Each of these Fields on the Appointment Object (labeled below) will "Count" a value of 1 for an Appointment which meets the criteria defined below.
See also: Result and Result Detail tracking Best Practices
NOTE: Each Count Field is dependent on the Appointment Result, therefore it is critical that every Appointment be Resulted.
For Example: Only Appointments Resulted as Demoed Not Sold, Follow-Up or Sold count a 1 in the "Demo" Count Field, allowing you to Sum the number of Appointments which Demoed. If the Appointment were never Resulted, the system does not know if it was Demoed and therefore it would not be Counted in the Report's "Demo" Sum column.
Here are the Report "Count" Fields included out-of-the-box with improveit 360:
See also: Understanding Disregard in Statistics
Here is another way of looking at this same information on Reporting "Count" Fields.
Reporting "Count" Fields are particularly important to understand when looking at Close % metrics. If your Close % is taking the Sum of Sold Appointments and dividing by the Sum of Issued Appointments, be sure the "Issue" Count Field is summing the Appointment records your company believes it should.
Also note: If your Close % is using Issue Sum, be sure your Reps are Resulting ALL of their Appointments. Failing to Result all the assigned Appointments will cause inaccurate Close % metrics.
Result Definitions
| Sold | The prospect bought your product and/or signed a contract. This will create a Sale in the system. | ||||||||||||||||||
| Demoed, Not Sold | The sales pitch was completed (a quote was left with the prospect) but the deal was not closed (no signed contract). | ||||||||||||||||||
| Follow-up | The product was demoed (or partially demoed) but a follow-up action is needed to close the deal, such as a new price quote or a modified design. | ||||||||||||||||||
| Not Demoed | The product demo was not given. This could be due to the prospect not being properly qualified, the appointment being interrupted, etc. | ||||||||||||||||||
| One Leg | Only one decision maker was present during the appointment and both are required. | ||||||||||||||||||
| No Show | The prospect was not present for the demonstration. | ||||||||||||||||||
| Not Run | The sales rep did not make it to the appointment. | ||||||||||||||||||
| Not Covered | The appointment was not run due to an issue with your company. For example, the sales rep got caught in traffic and could not make the appointment, or he/she was double-booked. | ||||||||||||||||||
| Not Confirmed | The appointment was not confirmed by your company and therefore was not run. This is contingent on your company's specific confirmation practices. | ||||||||||||||||||
| Canceled | The appointment was requested to be canceled by the prospect. | ||||||||||||||||||