Metrics glossary

Every headline number on the Insights screen is defined here — in plain English, with the exact calculation behind it — so your whole team reads the dashboard the same way.

The two denominators

Three of the rate cards can be read two ways, and Insights lets you switch between them with the All booked calls / Calls held only toggle:

• All booked calls counts every call that was due in the period, including the ones that were cancelled. It answers how did the pipeline perform.
• Calls held only counts just the calls that actually took place. It answers how did the closer perform on the calls they got.

Neither is more correct than the other. Pick one and stick to it when you compare people or periods.

Past calls

Calls that were due to happen inside the period and are now in the past — cancellations included. This is the base most rates divide by.

Show-up rate

Calls that happened ÷ past calls. Cancellations count against you. Switch to Calls held only and cancelled calls leave the denominator, so the number reflects only people who kept their appointment and then did or didn't turn up.

No-show rate

People who did not turn up ÷ (turned up + did not turn up). A call counts as a no-show either when someone marks it so on the booking, or when the logged outcome gives "No show" as the reason.

Closing rate

People who bought ÷ people who had a strategy call. Counted per person, not per call, so someone who took three calls before buying counts once. Switch to Calls held only and it becomes sales ÷ strategy calls that actually took place, excluding cancellations and no-shows.

Engagement rate

Same as closing rate, but a deposit counts as well as a full payment. The gap between engagement and closing is the money sitting in part-paid deals.

Awaiting outcome

Calls that happened but have no outcome logged yet. They are shown as their own segment rather than quietly folded into "no sale", because every one of them is missing from your closing and show-up rates until somebody logs it.

Calls booked · rescheduled · cancelled

• Calls booked counts calls on the day they were booked. A reschedule is not counted again as a new booking.
• Rescheduled counts calls moved to a new time.
• Cancelled counts calls called off by either side. A call that was rescheduled is not counted as a cancellation, even though Preb stores a reschedule as "cancel the old time, create a new one".

Booked in advance (lead time)

How long between someone booking and the call starting. Insights shows the median as the headline — the typical wait — with the average underneath, because a single booking made months ahead drags an average badly.

Revenue

The value of closed deals in the period. Revenue is always shown per currency — Preb never adds different currencies together, because exchange rates move daily.

Where a single number is needed (revenue per call, the Team tab's Cash column), Preb uses the workspace default currency and tells you how many deals it had to leave out.

Cash vs. Revenue on the Team tab

The Team tab's Cash column is one-off revenue: won deals and deposits. Recurring income has its own column. That is why the Team totals row can be lower than the Sales tab's Revenue — the difference is your recurring income.

Revenue per call

Revenue ÷ strategy calls that were due, in the workspace default currency. What one call is worth on average, before you know how it went.

Capacity ahead

For each person and each upcoming day: booked minutes ÷ bookable minutes, taken from their own availability schedule and any date overrides. A day off reads as "off", not as nobody being busy.

When a number shows "—"

A dash means the calculation had nothing to divide by — no calls yet, no strategy calls in the period. Preb shows a dash rather than 0%, because "no data" and "zero percent" are very different things.