TMF Sales Dashboard

Sales-funnel initial appointments only (Enrollment Coordinator appts excluded). Trailing 13 months. Click any month to drill in.

How show rate is defined: the cohort is contacts with an initial_appt_date_time (Initial Appt Date) in the selected window, excluding appts handled by an Enrollment Coordinator (sdr_owner). An appointment is a show when initial_appointment_status = Contacted (the agent connected with the person) and a no-show when it = No Show. Rate = shows ÷ (shows + no-shows), grouped by the contact's owner (the agent). Cancelled appointments are excluded (they drop out of the funnel before the show/no-show split), and Scheduled appointments are excluded as not-yet-resolved. Bars are colored vs the team average (dashed line): green at/above average, amber within 85% of it, red below. Agents need at least 5 resolved appointments in the window to appear. Windows: L30/L60/L90 = trailing 1/2/3 whole calendar months (data-store agent breakdown is month-grain, not exact day windows — see the note above the chart); All = the trailing 13 months held by the store. Team toggle: see note above (not available from the store for this chart). Note: show rate reflects the initial appointment only. A contact who no-showed the initial appt can still convert later through follow-up, so a no-show here is not the same as a lost contact. This is the HubSpot-side show rate; Calendly "Completed" counts no-shows as completed and should not be used for show rate.

Sorted worst-first to surface who is submitting business that doesn't go active. Agents with at least 5 resolved policies in the period are shown.

How placement rate is defined: the percentage of resolved submitted policies that reached Active (in-force). Rate = Active ÷ (Active + Not Taken/Withdrawn + Declined in Underwriting). Policies still in flight (Pending = submitted/awaiting approval, Approved = approved/not yet in force) and Cancelled policies are excluded from both sides — only resolved outcomes count. The Declined in UW = miss / Exclude toggle controls whether Declined in Underwriting counts against the rate (default: counts as a miss). When excluded, those policies drop out of both the numerator and denominator. Policies dated by closedate (Close Date), month-grain from the data store. Data store note: both the KPI cards and this coverage/agent breakdown are sourced from the data store, available only for the default filter (New Business + Sales teams) — other Type/Team selections show an inline notice instead of live numbers. Data limitation: in HubSpot, "Not Taken" and "Withdrawn" are a single combined stage and cannot be separated. Caveat: recent periods can read high or volatile because policies submitted recently may still be Pending/Approved (unresolved) and so are not yet in the denominator.

Sorted worst-first (highest NIGO rate). Agents with at least 10 major submissions in the period are shown. NIGO rate = NIGOs per 100 major policies submitted; lower is better.

What counts as a NIGO: a major policy (coverage type Med Supp or Med Advantage) with the nigo_reason field ("Pending NIGO Reason") set to any value except N/A (or blank/unset). A NIGO counts no matter what stage the policy is in now — the reason stays on the record after the NIGO is resolved, so this captures every NIGO generated in the period, not just ones still pending. NIGO rate = NIGOs ÷ major submissions × 100 (NIGOs per 100 major policies submitted). Both the numerator and denominator are majors only; ancillary, Part D, and other supertypes are excluded entirely. Policies dated by closedate (Close Date = app submit), month-grain from the data store. Bars and rate cells are colored vs the company average (dashed line): green at/below average (good), amber within 15% above it, red above. Data store note: both the KPI cards and this agent breakdown are sourced from the data store, available only for the default filter (New Business + Sales teams) — other Type/Team selections show an inline notice instead of live numbers. The per-reason tag breakdown (UW / Not-in-Portal / Other) that a live query used to show is not carried by this store grain and has been dropped; agent-level majors/NIGOs/rate are otherwise unchanged. Caveat: NIGO counts are small, so per-agent rates over short periods are volatile — read them over a quarter or more for signal.

Projected total deals (line) vs actual (bars) by week. Plan mirrored from Forecast sheet daily · actuals live from store. Weeks not yet fully covered by the store's data show plan only.

Running total of weekly (actual − plan). Above zero = ahead of plan for the year to date.

Full-year plan and forecast computed from the store.

Sorted worst-first (highest chargeback rate). Agents with at least 10 policies written in the period are shown. Chargeback rate = chargebacks ÷ policies written; lower is better.

Sorted worst-first (lowest persistency). Agents with at least 10 effectuated policies in the cohort are shown. Persistency = survived ≥ 12 mo ÷ effectuated; higher is better.