Enquire Essentials - Sales

The Enquire Essentials - Sales reports give you detailed information about each stage in your sales cycle. You will be able to see in depth information around your community and users sales conversions.

Community Summary


An overview of Sales Conversions for your community.

 Filters

  Region   Individual Care   Community   Date
  Year to Date

 Visuals

KPI (Key Performance Indicator) gauges

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Item Description
Inquiry to Tours Your community's Inquiry to Tour conversion compared to the goal set for Inquiry to Tours for your community. Inquiry is the count of activities marked with the red question mark sales stage icon  . Tours is the count of activities marked with the red clock sales stage icon  
Occupancy % The average percentage of your apartments/units that are currently occupied compared to the goal for Occupancy % set for your community.

   This visual is not affected by the Individual Care filter on this page.

Inquiry The number of Inquiries your community has received compared to the goal for Inquiries set for your community. Inquiry is the count of activities with the master type of Inquiry and marked with the red question mark sales stage icon  
First Tours The number of Tours your community has held compared to the goal for Tours set for your community. Tours is the count of activities marked with the red clock sales stage icon  .
Move Ins The number of Move Ins your community has facilitated compared to the goal for Move Ins set for your community. Move Ins is the count of activities marked with the red suitcase sales stage icon  .

Tour Summary (All Time) table

A table of Total Tours, Move Ins, and Tour to Move In conversion over a time frame of 30 Days, 60 Days, 90 Days, More than 90 Days, and Same Day.

   This visual is not affected by the Date filters on this page.

tour_summary_table.png

Column Description
Total Tours The count of activities marked with the red clock sales stage icon  
Move In The count of activities marked with the red suitcase sales stage icon  .
Tour to Move In % The conversion of Total Tour to Move In

Move Ins and Move Outs (Activities - YTD) table

A table of Move Ins, Move Outs, and Move In/Inquiry conversion month over month defaulting to Year to Date.

   This visual is not affected by the date filters on this page.

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Column Description
Move Ins The count of activities marked with the red suitcase sales stage icon  .
Move Outs The count of activities with an Activity Master Type of Move Out.
Move In / Inquiry The conversion of Move Ins to Inquiry

Month End Census (Inventory - YTD) table

The total number of Units, Total Occupied, Total Pending, Total Vacant, and percent Occupied for your community based on inventory, month over month and Year to Date.

   This visual is not affected by the date or Individual Care filters on this page.

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Source Summary table

The number of Inquiries, Move Ins, and the conversion of Inquiry to Move In by Market Source Master types.

Note: The blank row in this visual includes both individuals without a Market Source as well as individuals that have a Market Source, but their selected Market Source does not have a Master Type. It is strongly recommended that every Market Source in your database have an applicable Market Source Master Type.

source_summary_table.png

Column Description
Inquiry The count of activities marked with the red question mark sales stage icon  .
Move Ins The count of activities marked with the red suitcase sales stage icon  .

Inquiry Summary table

The number of Inquiries, First Tours, Inquiry to Tour conversion, and Move Ins, month over month.

inquiry_summary_table.png

Column Description
Inquiry The count of activities marked with the red question mark sales stage icon  .
First Tours The count of activities marked with the red clock sales stage icon  .
Move Ins The count of activities marked with the red suitcase sales stage icon  .

Referral Summary table

The number of Inquiries from Referrals, Tours from Referrals, and Move Ins from Referrals.

referral_summary_table.png

Column Description
Inquiries from Referrals The count of activities marked with the red question mark sales stage icon   and the associated individual has a relationship to a referral.
Tours from Referrals The count of activities marked with the red clock sales stage icon   and the associated individual has a relationship to a referral.
Move Ins from Referrals The count of activities marked with the red suitcase sales stage icon   and the associated individual has a relationship to a referral.

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Community Summary report full page view


Sales Summary


An overview of sales conversions by Sales Person and Community.

 Filters

  Region   Individual Care   Community   Date
  Month to Date   Year to Date

 Visuals

Sales Person KPIs (Key Performance Indicators) table

Sales Stages and their conversions by Community and Users assigned to activities.

sales_person_kpi.png

Column Description
Inquiry The count of activities marked with the red question mark sales stage icon  .
First Tours The count of activities marked with the red clock sales stage icon  .
Deposits The count of activities marked with the red currency sales stage icon  .
Move Ins The count of activities marked with the red suitcase sales stage icon  .
Inquiry to Tours The conversion of Inquiry to First Tours.
Tour to Move In The conversion of First Tours to Move Ins.
Inquiry to Move In The conversion of Inquiry to Move Ins.
Call Outs The count of activities with the Activity Master Type of Call Out.
Outreach Appts The count of activities with the Activity Master Type of Outreach Appointment.

Sales Summary KPIs tiles

Inquiry to Move In and Tour to Move In conversions against goals set for your community.

sales_summary_kpi_gagues.png

Item Description
Inquiry to Move In The conversion of Inquiries to Move Ins. This is calculated using the count of activities marked with the red question mark sales stage icon   and the count of activities marked with the red suitcase sales stage icon  .
Tour to Move In The conversion of Tours to Move Ins. This is calculated using the count of activities marked with the red clock sales stage icon   and the count of activities marked with the red suitcase sales stage icon  .

