Planning Sales Volume: Expected vs Sold Premium Tracking

Sales Volume Planning charts help you compare your sales projections against actual results, tracking the journey from expected premium opportunities to sold policies. These widgets visualize how effectively you're converting sales pipeline opportunities into written business, helping you forecast revenue, analyze win/loss ratios, and identify conversion bottlenecks. Available in My Expected vs Actual Premium (Agent view) and Agency Expected vs Actual Premium (Agency-wide view).

Agent Expected vs Actual Premium Chart Widget

Understanding Premium Tracking Metrics

These charts track three key metrics as opportunities move from the sales pipeline to written policies:

Expected Value (Teal)

What it represents: Total projected premium from opportunities entered in your SalesBoard
Source: ExpectedValue field from sales pipeline cards (excluding opportunities marked as Lost)
When it's recorded: When opportunity is created in SalesBoard during the selected period
Typical value: 100% of pipeline capacity (your sales goal/forecast)
Use case: Setting sales targets, measuring pipeline capacity, forecasting revenue potential

Sold (Blue)

What it represents: Actual premium from policies successfully written and issued
Source: ActualSoldPremiumValue from policies when ActualSoldPremiumSetDateTime falls within period
When it's recorded: When policy is written and marked as sold during the selected period
Typical value: 70-90% of expected (after accounting for lost opportunities and reduced premiums)
Use case: Tracking actual revenue, measuring sales conversion rate, comparing against goals

Loss (Red - Optional)

What it represents: Expected premium value from opportunities that did not convert to policies
Source: Opportunities explicitly marked with SalesBoard status "Lost" (SalesManagerBoardStepTypeId = Loss)
When it's recorded: When opportunity is created during selected period AND currently has Lost status
Display value: Shown as negative number (multiplied by -1) for visual clarity
Use case: Identifying lost revenue, analyzing rejection reasons, improving conversion strategies
Toggle control: Click "Show Loss" switch to display/hide this metric (hidden by default)

Agent vs Agency Perspectives

My Expected vs Actual Premium (Agent View)

Displays only your personal sales pipeline and outcomes—opportunities you created and policies you wrote.

Who sees it: Individual agents tracking their own sales performance
What it shows: Your expected premium, sold premium, and lost opportunities over the selected period
Use case: Personal goal tracking, measuring your conversion rate, identifying your sales patterns

Agency Expected vs Actual Premium (Agency View)

Displays aggregate sales planning data across all agents—total agency pipeline capacity and conversion results.

Who sees it: Agency owners, managers, and users with agency-level permissions
What it shows: Total agency expected premium, sold premium, and lost opportunities over the selected period
Use case: Agency-wide sales forecasting, capacity planning, identifying team conversion trends

Agency Expected vs Actual Premium Chart Widget

Understanding the Chart Visualization

Visual Elements

Teal Line (Expected): Your sales pipeline capacity—what you projected to write
Blue Line (Sold): Actual written premium—what you successfully closed
Red Line (Loss - Optional): Lost opportunities—what didn't convert (shown as negative values)
X-Axis: Time intervals based on selected period (days, weeks, months, quarters)
Y-Axis: Premium dollar amounts
Legend: Color-coded metric labels at bottom of chart

Show Loss Toggle

The "Show Loss" switch allows you to display or hide the loss metric:

Toggle OFF (default): Shows only Expected (teal) and Sold (blue) lines—focus on positive outcomes
Toggle ON: Adds Loss (red) line below zero—complete picture including lost opportunities
Why toggle?: Some users prefer focusing on successes; others need full win/loss visibility
Lost opportunities display: When toggled ON, red legend item appears and loss line shows below X-axis

Period Selector

Choose the time range for analysis (defaults to "This Week"):

This Week: Daily data points (Mon-Sun of current week)
This Month: Weekly data points (Week 1, Week 2, etc.)
This Quarter: Monthly data points (3 months)
This Year: Quarterly data points (Q1, Q2, Q3, Q4)
Year to Date: Monthly data points from January to current month
Last Year: Quarterly data points from previous calendar year

Common Use Cases

1. Sales Goal Tracking

Scenario: You set a monthly sales target of $50,000 in new premium.

How to use: Select "This Month" period. The Expected line shows your pipeline capacity ($50K goal entered as opportunities). The Sold line shows actual written premium. Gap between lines indicates if you're on track or need more pipeline activity.

Action item: If Sold is tracking below Expected, either (1) add more opportunities to pipeline, or (2) improve conversion rate on existing opportunities.

2. Conversion Rate Analysis

Scenario: You want to understand what percentage of your pipeline converts to policies.

How to use: Enable "Show Loss" toggle. Compare Sold (blue) vs Expected (teal) vs Loss (red). If Expected = $100K, Sold = $70K, Loss = $20K, your conversion rate is 70% (with $10K still pending).

Action item: If conversion rate is below 60-70%, review loss reasons in SalesBoard. Common issues: pricing objections, competitor losses, customer unresponsiveness.

3. Win/Loss Ratio Monitoring

Scenario: Agency manager wants to identify which agents have high loss rates.

How to use: Use Agency view with "Show Loss" enabled. Compare agency-wide Expected vs Loss. High loss periods may indicate training needs, pricing issues, or market challenges.

