What this dashboard measures
This is a closer-side view of the SCI sales process — the work each closer does after a setter has handed off a discovery. The dashboard is organized as a three-stage funnel that mirrors the actual stages a deal moves through: Discovery → Decision → New Money. Each section measures activity and outcomes for one stage.
Closers shown: Kelvin Evans, Bronson Picket, Jonathan Cattani. Daniel Ackerman and Alex Zahn are AMs and operate on a different workflow (they close primarily through tickets), so they don't appear as columns here — their occasional deal activity lands in the Unattributed column.
The three sections
Discovery Activity
Discovery calls owned by each closer in the selected date range. Three rows for the full population (Booked, Completed, No-Show), then the same three rows segmented by whether the contact had a completed intro call before their discovery: From Intro vs No Intro.
The intro segmentation is where a real lever shows up. A higher completion rate in the From Intro group means inbound-warmed prospects show up better than cold ones — useful signal for resource allocation.
Default range: This Week. Shorter cadence — closers want to see how the current week is going.
Decision Activity
Decision calls owned by each closer. Same Booked / Completed / No-Show pattern, plus a Reschedules row. Reschedules are tracked separately because they're not no-shows — the prospect didn't kill the deal, they pushed it. Different signal than someone who didn't show. Worth watching as friction.
Default range: Last Month. The decision-call cycle is short enough that month-level reads make sense.
Funded Investments — New Money
New money raised — first-time investor fundings that landed in the selected date range. Three rows: count of first-time investors acquired, total new money raised, average ticket size per new investor. The discovery and decision that drove a funded investment can sit in earlier date ranges — these are independent windows, not a connected pipeline of the same deals across all three sections.
Important — first-investment attribution. Only each contact's FIRST funded investment counts toward a closer. Once an investor is acquired, post-acquisition relationship management and follow-on (repeat) fundings are owned by Account Managers (Daniel Ackerman and Alex Zahn), and those repeat investments live on the AM dashboard, not here. So this dashboard's New Money Raised totals will be intentionally lower than the main Investment Dashboard — that one sums every funded record including repeat and follow-on. If you're trying to reconcile, the gap is the AM-owned repeat-funding volume.
Default range: Last Quarter. Funding cycles are longer than booking cycles; quarterly ranges give a clean read on closer outcomes.
How attribution works
Closer attribution is direct in two of the three sections:
- Discovery + Decision: the meeting's HubSpot owner. Diagnostics on live data confirmed 99% of these meetings are owned directly by one of the three closers, so no fallback cascade is needed.
- Funded Investments: cascade — first checks the Investment record's
closer field, falls back to the matching closed-won deal's owner (within ±30 days of funds received), otherwise unattributed.
The Unattributed column captures records owned by someone outside the current closer roster — most commonly Daniel and Alex Z (AMs) or older historical owners. Worth glancing at: a high count there for any given period is a flag that ownership is drifting outside the team you're looking at.
Date ranges and comparison
Each section has its own independent date range. Change one, the other two stay where they are — useful for focusing on different timeframes simultaneously (e.g., this week's discoveries while looking at last quarter's funded outcomes).
Each section also has its own compare dropdown:
- Previous Period — the period immediately before the base range. Last Quarter compares to Q4 of the prior year, This Week compares to last week's same-elapsed days.
- Same period previous year — shifts the base range back one calendar year. Apples-to-apples seasonal comparison. Use this when you want to see Q1 2026 vs Q1 2025.
- None — drop the comparison entirely.
- Specific period — compare to any named range (Last Month, Last Quarter, etc.).
- Custom dates — pick exact from/to dates.
Drill-down — clicking the numbers
Almost every number is clickable. Two click targets per cell:
- Click the headline number (the big bold figure) → opens a panel showing the underlying records for the current period.
- Click the delta line (the "↓ 18% prev: 125" subtitle) → opens the same panel for the comparison period (whichever you have set in the compare dropdown — Previous Period, Same period previous year, etc.).
The drill-down panel shows each underlying record: contact name (clickable, opens HubSpot in a new tab), date, owner, and outcome. For completed-discovery and completed-decision rows, each row also shows whether that contact has ever funded — labeled Funded $X or Not funded. This is the fastest way to spot stalled deals: open Decision Calls Completed, scan for "Not funded" tags.
Reading the funnel together
The closer funnel for any given period reads roughly as: discoveries booked → discoveries completed → decisions booked → decisions completed → investments funded. Each transition is a conversion lever.
Where the funnel narrows fastest is where the closer's skill matters most. Decision-completed → funded is typically the lowest conversion step and the most actionable — completed decisions that don't fund are leads still in play (or recently lost) and worth investigating record-by-record via drill-down.
Reading caveats
Pre-2026 dispositions are sparse. Disposition tracking (Completed / No-Show / Rescheduled) wasn't enforced until 2026, so any historical period before 2026 will show suppressed completion rates that reflect data hygiene, not actual performance. When comparing 2026 numbers to anything earlier — Q4 2025, full 2025, year-over-year — expect huge "improvements" in completion rate that are mostly the data getting cleaner. The further back you look, the less reliable disposition-based metrics become; volume metrics (booked, count) are still trustworthy.
Pending bookings. Discovery and decision calls scheduled for the future show as "X still pending" subtext under the Booked count. They count toward Booked but not toward Completed or No-Show — completion and no-show rates use the resolved cohort (booked minus pending), so the rates reflect what actually happened, not what's still on the calendar.
Partial period warning. If the base period is in progress (This Week, This Month, This Quarter, This Year), the Previous Period comparison truncates to same-elapsed days for fairness — and a yellow pill in the section header says so. To compare full vs full, use Same period previous year instead.
Segment math sanity pill (Discovery Activity only). The "All" rate must mathematically lie between the From Intro and No Intro rates because All is a weighted average of the two. If a yellow warning pill fires, the underlying numbers are inconsistent — usually a data hygiene issue worth investigating, not a real performance signal.
Glossary
DCB — Discovery Call Booked. The pipeline stage and the moment the setter's work converts to closer's work.
From Intro / No Intro — segmentation on whether the contact had a completed intro call before the discovery booking. From Intro = inbound-warmed; No Intro = direct outbound or referral that skipped the intro.
Resolved cohort — bookings whose scheduled meeting time has already passed. Used as the denominator for completion rate and no-show rate, so the rates aren't dragged down by future bookings that haven't happened yet.
Pending — a discovery or decision booking whose scheduled meeting time is still in the future. Counted in Booked, excluded from rate denominators.
Reschedule — a meeting that was on the calendar, didn't happen as scheduled, and was rebooked. Different from a no-show: the prospect didn't kill the deal, just pushed it.