Using the Scoreboard

Understanding the SalesPitch Scoreboard is crucial in organizing and navigating your sales lead information. PensionPro organizes sales information into three Scoreboards: Proposal Status, Revenue Pipeline, and Prospects. This article reviews the data stored within each Scoreboard and how they are used.

Add-On Availability: SalesPitch

Proposal Status Scoreboard

Requires Security Rights: Access SalesPitch

The Proposal Status Scoreboard displays information for any Proposals that have not yet been closed. To open this Scoreboard, navigate to Dashboards > Scoreboard > Proposal Status.

The following columns are available on the Proposal Status Scoreboard:

Opportunity: The name of the associated Opportunity; selecting the hyperlink opens the Opportunity in a new tab.
Proposal: The name of the Proposal. Double-click the entry to open the Proposal in a new tab.
Plan Type: Type of Plan for this Proposal.
Investment Provider: The name of the Investment Provider being presented for this Proposal.
Main Contact: The main contact associated with this Proposal; selecting the hyperlink opens the Contact in a new tab.
Assets: The value of the Plan's assets.
Proposal Date: The date of the Proposal.
Date of Last Interaction: The date of the most recent Interaction stored in PensionPro for this Proposal; selecting the hyperlink opens the Interaction in a new tab.
Probability of Closing: This percentage helps visualize the probability of closing the proposal.
Status: The current status of the Proposal.
Reason Won/Lost: The reason for an accepted or rejected Proposal for analysis purposes.
Assigned To: The Employee assigned to this Proposal.
Annual Flow: The amount of contributions made to the Plan on an annual basis.
Participant Count: Number of participants in the Plan being proposed.
Referred by: The Contact that referred the Proposal.
Sales Territory: The sales territory this Proposal is assigned to.

Revenue Pipeline Scoreboard

Requires Security Rights: Access SalesPitch

Similarly to the Proposals Scoreboard, the Revenue Pipeline Scoreboard also displays Proposals that have not yet been closed. However, instead of the general status and demographic information included on the former, the Revenue Pipeline Scoreboard directs focus to the revenue potential associated with a Proposal or group of Proposals.

To open this Scoreboard, navigate to Dashboards > Scoreboard > Revenue Pipeline. The following columns are available on the Revenue Pipeline Scoreboard:

Opportunity: The name of the Opportunity; selecting the hyperlink opens the Opportunity in a new tab.
Proposal: The name of the Proposal. Double-click the entry to open the Proposal in a new tab.
Non-Recurring Asset Based Revenue: For example, a conversion fee paid by a vendor or a one-time commission.
Non-Recurring Fee Revenue: For example, a takeover fee or document charge.
Recurring Asset Based Revenue: For example, compensation paid by a vendor or fund company on an ongoing basis.
Recurring Fee Revenue: For example, annual administration fees.
Total Non-Recurring Revenue: This amount will be calculated from the entries made above.
Total Recurring Revenue: This amount will be calculated from the entries made above.
Probability of Closing: This percentage helps visualize the probability of closing the proposal.
Status: The current status of the Proposal.
Reason Won\Lost: The reason for an accepted or rejected Proposal for analysis purposes.
Assigned To: The Employee assigned to this Proposal.
Sales Territory: The sales territory this Proposal is assigned to.

Prospect List Scoreboard

Requires Security Rights: Access SalesPitch

The Prospect List Scoreboard displays information about individuals or companies that represent potential sales opportunities. Prospects are typically entities that the firm would like to engage with, but have yet to form a relationship.

To open this Scoreboard, navigate to Dashboards > Scoreboard > Prospects. The following columns are available on the Prospect List Scoreboard:

Name: The Name of a Contact or Company that is a Prospect.
Sales Referral Source: The method or source that brought the Prospect to the firm's notice.
Category: A firm-defined categorization for the Prospect.
Last Interaction: The date of the most recent Interaction stored in PensionPro for this Prospect; selecting the hyperlink opens the Interaction in a new tab.
Assigned To: The Employee assigned to this Prospect.
Location: The internal firm Location the Prospect is assigned to.
Sales Territory: The sales territory this Prospect is assigned to.