ISO Division Revenue (2025)
$856M
Quarterly avg: $214M · Salesforce pipeline
Current YoY Growth
+3.0%
Stagnant · 2026 Target: +7.0%
Overall Win Rate
34.2%
Farmers: 56% · Hunters: 12%
Revenue Gap to 7% Target
$34.2M
Required by end of 2026
Quarterly Revenue — 2025 Actuals vs 2026 Projected (+7% Goal)
Revenue Mix: Hunters (New Logo) vs. Farmers (Expansion)
Hunters
Farmers
Revenue by Industry Vertical (2025)
Growth Target Gauge (3% Actual vs 7% Goal)
Lead Source: Opportunity Pipeline Volume
🏹 Hunters (Inside Sales) — Funnel Conversion Rates
⚠️ Critical Leak at Proposal Stage: 33% of Hunter deals stall waiting on pricing approvals (avg 52 days). Fixing this alone adds ~$8M in closed won revenue.
🌾 Farmers (Account Mgmt) — Funnel Conversion Rates
✅ Stable Farmer pipeline — 56% win rate on existing accounts. Growth opportunity: increase cross-sell of adjacency categories (Cleaning, Furniture, Technology).
Opportunity Volume by Stage — Hunter vs. Farmer (2025)
Hunters
Farmers
Win Rate % by Industry Vertical — Hunter vs. Farmer
Dynamic Funnel Stage Leakage Heat Map (Vertical vs. Conversion Step)
Interactive Diagnostic Map
Operational drop-off diagnostic showing % leakage (deals lost or stalled) at each stage transition. Select a global industry vertical to isolate its bottleneck focus. Hover over cells for dynamic operational advice.
| Industry Vertical | Prospecting ➔ Qual Stage 1 Drop-off |
Qual ➔ Proposal Stage 2 Drop-off |
Proposal ➔ Negotiate Critical Pricing Stall |
Negotiate ➔ Won Stage 4 Drop-off |
|---|
0% (Healthy Flow)
30% (Warning Stage)
60%+ (Severe Leakage)
Hunter Avg Activities / Week
11
Benchmark needed: 18+ to hit pipeline goals
Farmer Avg Activities / Week
26
Strong relationship maintenance
Hunter Avg Days to Close
138 days
52 days stalled at Proposal stage
Farmer Avg Days to Close
62 days
Faster due to existing relationships
Sales Productivity: Activities Logged vs. Deals Won per Rep
Hunters
Farmers
Pipeline Velocity: Days Spent per Stage (Hunter vs. Farmer)
Monthly Activity Volume — All ISO Reps: Calls, Meetings & Emails (2025)
Rep Productivity Scorecard
Manager view showing activity vs. outcome. Variance reveals coaching opportunities.
Rep Productivity Scorecard
Manager View · Daily Refresh · Salesforce Embedded
| Rep | Segment | Calls/Wk | Meetings | Opps Created | Win Rate | Pipeline | Quota Attain. |
|---|
Volume Problem
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Conversion Problem
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Top Performer
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This dashboard answers: "What do I coach today?" Three different problems. Three different conversations.
🎛️ Adjust Sales Growth Levers — What-If Analysis
1. Increase Hunter Outbound Activity+0%
More outbound prospecting calls and emails → larger top-of-funnel → more net-new logos. Apex needs Hunters at 18+ activities/week (currently 11).
2. Improve Proposal Stage Conversion+0%
Faster RFP templates + automated pricing approval reduces the 52-day Proposal stall, plugging Apex's biggest funnel leak.
3. Farmer Adjacency Category Upsell+0%
Grow adjacency revenue (Cleaning, Furniture, Tech) within existing accounts. Currently 44% of revenue — targeting 50%+ per Apex "Optimize for Growth" plan.
4. New Vertical Expansion (Hospitality/Healthcare)+0%
Apex's "Optimize for Growth" strategy specifically targets Hospitality (OS&E) and Healthcare as high-growth adjacency verticals.
📈 Projected 2026 Revenue Growth — Live Simulation
2025 Baseline Revenue$856,000,000
Additional Lever Revenue+$0
Projected 2026 Total$856,000,000
Projected 2026 YoY Growth3.00%
Target Growth Required7.00%
Remaining Revenue Gap$34,240,000
Low Volume ($15M)
Mid Shading ($100M)
High Volume ($200M+)
West Division (CA/WA Operations)
Apex West Coast Division covering major tech and healthcare accounts. High outbound density.
Active Sales Revenue$214.0M
Regional Win Rate32.8%
Opportunity Volume940 opps
Active ISO Rep Count12 Reps
Primary Industry SplitHealthcare (48%)
Regional Headquarter HubSan Francisco Hub
⚠️ West Bottleneck: 35% of deals are delayed at proposal stage. Pricing template reviews must be streamlined.