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Custom Insights Dashboard

This article will teach you how to use your Custom Insights Dashboard to accelerate sales and close more deals

The Custom Insights Dashboard offers installers a user-friendly platform to monitor their team's performance, track their top prospects, and access important market and competitor insights. In this article, we'll cover the different sections of the CID and how you can use them to win more business. 

CIDs are assigned to each EnergySage company account. If you don't have access to your CID, contact your account administrator or your PSM. 

In this article: 

 

Custom Insight Dashboard Demo Videos:

Chapter 1 - View Summary Boxes, hot leads, WoW progress, and performance 

Chapter 2: Best Practices Scorecard, Territory Breakdown by County, Hot Leads Outside Your Area of Service

Chapter  3: Equipment and Loan Pricing Breakdown, Lost Jobs, Mass Message Outline.

Sections of the Custom Insights Dashboard

Your CID has 9 sections, each providing data on your company's performance in different areas. 

Summary Boxes

The summary boxes are found at the top of your CID. They contain six key metrics you should carefully track to be successful on EnergySage. Depending on your performance in each area, the insight box will be colored accordingly: 

  • Green - your company is performing well in this area.
  • Yellow - your company is doing ok, but there is room for improvement 
  • Red - this area needs immediate attention.

What metrics do we track? 

  • Leads quoted within 24 hours (top left) - this box displays the number of leads quoted in less than 24 hours as a percent of all the leads assigned to your company. Our most successful partners score nearly 100% in this metric.
  • Messages replied to within 24 hours (top middle) - this box displays the number of emails your reps respond to in less than 24 hours, as a percent of all inbound messages received from your leads. Our most successful partners score nearly 100% in this metric.
  • Leads that received a follow-up message (top right) - this box displays the number of leads your reps sent follow-up messages to within one week, as a percent of all leads assigned to your company. Our most successful partners score nearly 100% in this metric.
  • Balance overdue by 60+ days (bottom left) - this is the balance your company owes on invoices that are more than 60 days past due. EnergySage will stop allocating leads to your account when you are XX days or have $YY past due. 
  • Number of quotes to get a sale - past 180 days (bottom middle) - this box shows the number of quotes your company sends to close one deal (i.e. quotes per sale).
  • Leads not quoted in last 60 days (bottom right) - this box shows the percent of leads that your company did not quote, of all the leads you were assigned. Our most successful partners leave 0 leads unquoted. 

📆 A note about date ranges: 

All reports in the CID reflect data for the past 30 days unless otherwise noted.

Hot leads report:

This is the most important report on the CID. It shows which customers are most likely to go solar with your company. The consumers with the highest chance of going solar with your firm are listed at the top of the chart, starting with priority 1 (column 1), and descending in order of likelihood to close a deal from there. Every customer on this chart has at least a 10% chance of going solar.

 

❗Every customer on this list is worth a follow-up call or email ❗

Hot Lead Report Columns:

  • Lead owner: displays the current owner of the lead - this is generally the rep that quoted the lead, unless the lead was subsequently resigned to another rep
  • Internal notes: any notes that an installer leaves on the lead’s page will be reflected here
  • Customer name: displays the name of the customer connected to the lead
  • Messages received: displays how many emails the consumer sent to your rep
  • Homeowner notes: displays any notes the homeowner submitted as part of the lead
  • Phone number: Yes in this column indicates that the customer has provided their phone number; No means they have not. (customers who provide a phone number are 5 times more likely to go solar)
  • Quote or profile views: displays the number of times the customer has viewed the installer’s quote and/or company profile (a high number here is a sign of positive customer engagement)
  • Had an EA call: If the customer has spoken with an EA, this column will display “Yes” (31% of customers that speak with an EA go solar)
  • Property Link: Click here to view the lead.

Week-over-week progress report:

This report tracks your team's performance over time in three key areas: quote speed, message response time, and follow-up messages.

Average quote speed:  This chart shows the average time it took your team to quote leads in the past 4 weeks. The red line indicates how long it took your competitors to quote those same leads. 

⏱️ 75% percent of customers who went solar on EnergySage, selected a quote they received within  24 hours of registering on the marketplace.

Average message response time: This chart shows how long it took the installer to respond to customer messages in each of the past four weeks. The red line indicates the same for your competitors.

Percent of leads with 1+ follow-up messages: This chart indicates the percentage of leads that received a follow-up message from the installer within the first week after the installer quoted the lead. Always aim to be at or near 100% in this metric. Again, the red line indicates the same for the installer’s top competitors. 

 

Rep performance:

 

This chart allows you to track your reps' performances on EnergySage. It reports on:

  • How many leads each rep quoted
  • How many deals they won
  • The number of messages the rep received from customers
  • The percentage of quotes that customers replied to (reply rate)
  • The timeliness of the rep’s response to those customer responses (message response over 24 hours).
  • How often the rep sent a follow-up message to their leads in the first week after quoting

Best practice scorecard:

 

This scorecard measures your company's performance against the 20 most valuable practices for success on EnergySage. Where a percent is reported, your company must achieve a 90% or better percentage for the best practice to be considered “followed.” 

Territory breakdown by county:

This map provides an inside look into the residential solar industry, county by county, in the region displayed on the map. 

Some key details:

  • Red circles represent counties outside your areas of service, within the states you're active in.
  • Blue circles represent the counties inside your areas of service.
  • The larger the circle, the higher the volume of leads is in that county.

To view the county breakdown, simply hover the cursor over the county circle. When this is done, an info window will open displaying helpful business climate information, as seen above. 

This information is useful when scouting counties for possible expansion. For example, the county highlighted above shows a very high monthly volume with moderate competition. If the average price per watt is in line with what you can offer, this could be a prime county for expansion.

To open up new counties for quoting, simply click the link “here” at the top, right-hand side of the map where it reads “Add territories here.”

Hot Leads Outside Your Area:

This graph reports hot leads within 50 miles of your company's nearest quoted property but outside your service area on EnergySage. These leads have all received 4 quotes or less but are more likely to close than a typical lead. 

To view more specific details, you can scroll right to see, 

  • How many messages the customer has sent to installers
  • Whether they have provided a phone number
  • How many quote/profile views the customer has
  • Data about the business climate in that county.

To quote the lead, simply click “Add territories here” (top right of graph), add the county to your areas of service. Then, ask your PSM to assign the lead to your marketplace.

Equipment and Loan Pricing Breakdown:

 

These pie charts reflect data associated specifically with the leads your company has quoted in the past 30 days. Another way to say this is that to view data on the equipment and financing offered by the installer and their competitors specifically and only on the leads that the installer has quoted, simply move the cursor over a section of a pie chart. When you do, the percentage of the market and the median price of the offering will be displayed.

Lost jobs report:

This report can help you understand why a customer chose a competitor’s quote over yours on EnergySage. It reports the quote details for both the installer and the winning quote, including price, equipment, size, number of follow-up messages sent, and hours to quote the lead.

This data can be helpful, but it can also be misleading if you zero in on one detail (like price) or one or two leads (as opposed to the data of all leads displayed). 

The report will display the last 15 deals you've lost to competitors on the EnergySage platform. The most effective approach is to look for patterns across all leads and data that is reported, rather than picking out one or two leads to draw conclusions. The sample size is important.