®Sales Intelligence
Use Revenue, Sales Team, Meetings, and Client Atlas to manage forecasts, pipeline, execution, coaching, and client geography.
What Sales Intelligence is for
Sales Intelligence has four views:
| View | Use it for |
|---|---|
| Revenue | Goals, forecasts, pipeline value, aging, and the path to goal |
| Sales Team | Daily execution, rep performance, response speed, conversion, and stalled work |
| Meetings | Meeting outcomes, process adherence, coaching, and host performance |
| Client Atlas | Geographic distribution of contacts and retained clients |
The views share the same contacts, matters, meetings, owners, and settings. Correct the underlying record rather than trying to change a dashboard total directly.
Revenue view
Open Sales Intelligence > Revenue.
Revenue brief and KPIs
Start with the brief and headline metrics for retained revenue, goals, matters, pipeline, and sales velocity. Use Refresh after correcting important records.
If the page shows a sample-data banner, the firm does not yet have enough open matter and meeting activity for a live view.
Revenue Forecast
Choose:
- This year
- Quarter
- Month
- Last year
- Last month
Current-period views compare actual retained revenue with the projected path. Historical views compare what was forecast with what actually closed.
Forecasts are estimates. They are not included in actual retained revenue.
Goals
Goal cards use the targets configured under Settings > Sales Intelligence. Monthly or quarterly overrides take precedence over an evenly distributed annual goal.
Pipeline health by age
This section groups open matters by age and helps surface pipeline that is becoming stale. Use record drilldowns to confirm whether the matter is still active, needs follow-up, should move stages, or should be marked lost.
How to close the gap
When a goal gap exists, the dashboard surfaces actionable groups such as:
- High-value open matters
- Qualified contacts
- Newest matters
- Stalled engagement letters
Open the records, verify the context, and assign the next action.
Pending pipeline and response velocity
- Pending pipeline summarizes open value by stage.
- Response & velocity shows first-response performance and average time to close.
Pipeline by sub-practice area
Switch between open and retained views and choose the relevant time period. This section depends on service and sub-practice-area mapping.
Forecast vs. actual
Use this to assess forecast reliability over time. One large miss should be investigated; repeated misses may indicate inaccurate values, stale stages, missing close dates, or targets that need review.
Sales Team view
Open Sales Intelligence > Sales Team.
Use this view for manager and team execution:
- Daily brief
- Deal flow
- Today's meetings
- Weekly meeting activity
- Leaderboard
- Deals closing soon
- Stalled matters
- Meeting timing
- Stage conversion by representative
- Close rate by area and representative
- Hot contacts
- Deal sources
Recommended manager workflow
- Review the daily brief.
- Open deals closing soon.
- Assign or confirm next actions.
- Review stalled matters and stage accuracy.
- Check response speed.
- Use conversion and close-rate views to identify coaching questions.
- Confirm that ownership and meetings are recorded consistently before comparing representatives.
Do not use the leaderboard by itself to evaluate a team member. Territory, lead mix, role, availability, and data completeness can materially affect the numbers.
Meetings view
Open Sales Intelligence > Meetings.
The meeting dashboard can include:
- Meetings analyzed
- Show rate
- Average client sentiment
- Host talk time
- Average meeting time
- Process adherence
- Coaching opportunities
- Host performance
- Recent analyzed meetings
Use meeting detail to inspect the underlying recording, transcript, summary, or report when available.
Meeting analysis is a coaching aid. Review the meeting itself before making a personnel or client decision. This guide focuses on user-visible results and workflows, not internal scoring calculations.
Client Atlas
Open Sales Intelligence > Client Atlas.
- Choose Contacts or Clients.
- Use the map to see geographic concentration.
- Filter by:
- Sub-practice area
- Attribution source
- Client lifetime value range
- Minimum retained matter count
- Review Top Metros.
- Review recent contacts or clients.
- Open the associated record list when you need the people behind a region.
Contacts includes people who may not have retained. Clients focuses on people with retained work.
Correct an unexpected number
- Confirm the active view and period.
- Open the record-level list or drilldown.
- Check:
- Owner
- Matter stage
- Matter value or line items
- Close date
- Contact attribution
- Services and practice-area mapping
- Meeting host and status
- Correct the underlying record.
- Click Refresh.
Related settings
- Settings > Sales Intelligence — goals, rep targets, stage probabilities, and stalled thresholds
- Settings > Data Model — lifetime-value assumptions
- Settings > Services — service and taxonomy mappings
- Settings > Team — users, roles, and ownership