had started yet does not drag the average down.
| Month | Deals worked | Sales agents | Avg deals per agent | Benchmark | Utilisation | Won | Win % | Revenue AED |
|---|
2 · Agent against agent
Who carries the load, and who converts it. Darker is more. Read the two grids together — a heavy month with a thin win rate is a different problem from a light month with a strong one.
| Agent | Months active | Deals worked | Per active month | Utilisation | Won | Lost | Win % | Revenue AED | Rev / won | Rev / worked | Avg days to win |
|---|
3 · One agent in detail
Every line below is measured against the other Sales Agents over the same months, so a strength means better than the people doing the same job — not better than an abstract target. A measure is only used where the agent has enough deals for it to mean anything.
| Month | Deals worked | Utilisation | Won | Lost | Win % | Revenue AED | Rev / won |
|---|
Funnel
Leads → MQL → Deals created → Deals worked → Won. Click any step to open it by source, by owner or by service; click a source family to open the raw sources underneath it.
The five steps
Leads
What this funnel can and cannot tell you
Demand & Hiring
What the Sales Agents are carrying today, what demand looks like twelve months out, and when a hire has to start so it lands before the team is under water. Sales Agents only, General Sales + Cross Selling.
1 · Today — the daily rate
Monday to Friday only. Per agent means per agent who actually worked something in the period, so a quiet colleague does not flatter the rate.
| Day | Deals worked | Won | Agents active | Worked / agent | Won / agent | Revenue AED |
|---|
2 · The assumptions
Demand is built, not extrapolated. Marketing spend and ROAS give marketing revenue; revenue per won deal turns that into won deals; the win rate turns won deals back into deals created; and deals created turn into workload. Every other channel moves on one blended growth rate. Everything below is editable and is saved in this browser.
3 · Demand and cash revenue
| Month | Mkt created | Other created | Total created | Mkt won | Other won | Total won | Mkt revenue | Other revenue | Cash revenue AED |
|---|
| Month | Mkt worked | Other worked | Deals worked | Agents needed | Agents available | Utilisation | Status |
|---|
4 · Capacity — transfers and hiring
A hire decided today is not productive today. Recruiting takes the days set below, then the new agent ramps at 50% in their first full month, 80% in the second and 100% from the third. Someone moved across from another department needs no recruiting and knows the company, so they start at the transfer ramp below and are at full strength the month after. Transfers are counted first; hiring only covers what is left.
| Source | Decision due | Starts in sales | 50% | 80% | Full | Why |
|---|
5 · Where the defaults came from
Every seeded assumption is measured from the last six complete months of your own CRM, Sales Agents only, General Sales + Cross Selling. Shown so the numbers above can be argued with.
| Assumption | Seeded value | Measured as |
|---|