Applied Epic Dashboards: Producer and Sales Manager

February 24, 2025

With Applied Epic Dashboards, users have the ability to visualize their own slice of the agency’s business data. Epic Dashboards are only available to agencies with an Applied Analytics subscription and are only active in the browser version of Applied Epic.

In our first blog installment of our six-part Applied Epic Dashboard blog series, we reviewed Account Manager/Servicing Rep and Department Manager Dashboards. If you’re just getting started with Epic Dashboards, make sure you have them configured in your agencies database. See our Applied Epic Dashboards: An Introduction blog for more details.

Now, in this second blog of this Applied Epic Dashboard blog series, we’re digging into Producer and Sales Manager Dashboards.

Producer Dashboards

Pulse Dashboard

The Pulse Dashboard gives you a line of sight into your customer relationship, revenue, and key activities on your current and prospective clients.

Let’s break down what each tile gives you information about.

Total Premium – Last 45 Days: The first tile on the Pulse Dashboard tells us what the Total Premium is for the past 45 days and how that compares to the last 45 days. This will let you know if you’re trending downwards or if your activity is up.

Premium Retention – Last 45 days: You can click on the tile for Premium Retention in the last 45 days to drill down and see your Client and or Line Retention. The premium retention requires that the producer be listed as the PR/BR on the Servicing/Billing>Line>PR/BR Commissions tab. Premium retention measures the sum of the premium on unique Renewed policies with an Effective date during that period. Then, it subtracts the sum of the premium on unique New policies with an expiration date in the specified period and multiplies that by 100. It’s important to note that your agency’s renewal workflows play a critical role here. They must be written to correlate with how this tile is calculated. Otherwise, your calculation will not be a true representation.

Expiration List: The third tile shows all policies that have not yet been renewed and where you are assigned as the Producer on the PR/BR tab.

Policies in Effect Missing Transactions: You can set an email alert from this tile to get an alert from Epic when a transaction is missed.

Pipeline Revenue by Stage – Next 90 Days: This section allows you to confirm that your opportunities are in the correct stage of the sales pipeline, as well as see the revenue estimated for each.

Overdue Opportunities: The final tile shows overdue opportunities, their target dates, estimated revenue, and the current opportunity stage. You can quickly drill into the account or opportunities, moving them further along in the opportunity or closing them as either successful or unsuccessful depending on the outcome.

From the Pulse Dashboard, you can quickly dive deeper into the following dashboards for further insights.

Data Quality Dashboard

The Data Quality Dashboard highlights issues with your current account data as it relates to the producer’s interest with prospecting and leads. This dashboard shows prospects with the following:

No open activities
Clients with invalid phone numbers
Clients with blank street addresses
Contacts with invalid area codes

Producers can use this information to follow up on qualified prospects either through old-fashioned prospecting methods or by utilizing tools such as Applied Marketing Automation.

Opportunity Pipeline Overview

The Opportunity Pipeline Overview dashboard focuses on prospects and leads currently in your pipeline where you are the producer. The default time period is 90 days, but you can update the date range as desired. Opportunities are displayed by their likelihood to close successfully and can be viewed from premium/revenue or policy count. Finally, this dashboard provides a heatmap that shows where policies are set to close by their effective date. This calendar helps you forecast your team’s work efforts and plan for activities when you are out of office.

Overdue Opportunities Dashboard

Producers can find greater detail about Overdue Opportunities in their pipeline from this dashboard. While the pulse dashboard shows the opportunities in list view, the Overdue Opportunities dashboard shows the total pipeline value or revenue at risk, as well as the average number of days overdue. To help with staying on track with new business opportunities, a producer can set a notification email to alert them when an opportunity falls behind.

Policy Expiration Dashboard

The Policy Expiration dashboard goes one step further than the Pulse Dashboard for Retention and upcoming policies not yet renewed. You can see both the policy count and premium and the clients affected and policies by Type of Business or Policy Type. This can provide the producer or agency with valuable insight into market trends or workload details.

Retention Summary

The Pulse Dashboard provides insights into Premium Retention. While Premium is important, you might be more interested in your client or line retention. Often with a market shift, premiums and revenue can shift with it. But have you lost business? This dashboard will be the answer.

Sales Overview

The Sales Overview dashboard gives producers an overview and trend for sales over a set period. The default time period here is 45 days, but you do have the flexibility to adjust this. Any major dips in your trend may flag a data issue that requires adjustment. This dashboard also delivers breakdowns in sales between Type of Business, SIC/NAICS code, and Premium by Premium Payable Entity. These insights help highlight where a producer has gained momentum by industry or carrier. Perhaps there is a new, hot program that the producer should be focusing on. Or maybe one that might have been hot in the past which is not as fruitful anymore. Insights like these help you intelligently pivot to what’s working.

