Sales and Retention Reports

To access Sales & Retention, click Reports > Sales & Retention from the main HawkSoft menu bar.

OR

1. Log into the HawkSoft Web app, accessed from any computer.

2. Click the Analytics and Reporting icon in the left column of the HawkSoft web start page, then click on Sales & Retention.

   For more information about logging into the HawkSoft web app, see Logging In and Out of HawkSoft.

 

Each of the Sales Pipeline reports within Sales & Retention includes metrics to enable the agency owner/manager to make data driven decisions about how the sales team is performing and closing on sales. These reports help identify where the issues are in the sales funnel for your agency.

Each Sales Pipeline report is based on a Sales Pipeline status and can be further filtered by a sub-status. For more details about the definition of each default Sales Pipeline status and sub-status, see Definitions of policy statuses.

You can create customized sub-statuses for your agency. These sub-statuses will be available from the Action menu and will be available as Sales Pipeline reports.

See Sales Pipeline Configuration to customize your Sales Pipeline sub-statuses in HawkSoft.

Blue text indicates you can click for a detailed report. Your cursor arrow becomes a hand when you hover over clickable text.

Description of predefined reports

A (No Sub-Status) report includes policies that do not have a selected sub-status. If your agency has Sub-Statuses set as a Required selection, this report is not included.

An Other report includes policies with a sub-status that doesn't match any sub-statuses set up in your Sales Pipeline Configuration.

Sales Pipeline	Description
Lead	Policies with a Lead status indicates possible interest. You can select one of the following sub-status reports to view a pie chart specific to that sub-status: Unqualified Qualified
Prospect	Potential new customers who have expressed interest in your product or service. You can select a sub-status report to view a pie chart specific to that sub-status: Discovery Submission Quote Proposal Why would I run this report? Use prospect reports to monitor and follow up on sales prospects.
Refused	Policy quote/proposal not accepted by the customer. You can select a sub-status report to view a pie chart specific to that sub-status: Price Didn't Buy Risk Why would I run this report? Use refused reports to take action on missed sales, which might become viable prospects in the future.
Rejected	The policy has been disqualified. U/W Rejected AgencyDisqualified Why would I run this report? This report shows policies where the agency or carrier decided to stop moving forward with the sales process.

Each of these reports includes metrics which provide your agency with relevant information for the purpose of taking action on renewals coming up in a selected date range.

To run a report on past renewals, use the Quick Report "Recently Renewed or Expired Policies".

Proactively stay ahead of renewals that need to be re-marketed to multiple carriers. Manage your workload by focusing on the policies that are coming up for renewal first.

You can group by one of many different performers to evaluate the inside leads by performer, or select None to see metrics for the agency.

Click blue text to drill down on these weekly counts to create your "hot" list of potential inside leads to call or email.

When you drill-down into a report, you can add a "Policy Downloads" column to your report to see which policies download so your agents can focus on policies that need to be manually updated.

You can also create batch Tasks for each of these non-downloaded policies to remind your agents to update the policy in HawkSoft once the renewal is processed.

For more information, see Use Renewal reports to be proactive.

Filtering the data

Depending on the report selected, different filter options are available at the top of the metrics table to enable you to change the way the data is presented.

Group By – Group the data by a performance category.

Date Range – You can change the date range to only include data within a specific time period, and then select a time interval to view all the data without sorting.

Compare – You can compare data by policy or premium.

 

Select any of the reports from the left-hand pane to see the metrics displayed in a table as well as a bar chart, pie chart, or graph.

Choose whether to include or exclude taxes/fees in premium

The Premium Mode setting in Agency Intelligence and Sales & Retention reports enables you to choose whether to include or exclude taxes and fees with annual premium totals. This enables you to view only commissionable premiums and focus on your book of business total without fees and taxes obscuring the totals.

Premium Mode affects both Agency Intelligence and Sales and Retention reports. Changing the setting in one area will also change it for you in the other. This setting is remembered per user and across devices.

To change Premium Mode, click the Report View Options button in the top-right corner of Agency Intelligence or Sales & Retention, and select an option from the Premium Mode drop-down.

Reports affected by Premium Mode

Agency Intelligence	Sales & Retention
Premium per Customer Premium Premium per Policy Policies Sold Policies Added Policies Lost Net Change	Lead* Prospect* Refused* Rejected* Commercial Renewals Personal Lines Renewals Reports marked with an asterisk (*) include reports for sub-statuses.

Filters

Depending on the report selected, different filter options are available at the top of the metrics table to enable you to change the way the data is presented.

Group By – Group the data by a performance category.

After selecting the category type to Group By, you can filter which groups are included on the KPI report by clicking on the  filter icon next to the column header for the grouping you have selected.

HawkSoft remembers your filters the next time you run this report and will indicate that filters are applied with a red dot next to the filter icon. You can clear the filter by clicking on the filter icon and clicking Select All.

Date Range – You can change the date range to only include data within a specific time period.

Some reports allow you to enter a historical date range for high-level analysis.

by – Once you have selected a date range, you can select a time interval, or select None to view all the data without sorting.

Compare – You can compare data by policy or premium.

Drill down

Blue text indicates you can click for a detailed report. Your cursor arrow becomes a hand when you hover over clickable text.

When drilling into a policy report, you can now add three columns that are designed to give you an insight into reconciled commissions on those policies:

• Total Agency Commission - The total amount of agency commission paid for all reconciled transactions on the policy.

• Total Reconciled Transactions - The total number of reconciled commission transaction on the policy.

• Last Reconciled Date - The most recent reconcile date among reconciled transactions on the policy.

You can save your customized reports and share them with other agents.

Default Detailed report Layout (for drill-down reports)

You can open your KPI reports using a saved Report Layout. KPI reports will remember your preferred report layout the next time you drill down into that report. HawkSoft remembers your preferred report layouts across devices.

Some KPI reports share a default layout with other highly-related reports.

• In Agency Intelligence, for Customer KPIs, the Customers, Policies per Customer, and Premium + Fees per Customer detailed reports share a default layout.

• In Agency Intelligence, for Policy KPIs, the Policies in Force, Premium + Fees, and Premium + Fees per Policy detailed reports share a default layout.

• In Sales & Retention, Sales Pipeline reports for a given status (such as Prospect) share a default layout with reports for their sub-statuses (such as Quote).

To select a Default Layout, click Report View Options from the KPI you want to set the layout for, and select a saved layout from the Layout drop-down.

See To customize your report view

Coverage Columns on drill down

If you activate Include Coverage Columns on drill down, located in the top right, drilling in for a detailed report will include columns on the report for some of the most common home and auto coverages.

This feature may cause the report to take slightly longer to generate.

Coverages columns can be moved or removed from the report, and can be used to sort or filter your report data. For more information see Customize, Summarize, and Filter Report Data.

Required Permissions:
In order to complete this task, user permissions must be set to include:

Reports > Access Sales & Retention

See User Permissions for more information.