Understanding Cohorts and the Benefits of Cohort Data
A cohort is simply a group. When you can target the progress of a group over time, the following can occur:
You can understand your business better.
You're able to see where numbers are dropping off so you can focus more on that part of your business.
Your efforts are efficient and purposeful, instead of random and possibly a shot in the dark.
Here are a few examples of cohorts and how tracking and analyzing their data could benefit you:
Sample Cohort 1: a group of leads
See where last month's leads are now
See what % of those leads reached a status of Appointment Set, Appointment Met, Signed, etc.
Track leads that came from a specific lead source.
Sample Cohort 2: a group of deals/transactions
Of all ISA appointments set last month, see how many were held.
See how well agents converted on those appointments
See how much revenue you're forecasted to receive from those appointments
Sample Cohort 3: a group of new agents (using Sisu Recruiting)
See how many agents you talked to
See how many of those conversations turned into appointments
This data gives you the ability to act with purpose so that you can maximize growth.
Filtering Your Circle Dashboard by Cohort
You can use the filter on the BETA Circles Dashboard to see a particular cohort and its data. To filter the Dashboard, do the following:
1. Go to Dashboards > Team Dashboard. (You can choose your Personal Dashboard as well.)
2. At the top of the screen, click the Circles Dashboard (BETA) tab.
ℹ️ Note
Beta means that a product is not completely finished yet, but we want you to try out what we have so far so you can give us feedback. Please let us know what you think about it or if you notice any bugs. You'll have access to both the current and the new Circles Dashboard until we combine them.
3. In the top-right corner, click the Dashboard Filter button. This opens the Dashboard Filter.
ℹ️ Note
Don't worry about your current date range specifications that are located at the top of the Dashboard. The filter overrides what you have set but it doesn't change it.
4. Scroll down to the Transaction Dates / Cohort Analysis section and choose a key date and a date range.
5. Make any other adjustments to the filter as needed, and then click the Apply Filter button. This filters the Circle Dashboard with data from the cohort defined in the filter.
ℹ️ Note
A filter summary is added to the top of the screen to show what cohort you're looking at. You can click the X to quickly remove the filter.
ℹ️ Note
Remember you can click any circle on the Dashboard and Sisu will show you the transactions behind the data!
Understanding Cohort Conversion Data
After filtering the Circles Dashboard by cohort, cohort conversion data appears below the pacer circles.
While the conversion percentages for the pacer circles show you how many transactions progressed from circle to circle (status to status), the cohort conversion percentages are showing you how much of the original cohort has progressed to each status.
Example: How are cohort conversion percentages calculated?
Example: How are cohort conversion percentages calculated?
Let's look at the numbers in the following screenshot to understand how the percentages are calculated.
There are 12 total transactions in this Appointment Set cohort, which is why the Appointments Set in Cohort tile shows 100%. The Appointments Met in Cohort tile shows 50% because only half of the total cohort (6 out of 12) have made it to Appointment Met. (6/12) X 100 = 50%
Sample Scenarios: How to Configure the Dashboard Filter
Sample Scenario 1
Let's say you want to track a group of clients that had an appointment set between January 1, 2024 and January 31, 2024. But you're also only interested in tracking clients that came from a certain lead source. Let's see what this filter configuration would look like:
1. Click the Dashboard Filter button in the top-right corner of the BETA Circles Dashboard. This opens the filter.
2. Scroll down to the Transaction Date / Cohort Analysis section.
3. Click the Select a Date drop-down and select 1st Time Appt Set.
4. Use the date range fields to set your range to 01/01/2024 and 01/31/2024.
5. Now look for the Lead Source section. Click the drop-down and select a lead source.
6. Click the Apply Filter button at the bottom of the filter. Now your Dashboard only includes transactions from this cohort.
ℹ️ Note
The Appointments Set circles on the Dashboard will show the number of transactions that belong to this cohort.
If the Dashboard shows any transactions in the other circles, they will be from the cohort. The circles will show progress made from January until now. If it is now April and 10 of the transactions from the cohort have since achieved a status of Signed, the Dashboard will show a total count of 10 in the Signed circles.
Sample Scenario 2
In this scenario, we're not going to look at a particular cohort. Instead, let's say you want to see how many of your transactions achieved a new status last month. You wouldn't use the Dashboard Filter. You would just use the date range at the top of the screen.
In the top-right corner of the BETA Circles Dashboard, click the date drop-down and select Last Month as your date range. Anything that achieved one of the statuses shown on the Dashboard Circles in the previous month will show up on the Dashboard. These transactions could be recent or they could be transactions that haven't progressed in a while. But they'll appear on the Dashboard in this scenario as long as a new status was achieved last month.
