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How to analyze production, Influence, and discarded prospects

Compare the team’s sales activity, visits recorded at a branch, and the reasons prospects are discarded.

Illustration for analyzing CRM sales production, Influence, and discarded prospects.

Published on October 27, 2026

The Production, Foot Traffic, and Discarded reports answer different questions about sales progress. Production summarizes process activity; Foot Traffic shows visits recorded at a branch; and Discarded helps you understand which prospects were closed without moving forward and why. Reviewing them together helps distinguish activity, in-person visits, and lost opportunities.

A useful reading order: start with Production for the overall picture, review Foot Traffic if your team receives visitors, and use Discarded to identify recurring reasons.

Production: follow sales activity

The Production report brings together results recorded during a period, such as new prospects, assignments, discarded prospects, opportunities, sales, and follow-ups. Use it for a weekly or monthly review: see what happened in the process, then investigate the records behind a change.

  1. In CRM > Reports, open Production.
  2. Choose a period and, if needed, a group or executive. Leave the criterion at All to compare the full team.
  3. Select Apply and review the chart and table. The indicators represent different events: an assignment is not a sale, and a follow-up does not necessarily create an opportunity.
  4. Select a linked total to open the records included in it.
Production report with period results grouped by executive and values for prospects, assignments, discarded prospects, opportunities, sales, and follow-ups.
Compare period results by executive and open a total to review its records.
Example: in the demo account, the period shows 15 new prospects, 5 assignments, 1 discarded prospect, 2 opportunities, 2 sales, and 24 follow-ups. These are different event counters; do not add them as mutually exclusive stages or assume they all belong to the same contacts.

Influence: review recorded visits

Influence brings together in-person business visits entered by the team in CRM. Use it to compare when and where service took place at branches or sales locations; it does not measure website visits or detect people automatically.

  1. Open CRM > Reports > Influence.
  2. Under Group by, choose executive, group, source, country, region, city, or sales floor. To compare branches, use Sales floor when configured for your company.
  3. Choose the interval—monthly, bimonthly, quarterly, half-yearly, biweekly, or weekly—and the year. Narrow by group or executive when those filters are available.
  4. Select Apply. Use the chart to compare periods and the table to confirm counts. Open linked details to review records behind a total.
October Influence report with visits recorded at the Downtown Branch sales floor in Cancun and their distribution by date.
Grouping by sales floor helps compare locations; the interval shows how visits change over time.

Example: if a branch recorded eight visits in October, compare their dates and contrast them with other periods. If a date has no records, first confirm that the team entered the visits.

Discarded: identify reasons and patterns

The Discarded report summarizes prospects or opportunities marked as discarded. Group them by executive, group, product line, source, country, or region to find where they are concentrated. Review the reason in the record detail; it is not a grouping option in the main view.

  1. In CRM > Reports, open Discarded.
  2. Choose the entity—prospects or opportunities—the period, and a grouping that fits your question.
  3. Apply group or executive filters when you need a narrower set, then select Apply.
  4. Open a linked total to review individual records. Check the reason, comment, and history before deciding whether there is a pattern.
Discarded prospects report grouped by executive, with two records for incorrect contact details, one outside the target profile, and two with no response after several attempts.
The chart compares reasons in the selected period; the table confirms the count by executive and the total.

Example: this view contains five prospects assigned to Héctor Lagunes: two with incorrect contact details, one outside the target profile, and two with no response after several attempts. The distribution helps you spot recurring reasons and decide what to review first. Before changing a campaign or sales process, compare other periods or teams and inspect the individual records.

Do not confuse them: archiving keeps a contact available for reference; discarding closes its sales progress and lets you classify the reason. Review the record and its history before deciding what to do.

A practical review can follow this order: use Production to locate a change, Foot Traffic to understand in-person visits, and Discarded to check reasons for loss. Keep the same period and team filters so the views cover the same scope.