Employee Sales Metrics Report

Overview

The Employee Sales Metrics report helps you track all sales employees make in a selected time period, including the numbers, percentages, and revenues by each sale type. 

You can track employee performance using Targets configured at two levels:

  • The Employee’s Job level (from Employee > Employees > Job > Targets) or
  • The Center level (from Employee > Settings > Performance). In this case, all employees of the Center have the same target.

Important: Employee Job level targets take precedence over Center level targets. This means, if Targets are defined at both these levels, then Zenoti considers Job level targets to measure employee performance.

Tip: The small green and red arrows (next to the figures in the report) indicate whether the employee has exceeded or fallen short of the Goal set for that metric.

Examples:
Scenario 1: When only Employee Job level targets are defined.
Assume that the Therapist job has the following targets defined:
Service Revenue - $3000, Services Delivered 25

EmpSalesMtx_EmpJobTargets.png

If an employee with this Job generates a service revenue of $2100, then it means the employee is falling short of the Target ($3000). At the same time, if the same employee delivered the service 26 times, it means that the employee exceeded the Target for this parameter.

Scenario 2: When only Center level targets are defined, the same Targets apply to all employees.
Assume that a Center has the following Targets defined:
Service Revenue - $1000
EmpSalesMtx_CenterPerfSettings.png

If an employee generates service revenue of $1200 and another employee generates a service revenue of $900, it means that one employee is exceeding the target set while the other is falling behind.

Scenario 3: If settings have been configured at both, Employee Job level and the Center level, Zenoti considers only the Employee Job level settings.
In this case, if an employee with the job Therapist generates a service revenue or $2100, this employee is well short of the Target set for employees with the job Therapists ($3000 is the Target).
Note: The same employee with the same performance (Service revenue $2100) exceeds the Target ($1000) set for this parameter at the Center level.

This article covers the following sections:

Important Notes

This report:

  • Includes base center employees (including their invoices from other centers).
  • Considers only closed invoices. 

Navigation

Follow these steps to run the report:

  1. Ensure that you are at the Center for which you want to run the report. 
  2. On the main menu.click the Reports tab.
  3. On the Reports Dashboard, click Employee Performance (from the filter). 
  4. From the list of reports, click Employee Sales Metrics. The report opens in a new tab.
  5. Make your selections in the filter criteria and click Refresh
  6. To export the report, click the Excel or .CSV icons.   

Filter Criteria

Criteria Options Description
Time
  • Today
  • Last 7 days
  • Last 14 days
  • 1 Month
  • 2 Months
  • 3 Months
  • 6 Months
  • Custom
Based on your requirement, from the drop-down list, select either today, last 7 or 14 days1, 2, 3, or 6 months.

You can alternatively choose Custom from the list and specify custom dates.
Note: For custom dates, you can view data for a maximum date range of 6 months at a time.
Example: If you wish to see data from January to August, first view data from January to June and then view data from July to August. 
Job Lists all jobs at the center.  By default, the report is set to All.
To run the report for employees with a specific job, select the job from the drop-down list. 
Employee Name Lists the names of all the employees at the center. By default, the report is set to All.
To run the report for a specific employee, select the name from the list of employees. 

 
Column Descriptions

Column Description
Code Displays the unique identifier for the employee.
Employee Name Displays the name of the employee.
Job Displays the job of the employee in the base center.
Months Employed Displays the number of months the employee has been working at the Center. 
#Guests Displays the total number of unique guests to whom the employee has sold any item such as services, memberships, packages, and gift cards in the selected time period.
#New Guests Displays the total number of new guests to whom the employee has sold any item such as services, memberships, packages, and gift cards in the selected time period.
Zenoti considers guests who do not have any closed invoices (previous purchase history) to be new guests.
% New Guests Displays the percentage of new guests to whom the employee has sold any item such as services, memberships, packages, and gift cards.
# Requested Displays the number of services in which guests requested specifically for the employee in the selected time period.
 % Requested Displays the percentage of services in which the employee was specifically requested for, from all the service invoices closed (Invoice status is Closed) by the employee in the selected time period.
Example: If the employee was requested 5 times and the employee closed 25 invoices during the selected time period, the % Requested will be 20% (5/25*100).
#Walk-Ins Displays the number of walk-in appointments that the employee closed in the selected time period. 
%Walk-Ins Displays the percentage of walk-in services from all the appointments completed by the employee in the selected time period.
Goal Requests Percent Displays the target requests percent that an employee is supposed to achieve in the selected time period.
#Online Displays the number of online bookings that were closed by the employee in the selected time period.
% Online Displays the percentage of online bookings from all the appointments completed by the employee in the selected time period.
# Rebooked Displays the number of rebooked services from all the bookings closed by the employee in the selected time period. Zenoti considers only Closed original invoices (not Rebooked invoices) to calculate #Rebooked.
Example: Employee A may have closed 40 invoices in a given time period. Out of these, guests may have asked for a service to be rebooked only 5 times with Employee A with the date of the rebooking falling within the selected time period. In such a case, the #Rebooked is 5.
% Rebooked

Displays the percentage of rebooked services from all the bookings closed by the employee in the selected time period. Zenoti considers only Closed original invoices (not Rebooked invoices) to calculate Rebooked %.

