Learning Objectives

At the end of this lesson you will know how to…. 

1. Find the Sales Manager Productivity Dashboard

2. Understand the information on the Dashboard

Dashboard Overview

The Sales Manager Productivity dashboard shows guest room and event production by Sales Manager and compares it to last year's figures and this year's goals. 

Dashboard/Report Uses

Directors can run the Sales Manager Productivity dashboard/report monthly to do the following:

• See changes in guest room and event revenue due to new definite business, lost/downgraded business, revaluations, and slippage.

• Assess year-to-date revenue figures against goals.

• Compare current figures with Same Time Last Year (STLY) figures.

• Assess the available pipeline based on the number of prospect and tentative bookings.

How to View the Sales Manager Productivity Dashboard

1. At the Home Page, click on the ‘Thynk Dashboards' tab. If you don’t see this tab click on the ‘Applications’ (the 9 dots on the top left) and search for Thynk Dashboards. Click on it to create a ‘Thynk Dashboards’  tab for ease.

2. Click on ‘Sales Manager Productivity’.

3. The dashboard will run based on predefined filters, which  you can change according to your needs. 

4. ‘Activity Range’ is when the business was booked. These are the defaults, but you can change the dates by clicking on the down arrow.

5. ‘Consumption Range’ is when the bookings were consumed/picked up. This example shows you the default dates, and again, you can change the dates by clicking on the down arrow. 

6. ‘Business Segment’ shows all business segments by default. You can change this as needed. 

7. ‘Type of Revenue’ shows the default of all revenue types. You can change this as needed.  If you click on the down arrow, you will see your property’s revenue types. 

8. T o view notifications click on the notifications (bell) icon.

9. To set up notifications (maybe you want to know when the variance between your production and goal is at a specific threshold), there is a great Salesforce ‘how to’ video. Click on the notification/bell icon, and click on the ‘See Video’ link. To close the notification pane, click on the X.

10. On the bottom, in the section ‘On the Books’ you can see the details, which are explained below in this lesson. Click on the headers to sort ascending or descending.

11. Click on ‘Open’ to see all sales managers productivity. Again, you can sort by clicking on the headers. 

12. Above the sales managers you see another visual display showing you in descending order, your top sales managers based on the figures displayed. 

Information Displayed on the Dashboard

You will see the following information: 

1. The dashboard filters appear on top.  ‘Activity Range’ = Any bookings that were created or modified during the activity date range will be included in the report. Activity date range is typically last month.

2. ‘Consumption Range’ = Any room nights or events that are in house during this date range will be included in the report. Consumption date range is typically the first day of last month through the end of booking time.

Important:   Consumption refers to the actual dates that revenue is generated, regardless of the booking's arrival and departure dates. For example , if a booking is in house December 29 – January 2, and you run the report using a consumption date range of December 1 – December 31, only those guestrooms and events on Dec. 29, Dec. 30, and Dec. 31 will be included.

3. ‘Business Segment’ = by default you will see all business segments. Your property’s business segments will appear if you click on the down arrow.

4. ‘Type of Revenue’ = by default you will see all revenue types. Your revenue types will appear if you click on the down arrow. 

5. ‘Property’ = By default, all properties are included. You can change this to run one or selected properties. 

6. ‘Sales Manager’ = By default, all sales managers will appear, and you can change this as needed. 

7. Below this, the visuals are self explanatory. Again, the figures are based on what you have selected to show. 

8. You will see each sales manager, and revenue booked based on your dates selected.  The blue bar is for the current year, and the purple is for last year. 

9. If you click onto the bar on the chart, you can see further information on the sales manager. 

10. ‘On the Books’ section of the dashboard - Scroll down further to see the detailed information that makes up the totals. There is more data to the right - keep scrolling to the right! When you click on ‘Open’, you will see each sales manager.

11. The data will pull in Revenue or Rooms depending on what you have selected. 

12. ‘New Definite’ = Guest room revenue, and event revenue that turned definite during the activity date range. 

13. ‘Lost/Downgrade’ = The decrease in definite guest rooms, guest room revenue, and event revenue from bookings whose status changed to Lost, Canceled, or Turned Down during the activity date range.

14. ‘Reval’ = An increase or decrease in definite guest rooms, guest room revenue, and event revenue during the activity date range. For example, a welcome dinner is added to a booking during the activity date range, resulting in a positive reval. Or, the expected attendance for an event drops by 10% during the activity date range, resulting in a negative reval.

15. ‘Slippage’ = Slippage applies to guest rooms and guest room revenue only. 

• Final picked up guest rooms - (minus) blocked guest rooms. 

• Final picked up guest room revenue - (minus) blocked guest room revenue.

16. ‘Net Definite’ = The final change in guest rooms, guest room revenue, and event revenue during the activity date range THIS year. Slippage is only included for guest rooms and guest room revenue. 

17. ‘Net Definite STLY’ = The final change in guest rooms, guest room revenue, and event revenue during the activity date range LAST YEAR. Slippage is only included for guest rooms and guest room revenue.
    

18. ‘Net Definite YTD’ = Total definite guest rooms, guestroom revenue, and event revenue on the books by the end of the activity date range.