How These Stats Are Calculated
Budget Attainment %
Formula: (Monthly actual ÷ monthly budget target) × 100
Source: Funded Dollars vs Funded Dollars Quota from the Monthly Quota report in Salesforce, summed across the 12-rep roster. Closed months use Sales Ops authoritative totals from the Commission Reporting workbook.
What it measures: The dollar volume of financing transactions processed through merchants enrolled in that territory. This is NOT enrollment count — it is actual financing volume flowing through the merchant base.
Why it lags enrollments: When a rep enrolls a new merchant, that merchant must be activated, begin offering EasyPay to customers, have customers apply and get approved, and have transactions settle — a cycle that typically takes 2–6 weeks. A strong enrollment month in April will not fully show in April’s budget number; it shows in May and June.
Stop Efficiency % & Rank
Formula: (Productive stops ÷ total stops) × 100
Productive outcomes: Interested / Follow-Up · Enrolled · Training / Onboarding · Relationship Check-In
Not counted: No Contact · Not Interested · Competitor Discussion · Issue / Concern
Rank pill colors: green = ranks 1–3 · amber = 4–6 · gray = 7–12.
How Each Stop Gets Its Color — The Outcome Classifier
Each stop is classified by reading the Full Comments field only. Follow-Up Actions, Purpose of Visit, and Check-In Status are not used — those often contain generic phrases that don’t reflect what happened. When multiple keywords could match, the highest-precedence outcome wins (friction signals are surfaced before warmer outcomes).
- No Contact — comment under 18 characters, or keywords like closed, locked, not in, not available, no one, left card, drop-off, owner not present, too busy.
- Issue / Concern — problem, complaint, system error, audit, escalation, refund issue.
- Not Interested — not interested, declined, won’t use, cash only, cash business, no financing, not a fit, no opportunity.
- Competitor Discussion — merchant uses Snap, Koalafi, Affirm, Synchrony, Klarna, Afterpay, SEMA, or another named competitor.
- Enrolled / Deal Closed — enrolled, signed up, application submitted, sent enrollment, got them set, completed enrollment.
- Training / Onboarding — portal walkthrough, login, demo, account setup, enrollment link sent, QR code, rewards program.
- Interested — Follow-Up Needed — genuine interest expressed, follow-up planned, asked rep to return, circle back. “Revisit” alone does not qualify.
- Relationship Check-In — default for substantive notes that don’t match a more specific bucket. Substantive visit with an active satisfied merchant.
More detail in Comments = more accurate classification. Vague notes default to Relationship Check-In. Specific notes give the classifier the signal it needs.
New Merchants Enrolled
Source: Branch Enrollment Report — the official system record of completed merchant enrollments. This is the system-of-record count and is the authoritative enrollment figure.
Credit field: Enrollment credit goes to the rep in the “OSR Enrollment Credit” column specifically — not the general “OSR” field. If another rep assisted, credit follows OSR Enrollment Credit.
Different from the stop classifier: The classifier’s “Enrolled” bucket counts stops where the rep noted an application submission in their comments. The Branch Enrollment Report is system confirmation the contract was finalized. These can differ — a stop may be classified as Enrolled before paperwork completes, or an enrollment may arrive days after the initiating visit.
Color coding: Green ≥ 8 · Blue 4–7 · Gray 1–3 · Amber 0.
Lead Conversion %
Formula: (New merchants enrolled ÷ Lead stops) × 100, current month.
Lead stops = check-ins where the merchant is not yet enrolled (Lead field populated on the Maps row). Account stops = check-ins to already-enrolled merchants (Lead field empty). The L/A split on each card shows this breakdown.
What can exceed 100%: reps who enroll merchants outside cold prospecting — referrals from existing accounts, web enrollments, phone closes, leads from prior months — have a numerator that doesn’t require a current-month prospect stop. That can produce conversion rates above 100% (see RIC-9 with relationship-driven enrollment volume). It’s a known artifact of the metric, not a bug. A separate cumulative attribution metric is being evaluated for future addition once Salesforce lead-to-account linkage is more consistently populated.
Color coding: Green ≥ 20% · Blue 10–19% · Gray 1–9% · Amber 0%.
Stop Count, Avg Time Per Active Day & Active Days
Stop count: Total stops in the period, ranked #1–12. Includes Lead stops (prospecting) and Account stops (existing merchants).
Deduplication: Same rep + same merchant + same day = 1 stop. The entry with the most detailed comment is kept — this gives the outcome classifier the best signal. Prevents inflated counts from accidental double check-ins.
Active day: A day counts as “active” only with 3+ unique merchant stops. Days with fewer than 3 stops are visited but not active. Threshold set April 2026.
Avg time per active day: Total field hours on active days ÷ number of active days, shown as H:MM on both cards and the leaderboard. Field hours = span from the first to last check-in on active days only. Days under 3 stops contribute zero time.
Why avg per active day, not total hours: Allows fair comparison regardless of how many active days each rep has in the period. A rep with 10 intense days isn’t penalized against one with 13 lighter days.
Active days display format: Active / Total Visited. Total visited = calendar days with any check-in logged. Active = days with 3+ unique merchant stops.
Rank pill colors: green = ranks 1–3 · amber = 4–6 · gray = 7–12.
