REPORTS

There are three key reports in Salesforce/RB Direct that you will use regularly. Learn how to effectively use these reports and analyze the data to manage your BAs and support your stores.

KPI Report:
- Provides an overview of your BA’s leads, appointments, and sales.
HD & LO Leads & Sales Report:
- Displays individual store-generated leads and sales, which you’ll use to update your workbooks.
Shout Out Email Report:
- Highlights all Home Depot and Lowe’s sales made by our salesteam in the past week.
- Use this report to email your stores and complete “Cha-Ching” checks.

How to find your reports in Salesforce.

Open Salesforce and click Reports.

2. Type in your Territory in the search bar to find your three reports.

GREEN ASH – Brooke Leaphart
N. CHAR – Antonio Suarez
S. CHAR – Shaun Cooke
NE AZ – Jodi Coble
SE AZ – Jake Echanove

How to use your KPI report.

The KPI report is used to complete the KPI tab in your workbooks. It provides an overview of your territory’s performance for the entire month, both as a whole and broken down by individual BA.

Once you found your territories KPI report in Salesforce, you will want to change the date range if needed.

2. If you’ve changed the date range, you must always click Run Report to update it.

3. Looking at your KPI report you will notice that your BA leads are split between Home Depot and Lowes, which means you will need to add their leads, appointments, cancelations, and sales together when filling out their individual KPI report.

Records: Refers to leads.
Appointment Count: Indicates a set appointment.
Appointment Date: The date the appointment is scheduled to take place.
Results Detail:
- Sold: If it says “Sold” with a dollar amount, it means the appointment resulted in a sale. If it says “Sold” but the dollar amount is $0, it means the customer rescinded their contract within the 3-day grace period. This would not qualify as a sale for commissions.
- Demoed, Not Sold: This means the appointment was completed, a price was offered, but the customer chose not to move forward. It also indicates that the appointment was a quality one set by your BA.
- Not Demoed: This means the designer was unable to complete their presentation or provide an estimate. You can click on the customer’s name and review the appointment notes to determine the reason. It’s important to check these to ensure your BA is setting appointments that meet our minimum standards.
- Canceled: This means the customer canceled their appointment before it was conducted. Click on the customer’s name to identify the reason for cancellation and determine if your BA needs additional training.
- (-): Indicates that the appointment has not yet taken place.

4. You may encounter duplicates, and it’s important to deduct a duplicate from the lead and appointment set totals. Duplicates can occur for several reasons:

An appointment was canceled, and a new one was created.
An actual duplicate lead was entered.
Two lead sources merged into the first one that came in.
A follow-up appointment was scheduled by the designer.

Unfortunately, there’s no way to prevent duplicates from appearing on the report, so be sure to deduct any duplicates from your totals.

5. The report includes both the appointment count and appointment date. If there isn’t a “1” listed under the appointment count for a lead, it means that the lead has not yet scheduled their appointment. The lead setting team will make up to 17 attempts over the course of a month—via calls, texts, and emails—to connect with the lead.

6.This section shows the sale count and sales dollar amounts from your BA’s leads for commissions. Please note, if you see a total sales value of $0, it means the customer canceled their contract within the 3-day grace period, and the BA will not receive a commission for it.

Step by step guide on how to fill out your KPI tab in your workbooks, using your KPI REPORT in Salesforce.

How to use your HD Leads & Lowes Sales Report.

The HD Leads and Lowes Sales Report is a tool designed to help you track individual store leads and sales. In this report, you’ll only use the Leads for Home Depot and Lowes, as well as the Sales for Lowes.

Please note, you will not use the Home Depot Sales numbers listed in this report. Instead, Jessica will provide you with a screenshot of the Home Depot Sales at the beginning of each month.

Use this report at the start of the month to update the LEADS AND SALES Tab in your workbooks. This is important because it provides a breakdown of each store’s performance, shows how close they are to their goals, highlights stores exceeding their goals for praise, and helps you strategize your store visits and conversations with store management teams.

In Salesforce search for your territories HD LEADS & LOWES SALES report. Make sure to update the date range and click Run Report.

2. Below is a breakdown of Home Depot and Lowes by store. In this report, “Records” represent leads. If you notice duplicate entries, make sure to combine the records to get the total lead count. Remember, DO NOT USE SALES NUMBERS FOR HOME DEPOT FROM THIS REPORT.

3. Further down the report you will see the Lowes stores. Records = leads, and you will use these sales numbers to update your workbooks!

4. At the beginning of each month, update the previous month’s generated leads and sales for each store in your workbooks under the LEADS & SALES TRACKER. Last year’s data (LY) is available for reference to evaluate the store’s year-over-year (YOY) performance. Monthly target goals are listed at the bottom, showing where the store needs to be for the month to stay on track with their end-of-year sales plan.

5. At the end of each store’s section, you’ll find a rolling total of leads and sales for the entire year, providing easy reference.

How to use your Shoutout Email Report.

Your shoutout email report is designed to help you pull last week’s sales made by Re-Bath for your stores! The goal is to send an email to the DSMs and SASMs for Home Depot, as well as the DPSSMs and SASMs for Lowes, including the store number, sale amount, and, if applicable, whether the lead was generated by our Brand Ambassador or a store associate. By checking the Home Depot Service Center and Lowes IME, you can find the referring associate’s name and/or ID.

These emails help build momentum with the store management teams and consistently reinforce that there’s always a backlog of sales waiting to be installed. For every sale made, regardless of the lead source, we want to fill out a Re-Bath “Cha-Ching” check and drop it off at the store. The idea is for these checks to be displayed in the training room to highlight these big wins in home services!

You can fill out and deliver these checks yourself, or even better, provide a stack of checks to your Brand Ambassadors and send them a weekly email with any “Cha-Ching” checks they need to complete and bring to their stores during their next assigned visit.

**ASK JESSICA TO ORDER FROM ARTISAN COLOUR**

In Salesforce, search for your territory’s SHOUT OUT EMAIL REPORT. Update the date range to reflect last week, then click Run Report.

2. Last week’s sales will be separated by Home Depot and Lowes. The comments section includes the work order number linked to the customer, making it easy to search in HD Connect or Lowes IME to identify a referring associate to mention in the email or write on the Cha-Ching Check!

Report reminders.

If a store is not on your territory list, notify Jessica to have it removed.
if you are missing a store let Jessica know to add it.
Jessica can add new Brand Ambassadors to your KPI report.
Avoid using other Salesforce reports, as they may contain outdated information.

Monarch National Accounts