Sales Manager Dashboards

Pulse Dashboard

Use the Pulse Dashboard’s revenue and pipeline metrics to gain insights into your team’s performance.

Total Commission/Premium – Last 45 Days: The first tile on the Pulse Dashboard tells you what the total commission/premium was for the last 45 days in comparison to the previous 45 days. Indicators will show if your activity is trending up or down.

Monetary Retention – Last 45 Days: While some dashboards or reports speak to policies or lines, the Monetary Retention tile focuses on revenue. As a sales manager, you may need to drill into significant changes in retention to identify market trends or issues with servicing.

Commission or Premium by Producer/Broker – Last 45 Days: As a Sales Manager, you may need to analyze a dip in a specific producer or broker to see if they need sales support or additional resources to encourage better results.

Closed Opportunities – Last 45 Days: This dashboard provides a look into opportunities across the agency. You can see the number of opportunities closed as won, closed as lost, and the hit ratio. Insights gleaned from this dashboard include reviewing lost opportunities to identify new sales techniques or perhaps a need for carrier appointment to support niche lines.

Opportunity Pipeline Commission/Premium by Stage – Next 90 Days: This tile represents opportunities in the agency’s sales pipeline and what stage they are in. By validating that your agency has opportunities far along enough in the pipeline, you can ensure that you will hit goals and budgetary needs.

Overdue Opportunities: Perhaps a producer has left the agency and opportunities need to be reassigned. Or perhaps your producers are simply not updating the status of opportunities at the end. The Overdue Opportunities tile helps you identify issues, improve data quality, and gain more precise forecasting.

Book of Business Trends

The Book of Business dashboard allows sales managers to analyze the trend of your agency’s book of business from month to month over the past 12 months. The information can be viewed from a Commissions, Unique Policy Count, or Client Count Perspective. If you see that your Commissions have trended downward, but clients and policies remain fairly stable, it could indicate that your clients have scaled back on operations or have less risk. Therefore, premiums are down. However, if you see steady premiums and increased client and policy counts, this would reflect a soft market with competitive rates. The result may be that your agency needs to focus on bringing in new customers or account rounding.

Opportunity Pipeline Overview

The Opportunity Pipeline Overview dashboard shows the premium/revenue, total policies by stage, and the Estimated Revenue by Person. A great feature of this dashboard is the heatmap. This feature shows you, over the course of the year, where your opportunities are and the weight of their revenue. This data can help with scheduling or driving results in months with fewer opportunities. Also note that you can set up notifications here to alert you anytime a significant opportunity is added to Epic.

Overdue Opportunities Dashboard

From the Pulse Dashboard, you can see the overdue activities. The Overdue Opportunities Dashboard breaks out these opportunities by Sales Team/Owner, showing the potential missed revenue and the average number of days overdue.

Retention Summary

This dashboard will show a split view between Retained Business and Business Not Retained in the areas of client retention, Premium Retention, and Line Retention.

Risk Map

The Risk Map Dashboard deploys the ability to look at where your clients/risks are located. Perhaps you want to broaden your geographical footprint. Analyzing this map can help you decide your agency’s next steps.

Sales Overview

This dashboard presents your agency’s Last 45 day Commission/Premium, as well as the Estimated Commission Trends and Commission/Premium by Producer/Broker. Additionally, this dashboard provides insight into your business market segments that have been successful. You can answer the following:

What type of business is being won?
Of those opportunities, what are the NAICS/SIC codes of that business?
What Carriers are writing that business for you?

As a Sales Manager, you may have the ability to drive relationships with carriers who are helping your agency place the business opportunities.

Won-Lost Opportunities Dashboard

Gain a deeper look at your agency’s performance with the Won-Lost Opportunities Dashboard. View the sales teams/owners who drive activity. For any lost Opportunities, you can see the reason they were lost. This data can help you guide your sales team to an earlier qualification and shut down opportunities where the agency may not have success. You may also be able to provide more sales coaching to a given producer who needs help closing more opportunities.

Continuing Your Applied Epic Dashboard Journey

We hope you found this second installment in our Applied Epic Dashboard blog series insightful! Stay tuned for our next installment, where we will discuss the Accounting Dashboards.

The Agency Consulting team of Kite Technology is here to help you unlock the full potential of Applied Epic Dashboards. If you have any questions about Applied Epic Dashboards (or any other Applied Epic questions), reach out to our team! From Applied Epic optimizations and workflow development, to accounting and bookkeeping services, our team has the experience needed to help your agency achieve its business goals.