Description

This article describes the Sales Manager Report (SMR). It includes sections on the following:

1 Overview
2 How to View the Sales Manager Report
3 Report Parameters
4 Report Sections
5 User Information Section
6 Leads, Credit, and Locks Sections
7 Status Section
8 Communications Sections
9 Exporting Reports
10 Leads Details

Overview

The Sales Manager Report is used by managers and organization administrators to monitor the work of all agents in the organization. The report records each agent’s activity related to lead assignments and their communication with leads.

The Sales Manager Report is designed to provide a single page where managers and administrators can understand both the effort and success of each agent. Not every day is the same. Some days an agent may have a lot of success moving files through the pipeline and closing deals. On other days there may be minimal file movement but they are putting in the right amount of effort to create business and stay in touch with borrowers.

Effort
Is an agent making calls, sending SMS, and maintaining their engagement with borrowers? Managers and administrators can review the agent’s Communication metrics.

Success
Is an agent pulling credit, starting applications, submitting new loans, and getting deals closed? Managers and administrators can review the agent’s Lead and Status Activity sections.

How to View the Sales Manager Report

Select Sales Manager Report v2 from the inSight dropdown menu.
The Sales Manager Report page opens.
Enter the desired report parameters in the Date, Branch, Loan Purpose, Campaign, and Marketing Channel fields. See the field description details for the report parameters below.
Click Run Report to view the report.
The report matching the parameter criteria opens.

Report Parameters

Field	Description

Field	Description
Customer Type	The Customer Type may be a Borrower (default) or Partners.
Date	Lists the date range options by which the manager/admin can filter grid results based on the duration in which the applications were created
Branch	Lists all of the branch permissions of the logged-in user by which the user can filter grid results based on the primary branch of the application
Loan Purpose	Lists all of the loan purposes mapped within the organization by which the user can filter grid results based on the loan purpose associated with the application
Campaign	Lists all of the campaigns that have matching branch permissions with the logged-in user by which the user can filter grid results based on the campaign the application belongs to
Marketing Channel	Lists all of the types of campaign marketing channels

Report Sections

The Sales Manager Report is divided into the several sections. Each report section is divided into columns (data points) for review. The sections are:

User Information
Leads
Credit
Locks
Status
Text Messages
Marketing Inbound Calls
Direct Inbound
Outbound
Total

User Information Section

The columns in the User Information section are fixed. The agents displayed have matching branch permissions as the logged-in manager/admin. By default, whenever the report is run, the entire list of agents is always displayed. Only the counts in the grid results change according to the filter conditions.

Column Name	Filter Type	Description

Column Name	Filter Type	Description
Branch	Multi+search	The primary branch of the agent As specified within User Registration
Manager	Multi+search	Who the agent reports to As specified in User Registration
Loan Officer	Multi+search	The agent’s last name and first name As specified in User Registration

Leads, Credit, and Locks Sections

Clicking any of the counts in the Leads, Credit, or Locks columns will display the Leads Details popup. See the Columns in Leads and Columns in Credits articles for details.

Column Name	Description

Column Name	Description
Leads / New	Count of the first time a lead is created and initially assigned to an agent New application in the system Created via lead distribution, manual creation, or taken from Unassigned
Leads / Internal Transfers	Count of all existing leads associated with an Internal Transfer lead campaign that are assigned to an agent Typically, assignment to an agent is done by a CSR or internal transfer agent
Leads / Assigned	Count of all existing leads that are assigned to the agent manually Existing leads previously assigned to another agent Excludes all Internal Transfer lead campaigns
Leads / Open Takes	Count of all Open Leads the agent takes
Leads / Total Received	Total of all New, Assigned, Assigned - Internal Transfer, and Open Takes for the agent; may contain duplicate leads from different sources
Leads / Total Unique Received	Total of all New, Assigned, Assigned - Internal Transfer, and Open Takes for the agent without any duplicate leads from different sources
Credit / Credit Pulls	Total credit pulls the agent completed for the defined time period Not related to a credit pull workflow status but based on direct information from the LOS or Credit Bureau integration
Credit / Transfer	Allows the user to link specific organization statuses to the Transferred category and the count would increment if the lead is moved into the status that is selected.
Locks / Lock	Based on Library Field (Rate Locked Date) and automatically increments if this becomes populated.
Locks / Lock / Transfer	Allows the user to link specific organization statuses to the Transferred category. Any lead moved into this status during the selected time frame would appear in the Marketing Report.

Status Section

The Status section is hidden by default and can be added using the column settings. The statuses displayed within the Status section depend on the statuses configured and ordered for the organization. See the Columns in Status article for details.

