Reading Your Dashboard

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After this lesson you'll be able to read your Technology numbers without opening a spreadsheet — and pull any of them with a single question.

The dashboard is where all the discipline from the earlier lessons pays out. Every stage you kept current, every won deal you closed properly, every due date you set — it all rolls up here into numbers leadership actually plans against. Reading the dashboard well means two things: knowing where each number comes from, and knowing how to check the records behind it before you repeat it in a meeting. A number you can defend is worth ten you can only quote.

Your tab on the dashboard

The ANC 2026 Company Dashboard has a tab per vertical — Company Overview, then Technology, Venue Services, and Media & Sponsorship. Open the Technology tab and you see your booked revenue, margin, and forecast — your side only, not the whole company's.

Know what feeds each number: booked comes from deals marked Won, forecast comes from open deals weighted by their probability, and margin comes from the pricing on the records. Deals often span fiscal years, so revenue and margin are tracked per year on each deal — which is why a single win can move more than one year's line.

Your biggest open deals

There's a top open deals view, and you can sort your pipeline by value. Use it to make sure the deals that matter most are getting your attention — the top five open deals usually carry more weight than the next dozen combined. Grouped pipeline views also show live counts and revenue sums per group, with a totals row that recomputes as you filter — so "how much is sitting in Scoping" is a glance, not an export.

Comparing how you're tracking

The dashboards let you look across periods, so you can see the trend — not just today's snapshot. Win/loss reporting can also be cut by league — every deal carries one, inherited from its Company — which is how you answer "how do we do in NBA arenas versus NCAA" with data instead of anecdotes.

When a number looks wrong

Do not repeat a surprising number and do not silently distrust it — open the records behind it.

The same logic applies to a forecast that looks too rich: it is usually stale open deals that should have been marked Lost or No Bid, or probabilities nobody has honestly revisited. The dashboard is never wrong on its own — it is an exact mirror of the records. Fix the records and the number fixes itself.

What good looks like

The bar for this lesson: you can state booked, forecast, and your two biggest open deals from memory of this morning's glance; you know which records feed each number; and when a figure surprises you, your reflex is to open the deals behind it — not to guess, and not to quote it anyway. That reflex is what makes you the person whose numbers the room trusts.

Now you try →

Open the Technology dashboard tab, then ask the assistant for one number you'd normally dig for — and open one record behind it to see the connection.

👉 Open the CRM

Related lessons:

• Your Pipeline — the hygiene that keeps these numbers true.
• Managing Your Deals — why honest statuses make honest dashboards.
• Proposals & Due Dates — the queue feeding next quarter's booked line.

That's the Technology track. Anything you forget, the assistant has your back — just ask.