Example: If the number of rebooked services is 7 and the total number of bookings closed by the employee in the selected time period is 70, then the % Rebooked is 10% (7/70*100).

# Add-on Displays the number of appointments completed by the employee in the selected time period that includes at least one Add-on service.
% Add-on Displays the percentage of the services with Add-ons from all the services completed by the employee in the selected time period.
Service Revenue

Displays the revenue from all the service invoices that are closed or completed (Invoice status is Closed) completed by the employee in the selected time period. The amount shown is after discount and before tax.

Service revenue includes Free Service Revenue. In Zenoti, Free Service Revenue is the discount given on items using the following methods:
1. Manual discount on invoice
2. Campaign discount
3. Membership discount

Free Service Revenue also includes the redemption amount when a service is redeemed using:
1. Membership service credit
2. Zero Priced Gift Card
3. Loyalty Points

Goal Service Sales Number Displays the target value of sales in services the employee is supposed to make in the selected time period.
# Services Displays the number of closed service invoices in the selected time period that are sold by the employee.  For a service to be included in the report, the employee's name must be selected in the Sale By field in the POS.
Average Service Value per Invoice

Displays the average service value per invoice in the selected time period. It is calculated as Total Service Revenue amount for the period/Number of service invoices (where the employee has performed at least one service).

That is, Service Revenue/#Services = Average Service Value per Invoice
Note: Zenoti counts different invoices for the same guest separately. Also, Service Revenue is the amount shown after discount and before tax.

Example: If the employee generated $3000 and was responsible for 30 service invoices, then the Average Service Value per invoice is $300.

Goal Products Sale Displays the target value of product sale an employee is supposed to make in the selected time period.
#Products Displays the number of products sold by the employee in the selected time period. For a product sale to be included in the report, the employee's name must be selected in the Sale By field in the POS.
 Product Sales

Displays the total revenue the employee generates from selling products. The revenue is recognized after the invoice is Closed.

Example: An employee may sell products worth $2700 in a given time period. That is, $2700 has been recognized as revenue (through closed invoices).

% Bought Products Displays the percentage of employee's service guests in the selected time period who have bought a product
Average Product Value per Invoice

Displays the average revenue per product sale invoice made by the employee in the selected time period. It is calculated as Total retail sales for the period where "Sale by" is the employee/Number of retail invoices. The Total retail sales is the sum of revenue for all products for which "Sale by" field in the invoice has that employee's name.

Example: If an employee sells products worth $2700 in 10 invoices, then the Average Product Value per Invoice is $270 (2700/10).

% Product/Service Displays the ratio of product revenue to service revenue of the employee.
% Product/Total Displays the percentage of product revenues from the revenue of all sales made by the employee.
Goal Membership Sales Displays the target value in membership sales the employee was to make in the selected time period. 
Membership Sales Displays the total value of membership sales made by the employee in the selected time period
Goal Membership Sales Number Displays the target number of membership sales the employee is supposed to make in the selected time period. 
# Memberships Displays the number of memberships sold by the employee in the selected time period. For a membership sale to be included in the report, the employee's name must be selected in the Sale By field in the POS.
 % Membership Conversion Displays the percentage of guests of the employee without an active membership who have bought a membership in the selected time period from any employee
Goal Membership Conversion Percent Displays the membership conversion percentage measured against the target.  
 % Membership Billing Conversion Displays the percentage of non-member guests of the employee who have bought a membership in the selected time period from this employee.
Goal Membership Billing Conversion Percent

Displays the target percentage of members the employee was supposed to bill in the selected time period.

Goal Package Sale Displays the target package sales the employee is supposed to make in a given pay period or in the given selected time period. 
Package Sales Displays the total revenue from the package sales made by the employee in the selected time period
Goal Package Sales Number Displays the number of target sales of packages the employee is supposed to make in the given pay period or in a selected time period. 
# Packages Displays the number of packages sold by the employee in the selected time period. For a package sale to be included in the report, the employee's name must be selected in the Sale By field in the POS.
Goal Gift Card Sale Displays the target value of sales in gift cards the employee is supposed to make in a given time period or in a selected time period.
Gift Card Sales Displays the total revenue from the gift card sales made by the employee in the selected time period. Gift cards also include pre-paid cards.
Goal Gift Card Sale Number Displays the target number of gift cards that the employee was supposed to sell in the given time period.
#Gift Cards Displays the number of gift cards sold by the employee in the selected time period. For a gift card sale to be included in the report, the employee's name must be selected in the Sale By field in the POS.
Campaign Goal Displays the target value the employee was supposed to generate for Campaigns during the selected time period.
Campaign Redemptions (#) Displays the total number of invoice items on which the employee has applied a campaign in the selected time period. It is especially useful to evaluate the front desk staff's effectiveness in using campaigns. 
 # Sold By Displays the number of all the items sold by the employee in the selected time period. It is the sum of # Services, # Products, # Memberships, # Packages, and # Gift Cards. 
Total

Displays the total revenue on all the sales made by the employee in the selected time period. It is the sum of Service, Product, Membership, Packages, and Gift Card revenues.

Total = Service Revenue + Product Sales + Membership Sales + Package Sales + Gift Card Sales

Example: If an employee earns service revenue of $2100 and sells products worth $700 and sells Memberships worth $1200, then the Total column in this report will display $4000 (2100+700+1200).


 

 

 

 

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