Column Name	Description

Column Name

Description

Status Names
(vary by client)

Includes all the workflow statuses for the company in order
Calculations at the status level track status the movement of leads
Count shows how many unique leads have moved into each status for the defined time period
This is not a waterfall. Each status is calculated independently of other statuses. A lead can be in the count of multiple statuses if it moved into each status during the defined time period. This only counts the first time a lead moves into a status and not when a lead moves between activities within a status.

Communications Sections

The Communications sections include several communication options available to the agent:

Text Messages
Marketing Inbound Calls
Direct Inbound and Outbound Calls
Totals Section

Column Name	Description

Column Name	Description
Text Messages / Sent	How many text messages the agent manually sent Does not include automated text messages from inTouch
Text Messages / Invoiced Message	The combined number of sent and received text messages
Text Messages / Received	How many text messages the agent received from borrowers regardless of if the original text to the borrower was sent manually by the agent or was automatically sent via inTouch
Marketing Inbound Calls / Call Count	Count of all calls associated inbound marketing campaigns Does not exclude if a borrower calls in multiple times
Marketing Inbound Calls / Talk Time	Total Talk Time of all calls associated inbound marketing campaigns Does not exclude if a borrower calls in multiple times
Marketing Inbound Calls/ Unique Call Count	Count of all unique calls associated to inbound marketing campaigns Each phone number only counted once; i.e., duplicates are removed
Marketing Inbound Calls/ Unique Talk Time	Total Talk Time of all unique calls associated to inbound marketing campaigns Each phone number and talk time only counted once; i.e., duplicates are removed
Direct Inbound / Call Count	Count of all direct calls the agent received either via Insellerate direct inbound call routing or agent third-party desk phone if data integration exists Excludes inbound marketing calls
Direct Inbound / Talk Time	Total Talk Time of all direct calls the agent received either via Insellerate direct inbound call routing or agent third-party desk phone if data integration exists Excludes inbound marketing calls
Outbound / Call Count	Count of all outbound calls made either via Insellerate Click-to-Call or agent third-party desk phone if data integration exists
Outbound / Talk Time	Total Talk Time of all outbound calls made either via Insellerate Click-to-Call or agent third-party desk phone if data integration exists

Text Messages Section

The Text Messages section contains details of text messages sent and received by the agent. Clicking on any of the counts displays the SMS Details popup.

Column Name	Description

Column Name	Description
Date	Date and time the message was sent/received
Mobile	Mobile phone number used to send/receive the message
Contact Type	Indicates the type of external contact that sent the message Is blank if the message is not sent by an external contact
Sent From	The person who sent the message
Sent By
Recipient	The person who received the message
Lead Name	The last name and first name of the lead
Current Status	The status in inFlow the lead is currently in
Campaign	The campaign to which the lead belongs
Message Content	The content of the most recent sent/received message

Marketing Inbound Calls Section

The Marketing Inbound Calls section displays information about the campaign inbound marketing calls that were made to any agent in the organization. Clicking on any of the call counts displays the Marketing Inbound Unique Calls popup.

Column Name	Description

Column Name	Description
Reviews
Date	Date and time of when the call made
Phone	Mobile phone number of the lead from which the call was made
Talk Time	Total duration of the call Clicking on the Talk Time link displays the Call Recording popup where the call recording can be played and downloaded.
Current Status	Status in inFlow the lead is currently in
Last Activity	Activity in inFlow the lead is currently in
Campaign	Campaign to which the lead belongs
User Name	Name of the agent to whom the call was connected
LOS Loan #	Loan number associated with the application
Borrower Name	Name of the borrower who made the calls

Direct Inbound Calls, Outbound Calls, and Totals Sections

The Direct Inbound and Outbound Calls section contains information about all incoming and outgoing calls made to any agent in the organization. Clicking on the Direct Inbound, Outbound, or Total Call Count opens the popup for that call count. All three popups contain the same content as the Marketing Inbound Calls popup.

Direct Inbound

Call Count: All calls made directly to the agent’s work phone number
Talk Time: Total duration of the call made

Outbound

Call Count: All calls made by the agent to the borrower
Talk Time: Total duration of the calls made

Totals Section

The columns in the Totals section display the sum of all call counts and talk time for inbound marketing, outbound, and direct calls.

Call Count: Sum of call counts for Inbound and Outbound columns
Talk time: Sum of talk time for Inbound and Outbound columns

Exporting Reports

Reports can be exported as an Excel file by clicking the Excel Export button. The report view can also be saved, loaded, or cleared.

Leads Details

All reporting numbers are hyperlinks that allow the user to drill down and access the Leads Details popup window.

The Leads Details popup window in the Sales Manager Report includes the Taken From column which allows you to see which custom queue the lead was taken from.