Understanding Lead Pipeline and Conversion Reporting Vs Team Effectiveness Reporting

If you’ve noticed that the figures in Lead Pipeline and Team Effectiveness don’t always match, this is expected.
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The reports are accurate, but they measure activity in slightly different ways and use different underlying data. This article explains why the numbers can differ and which report to use depending on what you’re trying to understand.
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The Lead Pipeline & Conversion report has two date options. Each answers a different question.
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This filter looks at all leads received during the selected period and then follows those leads through their journey.
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For example, if a lead was received in October but didn’t book until November, it will still appear in the October cohort as a booked lead.
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You should use this filter when you want to understand:

“What happened to the leads we received in October?”
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This filter looks at when each action actually happened regardless of when they entered DenGro.

For example, for October it will show:

Use this filter when you want to understand:

“What happened during October?”
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For a month-by-month view of activity, we recommend using Action date.

When using the Action date, use the summary figures at the top of the report rather than counting the rows in the breakdown.

This can be confusing when using Action date.
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The breakdown table shows every lead that had one or more relevant actions during the selected period.
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For example:

That lead will appear in the October breakdown because the booking happened in October.
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However, it won't be included in October's Received total because the lead was actually received in September.
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You may therefore see a note such as:

Lead not included in received total

This is expected.
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The breakdown is therefore not a count of leads received during the month. It is a list of leads that had activity across one or more of the relevant stages during that period.
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This is why the number of rows in the breakdown can be higher than any individual summary figure.

Team Effectiveness is designed to measure team activity, rather than simply reporting lead outcomes.
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It tracks individual status changes and attributes those actions to the team member who made them.

The Lead Pipeline and Conversion report works differently. It uses the relevant dates recorded against each lead.
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For example, if a lead is:

Team Effectiveness can capture the individual actions and attribute them to the relevant team member, whereas Lead Pipeline is looking at the lead's recorded booking information.
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As a result, the two reports can legitimately show slightly different figures for what might initially appear to be the same activity.

If you're looking for a straightforward “what happened this month?” view, use:

Lead Pipeline → Action date → Summary figures

Don't use the number of rows in the breakdown as your monthly total, as the breakdown can contain leads from previous months that had an action during the selected period.

We appreciate that, while the reporting data is accurate, the way the different reports work can be difficult to grasp.

We're actively looking at ways to make the reporting experience more intuitive, with clearer definitions and a simpler way of understanding how the different figures relate to each other.

If you're unsure which report or date mode you should be using for a particular question, our support team can help you work out the best approach.