Action item: Review individual agent pipelines to identify if losses are concentrated with specific agents, products, or customer types.

4. Revenue Forecasting

Scenario: You need to forecast next month's revenue based on current pipeline.

How to use: Review last 3 months' Expected vs Sold gap to determine your average conversion rate (e.g., 75%). Apply this rate to current pipeline: if you have $100K expected next month, forecast $75K in actual written premium.

Action item: Adjust sales activity to build sufficient pipeline capacity to meet revenue targets after expected conversion losses.

5. Seasonal Pattern Recognition

Scenario: You want to identify peak sales periods and plan accordingly.

How to use: Select "Last Year" or "Year to Date" to view quarterly trends. Look for periods where Sold line spikes (high conversion) or Expected line grows (pipeline expansion).

Action item: Plan marketing campaigns and pipeline-building activities to align with historically high conversion periods.

Interpreting Chart Patterns

Healthy Sales Performance Indicators

Sold tracks close to Expected: Conversion rate above 70-80% indicates strong closing skills
Consistent gap between lines: Predictable conversion rate makes forecasting reliable
Both lines trending upward: Growing pipeline AND growing sales—sustainable growth pattern
Low loss values (when toggled): Most opportunities converting or still pending (not marked lost)
Expected line smooth: Consistent pipeline-building activity (not feast-or-famine)

Warning Signs to Investigate

Wide gap between Expected and Sold: Low conversion rate (<50%) may indicate pricing issues, poor qualification, or inadequate follow-up
Sold flat while Expected grows: Pipeline is expanding but closing rate is declining—sales skills or product fit issue
High Loss values (when toggled): Many opportunities marked as lost—review reasons in SalesBoard
Expected line declining: Pipeline shrinking—need more prospecting and lead generation
Sold spikes without Expected spikes: May indicate opportunities not being tracked in SalesBoard (missing data)
Both lines flat or declining: Stagnant or declining sales—urgent intervention needed

Tips for Maximizing Value

Maintain accurate SalesBoard data: Chart accuracy depends on entering opportunities with realistic ExpectedValue and updating status (especially Lost) promptly
Compare with last period: Use period selector to switch between "This Month" and prior months to spot trends
Review loss reasons weekly: Enable "Show Loss" toggle weekly to catch patterns early—are losses due to price, competitor, timing?
Set Expected values conservatively: Overly optimistic pipeline projections make Sold line look worse than reality
Track pending opportunities separately: Expected minus (Sold + Loss) = Still Pending—opportunities not yet won or lost
Correlate with commission pipeline: Cross-reference with Commission Pipeline widget to see income impact of sales volume
Use for team coaching: Agency managers can use this to identify agents needing sales training or support
Align with marketing campaigns: Compare Expected line growth with marketing spend timing to measure lead generation ROI

Troubleshooting

Chart shows no data or "No data available"

Cause: No opportunities created or policies written during selected period
Solution: Change period selector to longer timeframe (e.g., "This Quarter" or "Year to Date")
Verify: Check SalesBoard to confirm opportunities exist with CreationDateTime in selected period

Expected value seems too high or low

Cause: Opportunities in SalesBoard have incorrect ExpectedValue amounts
Solution: Review and update opportunity ExpectedValue fields in SalesBoard to reflect realistic premium estimates
Note: Chart uses ExpectedValue from opportunity creation date, not current value

Sold value doesn't match written policies

Cause: Policies may not have ActualSoldPremiumValue or ActualSoldPremiumSetDateTime properly recorded
Solution: Ensure policies are marked as "Sold" with premium amount and sold date filled in
Check: Verify policy creation workflow is capturing sold date and premium correctly

Loss toggle doesn't show any losses (red line)

Cause: No opportunities marked with "Lost" status in SalesBoard during selected period
Solution: This is normal if you haven't lost any opportunities—good news!
Note: Loss is based on opportunities created during period that currently have Lost status, not when they were marked lost

Chart shows data for wrong agent/agency

Cause: Widget is showing based on your user permissions and assigned office
Solution: Agent view shows opportunities/policies where you're the assigned agent; Agency view shows all data for your office
Verify: Check if opportunities in SalesBoard are correctly assigned to you

Best Practices

Weekly pipeline review: Every Monday, review "This Week" to ensure sufficient Expected value to meet weekly goals
Monitor conversion trends: Track monthly Sold/Expected ratio—declining ratio indicates need for sales process improvement
Update lost opportunities promptly: Mark lost opportunities as "Lost" in SalesBoard immediately to keep forecasts accurate
Set realistic expectations: Enter conservative ExpectedValue amounts in SalesBoard—overpromising creates false forecasts
Cross-reference with other widgets: Compare with Commission Pipeline (income impact), Sales Volume Charts (policy count), and Performance Metrics Cards (totals)
Review loss patterns monthly: Enable "Show Loss" at month-end to analyze rejection reasons and adjust strategy
Use for capacity planning: If Expected line is consistently low, increase prospecting activity to build pipeline
Celebrate wins but learn from losses: Use Sold line to recognize success; use Loss line to identify improvement opportunities
Align with compensation plans: If bonuses are based on sales goals, use Expected line to track progress toward thresholds
Document seasonal patterns: Note when conversion rates improve or decline to plan future marketing and sales efforts