Move Ins and Inquiries card

 Move Ins and Inquiries needed for your communities.move_ins_and_inquiries_card.png

Card Items Description
Total Move Ins The total number of Move In activities marked with the red suitcase sales stage icon  .
Annual Move In Goal The Move In goal for your community for the year.
Move Ins Needed Total Move Ins minus your community's Move In goal for the year.
Annual Inquiries Needed The Inquiry goal for your community for the year.
Remaining Inquiries Needed The total of Inquiries minus your community's Inquiry goal for the year.
Monthly Move In Goal Your community's Move In goal for the specified month.

Community KPIs

Sales Stages and their conversions by Community

community_kpi_table.png

Columns Description
Community Abbreviation The abbreviation for your community.
Inquiry The count of activities marked with the red question mark sales stage icon  .
First Tours The count of activities marked with the red clock sales stage icon  .
Deposits The count of activities marked with the red currency sales stage icon  .
Move Ins The count of activities marked with the red suitcase sales stage icon  .
Inquiry to Tours The conversion of Inquiry to First Tours.
Tour to Move In The conversion of First Tours to Move Ins.
Inquiry to Move In The conversion of Inquiry to Move Ins.
Inquiry to Move In (Days) The average number of days between Inquiries to Move Ins.

Leads Without Follow-up table

The number of leads with No Next Step by Lead Score/Status

leads_without_follow_up_table.png

Columns

Columns Description
Lead Score/Status The Lead Score/Statuses from your database.
Total No Next Step The total of individuals who do not have a next activity scheduled.

Drillthrough

This visual supports drillthrough. This means that you can right click on either of the values in the Lead Score/Status or No Next Step Total columns and choose the drillthrough option. You will be taken to a page to view the individuals corresponding to the chosen value.

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From the drillthrough page, you can click the blue arrow in the upper left to navigate back to the previous page.

leads_without_follow_up_drill_through_page.png
 

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Sales Summary report full page view


Sales Report Card


Sales activity versus goals for your users.

 All goals on this page are for Users. Read our adding goals to users article.

 Filters

  Region   Individual Care   User Full Name   Community
  Date   Year to Date

 Visuals

Conversion Summary table

Sales Stages and their conversions, month over month

conversion_summary_table.png

Columns

Columns Description
Month The completed month for activities.
Inquiry The count of activities marked with a red question mark sales stage icon  .
In Goal The Inquiry goal for the specified user.
In Diff The remainder of Inquiry minus In Goal.
First Tours The count of activities marked with a red clock sales stage icon  .
Tour Goal The Tour Goal for the specified user.
Tour Diff The remainder of First Tours minus Tour Goal.
Move Ins The count of activities marked with a red suitcase sales stage icon  .
Move Goal The Move In goal for the specified user.
Move Diff The remainder of Move Ins minus Move Goal.
Inquiry to Tours The conversion of Inquiry to First Tours.
Tour to Move In The conversion of First Tours to Move Ins.
Occupancy % The percentage of units/apartments occupied at your community.

Call Summary

An overview of completed call outs month over month.

call_summary_table.png

Columns Description
Month The completed month for activities.
Call Outs The count of activities with a Master Type of Call Out.
Call Goal The Call Out goal for the specified user.
Call Diff The remainder of Call Outs minus Call Goal.
Call Contact The count of activities with a Master Type of Call Out and a Resolution Master Type of Contact Made.
Contact % The conversion of Call Contact divided by Call Outs.

Conversion card

Inquiry, Tour, Move In, and Call Out conversions for your community.

sales_report_card_card.png

Item Description
Inquiry to Tours The conversion of Inquiries to Tours.
Tour to Move In The conversion of Tours to Move Ins.
Inquiry to Move In The conversion of Inquiries to Move Ins.
Inquiry per Move In The average number of Inquiries per Move In.
Tours per Move In The average number of Tours per Move In.
Call Outs per Move In The average number of Call Outs per Move In.

Appointment Summary table

Overview of appointments for your community and users.

appointment_summary_table.png

Column Description
Month The completed month for activities.
Retours The count of activities with a Master Type of Tour that are NOT marked with a red clock sales stage icon  .
Retour Goal The Retour Goal for the specified user.
Retour Diff The remainder of Retours minus Retour Goal.
Home Visit The count of activities with the Activity Master Type of Home Visit.
Home Goal The Home Visit Goal for the specified user.
Home Diff The remainder of Home Visit minus Home Goal.
Appts The count of activities with the Activity Master Type of Appointment.
Appt Goal The Appointment Goal for the specified user.
Appt Diff The remainder of Appts minus Appt Goal.

Referral Summary table

Activities relating to Referrals

referral_summary_table.png

Column Description
Month The completed month for activities.
Inquiries from Referrals The count of activities with the red question mark sales stage icon   for individuals with a relationship to a referral.
Referral Goal The Referrals Goal for the specified user.
Tours from Referrals The count of activities with the red clock sales stage icon   for individuals with a relationship to a referral.
Move Ins from Referrals The count of activities with the red suitcase sales stage icon   for individuals with a relationship to a referral.
Outreach Appts The count of activities with the Activity Master Type of Outreach Appointment.
Outreach Goal The Outreach Appointments Goal for specified user.
Outreach Diff The remainder of Outreach Appts minus Outreach Goal.

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Sales Report Card full page view


💡 Not sure how to filter your data or why some data looks the way it does? Read our Enquire Essentials reports article to learn about the different filters and visuals.

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